1.

On the first scene of the film a guy [father of girl beaten up by two boys] asking Don Corleone for
justice
What were the positions taken by each party?
What are the interests of each party?
Don Corleone at first refused the request. What was the father doing wrong at first?
What could be done or offered by the negotiators to meet these interests of the other?
Relate this to the other scene where Nazorine the cakemaker asked Don Corleone to prevent
Enzo from being repatriated to Italy. How was the first scene of the film different from the
negotiation with the cakemaker?

2. On the negotiation between the film producer Woltz [Negotiator 1] and Johnny Fontane / Tom
Hagen / Don Corleone [Negotiator 2]
What were the positions taken by each party?
What are interests of: (a) Woltz; (b) Fontane; (c) Hagen; and (d) Corleone?
If you were Negotiator 2, could you have done anything short of using a power-approach in the
negotiation?

3. On the negotiation between Sollozzo and Don Corleone / Corleone Family. Sollozzos desire to
strike a deal / business partnership on drug dealing
What were the positions taken by each party?
What are interests of: (a) Sollozzo; (b) Don Corleone; (c) Tom Hagen; and (d) Santino Corleone?
The negotiations failed as no deal was sealed. Could Sollozzo have done or said something
different to convince (and appeal to the interests of) Don Corleone?

4. The conversation / meeting between Santino Corleone and Tom Hagen where they were discussing
what to do with Sollozzo invitation to have a meeting with the Corleone representative. Michael was
also present in the meeting. Santino was proposing to Hagen to kill Sollozzo and the Police Captain.
What were the positions taken by each party (Hagen, Santino and Michael)?
What are interests of: (a) Hagen; (b) Santino; and (c) Michael?
In the negotiation between Hagen and Santino, Hagen killed Santinos suggestion to kill Sollozzo
and the Police Captain. However, when Michael later made the same suggestion, Hagen agreed.
How different was the negotiation approach of Santino and Michael? Did Michael do anything
(that Santino didnt) to meet the interests of Hagen?