“The Godfather is the I Ching. The Godfather is the sum of all wisdom. The Godfather is the answer to any question,” says Joe Fox (played by Tom Hanks) in response to Kathleen Kelly’s (Meg Ryan) question, “What is it about men and The Godfather?” in the 1998 movie You’ve Got Mail.
Even if you ignore the element of exaggeration, an ingredient so very essential for grabbing eyeballs, the hard fact still remains – The Godfather is an encyclopaedia on human nature and how to deal with it.
At first glance, it does look dark – a guidebook for the power hungry. But that is because Mario Puzo narrates the story through the power tussles in the New York underworld. Read deep, and you’ll find the other side – how the mafia becomes cancerous for the society.
Make him an Offer he Can’t Refuse
Long long ago, humans used barter (give and take) for trading. The main issue with the system was that you needed to have what the other person wanted and the other person should have to have exactly what the other person had. Making a deal was cumbersome. Currency evolved to go around this limitation.
Many exchanges in real life are, however, still based on give and take. Unless you provide something the other guy wants, the other guy won’t give you what you want. And when you do that, you make an offer the other guy cannot refuse.
Bribes may be the first thing that comes to one’s mind when thinking of what the other guy wants. That, of course, is only one thing – not everything. Perhaps, the most useful application of this principle is striking a deal, formal or informal. Because all deal making involves negotiation. For what? Well, give and take – again.
Talking of deals, salary negotiations is one occasion where you can use the logic of this wisdom. Many experts rightly advise to let the other party make the first offer. Nevertheless, you always have a figure in mind and the first offer that the recruiter makes could be way below your expectations.
If you can correctly figure out what the recruiters are looking out for, that specific achievement of qualification – be it technical or managerial – and present yourself properly, even the sky won’t be the limit, only your mind will be.
Sometimes, nay many times, what the other person wants may not be obvious. This is where your emotional intelligence comes into play. And if you are the interested party, if you need the deal more than the other party does, it is absolutely essential that you figure out what the other guy wants.
In a nutshell, you can say the Godfather, the fictional Vito Corleone, is a guy with perhaps the highest emotional intelligence. Certainly someone worth idolising – without the guns, the blood, and murders – of course.
Indrajeetsinh Yadav has crafted this article, the first in this series. Stay tuned for much more exciting stuff that goes beyond the obvious.