Personality can influence relationships, processes, style and tactics during the negotiation process. The success of a negotiation can be attributed to the negotiator understanding his or her personality while being aware of the personalities of others (Budjac Corvette, 2007). Often people understand themselves but do not fully understand their effect on others. A negotiator must take note of the common types of behaviors people exhibit during negotiations to determine how the negotiation will proceed. In the film "Twelve Angry Men", juror number eight demonstrates an understanding of the effect of personality and behavior on relationship building, mood, and the acquisition of power (Fonda & Rose, 1957). To understand the effect of personality on negotiation, you must first understand what personality is. According to Berens and Nardi, personality is both innate and environmentally conditioned (1999). An individual's personality is made up of several levels which are built from the inside out. The core self exists from the day a person is born. The core self begins in a person's DNA and defines their predisposition to behave in certain ways. The core tendencies one possesses can influence how one adapts, grows, and develops. This developed self is influenced by one's choices, interactions and roles. The final layer of personality is called the contextual self. This layer of personality describes how one behaves in a given situation. By considering the interrelated layers that form an individual's personality, one can see that there are key elements of personality that can affect a negotiator's interaction (Budjac Corvette, 2007). Emotional stability, conscientiousness, locus of control, competitiveness and serenity...... middle of paper ...... forming alliances and calling out bad behavior is a viable tactic to achieve the goal of juror number eight for the negotiation.ReferencesBerens, LV & Nardi, D. (1999). The Sixteen Personality Types: Descriptions for Self-Discovery. Huntington Beach, CA: Telos Publications. Budjac Corvette, B.A. (2007). Conflict Management: A Practical Guide to Developing Negotiation Strategies. Upper Saddle River, NJ: Pearson Education. Flouri, E. and Fitsakis, Y. (October 2007). The Minority Counts: 12 Angry Men as a Case Study of Successful Negotiation Against All Odds. Trading Journal. doi:10.1111/j.1571-9979.2007.00156.xJohnson, R.A. (1993). Basics of negotiation: concepts, skills and experiences. Newbury Park, California. Sage Productions. Fonda, H. & Rose, R. (producers) & Lumet, S. (director). (1957). Twelve Angry Men (Movie). United States: MGM Studios.