The Godfather : 10 Lessons On Negotiation | Harison Xavier

I had a very productive and engaging sales management class today, I was so happy about the task we got  today from Giridaran sir, which is to find 10 or more negotiation techniques or lessons from a short video clip from the movie The Godfather. I was hooked. I have both read this book and also watched the movie. The following 10 lessons I learned on negotiation from the movie. 

 Intro : One of the best movies in the history of cinema by Maria Puzo, still considered the best. However I love the book better, the movie could not come up to the level of the book so is the case with most movies. But still the movie is something special and there is something more than just a movie. 

 

After watching the above video I came up with the below points. 

1. Always negotiate at the position of power : Vito calls Sollozzo to Vito’s place where Sollozzo is playing at Vito’s home ground so the Sollozzo don’t have any power over Vito. This is a key method to use while negotiating as you don't want to be forced to do things that you really don't want. 

2. Needs and Wants : Sollozzo offers unlimited money in exchange on Don Corleone's political influence, money is as important as  breathing air when it comes to business however unlimited money is not a need but a want. Unlimited money will only makes you more greedy. 

3. Identifying the risk : Narcotics is a new business which is more riskier than gambling and prostitutions they currently in. So Vito will lose his political friends if he enters this business. By careful evaluation he is keeping risk minimum. 

4. Keep your friends close and enemies closer: Vito invited Sollozzo to his place to get to know Sollozzo up close as he could be deadly. He keeps his friends with him for protection. Gives respect to the enemy and also keeps a close eye on him. If the devil comes to your home to dine, treat him with respect, he is equally powerful as God, but keep a close eye on the devil. 

5. Standing to your core value : Even his Son Sunny and the consigliere Tom Hagen wanted to do the business, Don  stands frim on his ground, he is not letting anyone change his mind. 

6. Keep secrets : Don’t let anyone outside the family let know what you are thinking. This was Sunny’s biggest mistake in the movie. Keep your secrets. 

7. Body Language : Vito at first sits at the opposite side  of Sollozoo along with his partners and with open legs. This shows Sollozoo Don Vito is the decision maker and in charge. 

8. Standing & Sitting closer : After finding the Tattaglias family is interested in it too, he comes closer to size up Sullozoo to make his point clear. By this point he made his decision and know Sollozoo is dangerous. 

9. Say NO:  It is hard to say NO. But still say "NO!". Creating an enemy is better than loosing your friends and family. Loosing friends and family only makes you weak.  

10 . Be the last to speak : Be silent, listen and observe closely and be the last person to speak. This is a great trait I have found in great leaders.  

I was happy I was able to share my finding in the class and Giri sir was happy and also he shared his view too below are a few points that was discussed in the class by Giridaran sir. 

Bonus Points 

11. Plan ahead -  I really missed that. Always plan ahead when you meet someone. Do the homework well. Know the person ahead. 

12. Ask to know what is in it for you? - Always ask what is in it for you, you don't want to go into a deal blind. 

13. Respect the other party - Ture, respect even if it is your enemy. 

14. Say no with your reasons - When you say your no, give them your reasons to make it clear. 

15. Be firm in your decisions - Don't let anyone change your plan based on  their irrational thoughts. 


Let me know what you think. Are you able to find more from the video ? Comment below.