In Episode 3 of our podcast, I had the pleasure of speaking with Mike Phillips about a seemingly simple yet incredibly powerful aspect of negotiation: the use of names. As Mike and I discussed, the outcome of negotiations often hinges on the relationship you can build with the other party, and using their name effectively is a crucial tool in this process. Let’s dive into why this matters and how you can practice this skill to become a better negotiator.

The Significance of Using Names in Negotiations

Using someone’s name in conversation can make them feel recognised, respected, and valued. This personal touch can build rapport, foster trust, and make the negotiation process smoother and more effective. However, like any tool, the use of names must be handled with care. There are several pitfalls and nuances to consider.

Potential Pitfalls and Their Implications

1. Not Using Names at All:

If you neglect to use the other party’s name, you miss an opportunity to create a personal connection. This can make the interaction feel impersonal and transactional, which may hinder trust and openness.

2. Overusing Names:

On the flip side, using someone’s name excessively can come across as insincere or even manipulative. It can make the other party uncomfortable and disrupt the natural flow of conversation.

3. Mispronouncing Names:

Pronouncing someone’s name incorrectly can be perceived as a sign of disrespect or carelessness. It’s crucial to make the effort to get it right, as it shows that you value the individual enough to learn their name properly.

4. Unwanted Nicknames:

Shortening or altering someone’s name without their permission can be offensive. Always use the form of their name that they introduce themselves with unless they specify otherwise.

How to Practice this Negotiation Skill

Given the importance of using names correctly, it’s essential to practice this skill. Here are some suggestions for practicing effectively:

1. Active Listening:

Pay close attention when someone introduces themselves. Repeat their name in your mind to help with retention.

2. Subtle Repetition:

Use the person’s name a few times during the conversation in a natural way. For example, start by greeting them by name, then use it once or twice more during key points in the discussion.

3. Correct Pronunciation:

If you’re unsure how to pronounce a name, ask for clarification and practice until you get it right. People appreciate the effort.

4. Feedback Loop:

Engage in role-playing exercises where you practice using names in various scenarios. Partner with a friend or a colleague and provide feedback to each other.

5. Join The Negotiation Club:

Our club offers an excellent environment to practice these skills. Engage with fellow members in mock negotiations where the use of names is a focal point.

Introducing the “KnowThy Name” Negotiation Card

Following our enlightening discussion in Podcast Episode 3, we’ve created a new tool to help you master this vital skill: the “Know Thy Name” Negotiation Card. This card provides practical scenarios and exercises designed to challenge you to incorporate the other party’s name naturally and appropriately into your negotiation dialogue. With this card, you’ll practice:

• Building Rapport:

Use names to create a personal connection and foster trust.

• Balancing Usage:

Learn to use names with the right frequency to avoid seeming insincere or manipulative.

• Correct Pronunciation:

Master the correct pronunciation of names to show respect and attention to detail.

• Respecting Preferences:

Avoid unwanted nicknames and adhere to the other party’s preferred name format.

Perfect for both individual practice and group exercises, this card will sharpen your skills and make every negotiation more personal and successful.  It is a great addition to the continuously growing TNC Tactics Library.

Do MORE than just Read & Listen... make it HAPPEN!

To all our listeners and club members, mastering the use of names in negotiation is a simple yet highly effective skill that can dramatically improve your negotiation outcomes. Practice diligently, pay attention to the nuances, and don’t shy away from seeking feedback.

And remember, if you want to become an expert in hearing your name in the most flattering and hilarious ways, JOIN The Negotiation Club today!

Come practice with us and make every negotiation a personal success!

Happy negotiating!