Know Thy Name: The Power of Names in Negotiation
Host: Philip Brown, Founder of The Negotiation Club
Guest: Michael Phillips, Negotiation Trainer and Author
“A person’s name is, to that person, the sweetest sound in any language.” – Dale Carnegie
Episode Overview:
In Episode 3 of The Negotiation Club Podcast, Philip Brown had the pleasure of discussing with Mike Phillips the profound impact of using people's names in negotiations. While it may seem like a small detail, the appropriate and skilful use of names can significantly influence the outcome of negotiations. As Mike rightly pointed out, the success of negotiations often hinges on the relationship you build with the other party, and using their name is a simple yet powerful tool to foster that connection.
'PODCAST' NEGOTIATION CARDS
The Significance of Using Names in Negotiations
Using someone's name in conversation can make them feel acknowledged, respected, and valued. It personalises the interaction and builds rapport, which is essential in negotiation. However, as straightforward as it sounds, 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.
Practicing the 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. Make a List
When there is a larger group of people in a meetings draw a diagram of the room or table and list the names of each person so you know exactly who's name to use.
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.
NEGOTIATION 'TASTER'
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! Who knows, you might even hear your name sung in a jingle or used in a Shakespearean monologue. Come practice with us and make every negotiation a personal success!
Happy negotiating!