House of Cards

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.

House of CardsBut 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.”

About the author

Ross Kaplan has 19+ years experience selling real estate all over the Twin Cities. He is also a 12-time consecutive "Super Real Estate Agent," as determined by Mpls. - St. Paul Magazine and Twin Cities Business Magazine. Prior to becoming a Realtor, Ross was an attorney (corporate law), CPA, and entrepreneur. He holds an economics degree from Stanford.

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