What if Michael Corleone, the calculating and composed leader of the Corleone family, sat down at the negotiation table? In this special edition of our blog series, we’ll delve into the world of The Godfather and explore how Michael’s strategic mind and quiet power would transform negotiations into an art of control and subtle influence.

Picture Michael Corleone across from you, coolly assessing the situation, never giving away more than he intends to. His approach to negotiation is grounded in strength, patience, and the understanding that the best deals are those where the other party doesn’t even realise they’ve been outmanoeuvred. For Michael, it’s all about positioning himself so that every offer becomes one “you can’t refuse.”

In this post, we’ll look at how Michael’s iconic lines and methods reflect his negotiation style, breaking down the key lessons we can learn from his strategic brilliance. We’ll also share a specific negotiation tactic that you can explore and practice at The Negotiation Club—because, like Michael, we believe that mastering negotiation requires constant practice and refinement.

Prepare to learn from one of fiction’s most iconic negotiators and discover how the quiet strength of Michael Corleone can inspire your own approach at the table.

“Keep your friends close, but your enemies closer.” In this world, power doesn’t just come from violence or wealth; it comes from negotiation. The ability to influence, manipulate, and form alliances is what separates the powerful from the powerless. It’s not about who’s the loudest in the room or who has the most men—it’s about who can make the right deals, at the right time, with the right people.

I didn’t want to be part of this world at first. I had other plans. But once I understood the rules of the game, I realised that the true way to survive—and thrive—is to be smarter than your enemies. And that starts with mastering the art of negotiation. “It’s not personal, Sonny. It’s strictly business.” Business means understanding people, controlling situations, and always thinking three steps ahead.

The Power of Silence and Observation

One of the most powerful tactics in negotiation is knowing when to stay silent. Most men think that negotiation means talking until the other side gives in. But real power is in listening—letting your opponent reveal their weaknesses. They’ll tell you more than you realise if you let them. I learned early on that silence is a weapon. When you stay quiet, people grow uncomfortable. They fill the silence with information you can use.

Think about my meeting with Sollozzo. I said very little, but I learned everything I needed to know about his weaknesses and his intentions. Sollozzo thought he could control the situation. But by staying quiet, I was in control the entire time. “Never let anyone outside the family know what you’re thinking.” That’s a rule I live by.

Leverage and Manipulation

Every negotiation involves leverage. It’s not enough to make a request or offer a deal; you need to know what the other person wants most, and more importantly, what they fear. Once you understand that, you control the negotiation. When I made my move against the heads of the Five Families, I didn’t come to them asking for favours—I made them offers they couldn’t refuse. Whether it’s through fear, loyalty, or ambition, you need to manipulate the situation to your advantage.

“I’ll make him an offer he can’t refuse.” This isn’t just about threats—though those have their place—it’s about presenting a solution that is so beneficial, or so inevitable, that the other party has no choice but to agree. It’s not about brute force; it’s about subtly pulling the strings until the only logical outcome is the one you want.

Patience and Long-Term Strategy

In negotiation, as in life, timing is everything. Sometimes the best move is to wait, to let the situation develop. I’ve watched many men fall because they were too eager, too impulsive. But a man who understands the value of patience can turn any situation in his favour. I waited years before making my move to consolidate power, biding my time until the moment was right. “Your enemies always get strong on what you leave behind.” Don’t rush. Control the timing of the negotiation. Make your move when it benefits you the most.

In my dealings with Senator Geary, for example, I didn’t confront him directly when he tried to extort me. Instead, I waited until I had all the leverage—until his weaknesses were fully exposed. When the time was right, I presented him with a deal he couldn’t walk away from. That’s the essence of negotiation: understanding when to push and when to wait.... "Patience"

The Importance of Respect and Understanding

Even in the underworld, respect plays a crucial role in negotiation. You don’t have to like someone to respect them. In fact, understanding and respecting your opponent’s position is often the key to outmanoeuvring them. I learned this from my father. He understood that every man has his motivations, his desires, and his limits. When you respect those limits, you can manipulate them to your advantage.

“Women and children can afford to be careless, but not men.” In negotiation, you cannot afford to overlook even the smallest detail. You need to understand every angle, every possibility, and every potential outcome. That’s how you stay in control, and that’s how you win.

The Need for Practice and Precision

Make no mistake—negotiation is a skill. It requires practice, refinement, and precision. You can’t just walk into a room and expect to come out on top if you haven’t prepared. Every word, every gesture, every silence must be calculated. That’s why I’d recommend The Negotiation Club. Whether you’re dealing with allies, enemies, or competitors, you need to practice the art of negotiation regularly to stay sharp.

“I spent my whole life trying not to be careless.” And that’s the key to success in negotiation. You can’t afford to be careless. Every interaction is a chance to build power, to strengthen alliances, or to eliminate threats. But you need to practice these skills—refine them—until they become second nature.

The Negotiation Club gives you the opportunity to do just that. To understand human nature, to learn when to push and when to pull back, and to know when to strike. In the end, negotiation is about control—control over the conversation, the situation, and, ultimately, the outcome. And in a world like ours, control is everything.

So if you’re serious about gaining power, if you want to make sure that every deal is one that benefits you, then you need to practice. And The Negotiation Club is where you do that. Because as I’ve learned, “The strength of a family, like the strength of an army, is in its loyalty to each other.” In negotiation, loyalty to your strategy—and constant practice—is what will ultimately ensure your success.