The Importance of Non-Verbal Cues
It certainly doesn’t hurt to have a government jet (“Air Force 2”) at your beck and call, 24/7.
But in Netflix’s political potboiler “House of Cards,” notice how many of Vice President Frank Underwood’s key negotiations are conducted face-to-face, rather than by phone or — heaven forbid — email or texting.
The More Information, the Better
Underwood (played by Kevin Spacey) instinctively understands — or House of Cards’ writers do — that being in the same room with your counterpart(s) is critical to establishing rapport*, conveying priorities, and reading (and telegraphing) non-verbal cues.
And as is often the case — both on TV and in real-life — making necessary mid-course corrections.
Corollary to the above: negotiating by email or texting is almost always a “no-no,” because they allow none of the interplay and subtleties of face-to-face meetings.
P.S.: What are email and texting terrific for?
Setting up face-to-face meetings, i.e., scheduling.
*Or the opposite of rapport, as the case may be.
And it goes without saying: once you’ve got ’em in the room, it helps to have superior leverage; knowledge (a function of preparation); tactics; verbal and non-verbal communication skills — and yes — occasionally acting ability.
See also, “You Know . . . Your Comp’s Are Right, Mine Are Wrong — It’s a Deal!”; “Negotiating Strategy 101: Is Time Your Enemy or Your Friend”; “They Key to Successful Negotiating: Getting to “Yes?” Or, Getting to “No?“;
Plus these: “Negotiating Tips”; “How to Become a Good Negotiator“; “The Key to Successful Negotiation“; ““Splitting the Difference’ and Other Negotiation Tactics”; and “Written vs. Verbal Counter-Offers.”