In Mario Puzo’s bestselling book, The Godfather, Don Corleone calmly states, “Never get angry. Never make a threat. Reason with people.” While you may not agree with “the Don’s” method of negotiation, it’s hard to find fault with his philosophy! 
Like “the Don,” Abraham Lincoln, the 16th President of the United States, must have been a superb negotiator! Abe once said, “The best way to destroy your enemy, is to make him your friend.”
The key to a successful negotiation is a sincere attempt to understand the other person’s perspective. A negotiation never means lace-up your boxing gloves and prepare for battle! Don’t be argumentative, confrontational or abrasive. Don’t try to “destroy your enemy.” For if you do, the other side leaves annoyed, frustrated or angered. You both lose. And you have one less trip to make to the bank!
When you negotiate, it should truly be from a win-win position. It’s your opportunity to solve problems, reach agreement and move forward for the benefit of all. Avoid the quick and fleeting “hit.” Play the game and the relationship—for the long-term.
