"Try the veal. It's the best in the city."

When Sollozo and Captain McKluskey took Michael to Louie's Restaurant in the Bronx, the cop asked the Turk, "How's the Italian food in this restaurant?" You don't have to grow up in New Jersey or New York to appreciate the humor in that question. No doubt the dialogue in that scene is legendary, but it is Michael's non-verbal communication that we can learn from. Secondarily, we can appreciate how Michael handled himself under intense stress.

Let's discuss how Michael was successful in 'making his bones'. It was his idea. He knew what needed to happen and knew it was only possible if he did it. Luckily he had that fat Clemenza to coach him on how to execute the tactics of the plan. Tessio made sure he didn't come out of the bathroom with just his *#@k in his hand! The details worked out, Michael only had to keep his cool and pull the trigger at the right time.

Probably the most intense scene in the movie, the future Don came back to the table visibly nervous and unable to utter words. Shifting eyes, clenched teeth from a broken jaw and heavy breathing preceded the .38's loud report. If Sollozo's or McKluskey's antennae for danger was even halfway up they might have had a chance.

Are we fully prepared for our meetings and presentations? Do we utilize our expert peers and direct reports the best we can? Practice your talking points. Visualize the outcome. In negotiations and meetings be aware of others' non-verbal communication. Keep your antenna up by listening 80% of the time. Never get in front of an audience with just your microphone in your hand!Get your smile on, be enthusiastic and have the confidence of a Sicilian mafia boss.

If all else fails, act like Fredo. You'll get a laugh and put people at ease. Speaking of Fredo, we will examine his character in another blog dealing with performance coaching.

Negotiating Sicilian Style

Michael tells Kay about Luca Brasi while at Connie's wedding reception..."Luca Brasi held a gun to the bandleader's head, and my father assured him that either his signature or his brains would be on the release."

The offer the band leader couldn't refuse was strategized and facilitated by Don Vito Corleone. The tactics were 'executed' by a seasoned professional, Luca Brasi.

Employees who deliver consistent sustainable results are critical to the success of any enterprise or business. One aspect of good results is good negotiating. So, what do we replace the revolver with in our negotiations? We learn from the Don in this situation to use all available resources to influence the desired outcome. This does not mean to use all available resources all the time. Use just what you need to tip the scales in your favor.

In most modern negotiations with our family over the annual vacation, the local car dealer, or the annual performance review for a raise in pay we must remember 3 things:

1. Be Prepared: do your homework, know all you can about what you are negotiating.
2. Look for ways to win while making the other party happy with the outcome.
3. Do not get too emotionally involved and be prepared to say no.

We learned from the Don how to use experts like Luca. Hiring the right people makes all the difference. We will learn in another post about the Paulie situation (calling in sick leaving Fredo to drive the Don) how a bad hire could create an unfortunate situation.

Now, when someone named Vito offers you $10,000 for whatever...you take it!

"Pop had Genco. Look what I got."

This famous short quote by Sonny Corleone to Tom Hagan illustrates several long life lessons that everyone should be aware of. First off, words have meaning. Intonation of those words carry out the punch in the nose without the blood or broken cartilage.

Think before you speak. You can really hurt those closest to you in a fit of anger. You don't have to be hot-headed like Sonny to use that language. Sarcasm is commonplace today. Insert the quote above in a calm sarcasm, and it could be even more hurtful!

Quote translation: "Pop had a consiglieri who knew how to fight and win. I have one that is weak and compromising."

Tom Hagan was smart. Sonny could have tapped into Tom's thought process for strategy and got that fat Clemenza to carry out the tactics of the war between the families.

Use your resources wisely. We'll explore Sonny's mistake of going to take care of Carlo himself in another post.

I hope you enjoy these Lessons from The Godfather. If you think The Godfather is the greatest movie ever made, welcome to my blog. If you think it's in your top ten...you're getting close!

Now, leave the gun and take the cannolis. Let me hear back from you.