Journal of Management Inquiry, Vol. 28 Issue 4, Oct 2019
Thirteen years after his release from a federal penitentiary and after successfully walking away from a life in the Mafia, former crime boss Michael Franzese sat down with Chris Meyer and two colleagues to discuss negotiation. The interviewers focused on the application of current academic thought to the unique negotiations in a Mafia-run business setting. However, an unexpected finding was that one of the most successful negotiators in this competitive environment was not competitive, but collaborative. In fact, the anecdotes related here will demonstrate that Mr. Franzese was a very successful negotiator in part, because he was a collaborative negotiator.