Host: Philip Brown, Founder of The Negotiation Club Guest: Mike Inman Negotiation Trainer of TableForce   “The most important thing in communication is hearing what isn’t said.” - Peter Drucker:   Episode Overview: In the latest episode of The Negotiation Club Podcast, Phil Brown sits down with Mike Inman to delve into a standout technique that Mike utilised during a taster session at The Negotiation Club. This episode is a treasure trove of insights into the nuances of negotiation practice and strategy.   Spotlight on Mike Inman’s Technique Mike Inman’s approach caught Phil’s attention due to its strategic finesse and practical effectiveness. During a negotiation practice, Mike successfully moved the other party’s position by focusing not just on empathy but on anticipating the other party’s next move. Mike emphasises the importance of understanding the other party’s BATNA (Best Alternative to a Negotiated Agreement) to maximise the available value in a negotiation.   The Critical Moment The episode highlights a crucial moment in the practice session where Mike was negotiating with a lady representing a seller. She had lowered her offer to £538. Mike’s pivotal move was to ask;   “So for £532 you would walk away?” and then purposefully go silent. This silence, as Mike explains, is a powerful tool to gauge the other party’s reaction. The absence of outright rejection and the lady’s summarising response indicated that the position was negotiable.   Analysing the Technique ----------------------------------------------------- Describing this technique isn’t straightforward, as it incorporates several elements: Closed Question: The question posed by Mike was direct and specific. Minor Movement: The slight reduction in the offer (£6) was strategic. Use of Odd Numbers: Psychological pricing often employs odd numbers to appear more precise and less arbitrary. Silence: Crucial for observing and listening acutely to the other party’s response. Observation: Understanding subtle cues and reactions to determine flexibility in the position.   Phil Brown adds that there was a subtle undertone of incredulity or mild accusation in Mike’s question, suggesting disbelief that such a small amount could be a deal-breaker.   Avoiding Repetition Mike also stresses the importance of not overusing any single tactic. Repetition can make a negotiator’s style predictable and less effective. He advocates for a versatile approach, likening a skilled negotiator to a carpenter who knows how to use every tool at their disposal. This aligns perfectly with The Negotiation Club’s ethos of learning and practicing a wide array of techniques to ensure adaptability and proficiency in real-world negotiations.   Introducing the “Closing Accusation” Card In line with our commitment to providing practical resources, we have created a unique podcast negotiation card for this episode, titled “Closing Accusation.” This card includes a detailed explanation of the technique and is designed to help you practice and master it. Club members and podcast listeners can access this card, along with more in-depth insights, on our website.   FOLLOW: Don’t miss out on future episodes filled with valuable negotiation insights and techniques. Subscribe to The Negotiation Club Podcast today and stay ahead in your negotiation skills. By subscribing, you’ll also gain access to exclusive resources like our negotiation cards, which are tailored to each episode to enhance your practice and proficiency. Subscribe now ... and visit our website to explore the “Closing Accusation” card and other resources that will take your negotiation skills to the next level.   JOIN THE NEGOTIATION CLUB: Become a Negotiation Club Member ... and join a growing community of individuals who come together regularly to practice these skills and many others.   FREE MONTHLY TASTER: Negotiation Practice is a concept that very few people understand and even fewer have experienced which is why we run a FREE monthly Taster session to give you an opportunity to try the Negotiation Cards and experience engaging, fun negotiations Simply Register HERE and start your journey of negotiation mastery.  

Host: Philip Brown, Founder of The Negotiation Club Guest: Michael Phillip, 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! ***GOLD Membership*** ***STUDENT Membership*** Happy negotiating!

Host: Philip Brown, Founder of The Negotiation Club Guest: Fred Copestake, Sales Trainer and Founder of Brindis   "You will be amazed at the variety of negotiation questioning techniques in your negotiations, and they all take practice"   Episode Overview: In this enlightening episode, Philip Brown engages in a thought-provoking conversation with Fred Copestake, a seasoned sales trainer and the founder of Brindis. Fred introduces a powerful questioning technique that negotiators can use to steer discussions and uncover deeper insights. This technique revolves around “thinking” questions, encapsulated in the acronym TED, which stands for “Tell me…”, “Explain…”, and “Describe…”. These questions are designed to encourage the other party to open up, providing richer, more detailed responses that can be crucial in negotiation settings.   Key Takeaways: 1. Understanding TED Questions: Tell me…: Use this prompt to invite the other party to share their perspective or story. Explain…: This encourages a deeper dive into the reasoning or rationale behind their statements. Describe…: This helps to paint a vivid picture and gain clarity on specifics. 2. Application in Negotiations: How TED questions can reveal underlying interests and motivations. Strategies for integrating these questions seamlessly into your negotiation dialogue. Real-world examples of how TED questions have led to successful negotiation outcomes. 3. Practice Makes Perfect: Listening to expert advice is valuable, but practicing these techniques is invaluable. Regular practice sessions help you internalise these skills, making them second nature in real negotiations.   Listening is NOT good enough... it take PRACTICE! Listening to this podcast is a great start, but the true power of these techniques comes from practice. To hone your negotiation skills and effectively implement TED questions, join The Negotiation Club as a Club Member. Our regular practice sessions offer a unique opportunity to practice with others, receive feedback, and continuously improve. By becoming a member, you can engage in monthly meetings where you can apply what you’ve learned, share experiences, and grow as a negotiator. Don’t miss out on this chance to transform your negotiation abilities from theoretical knowledge to practical expertise. Join The Negotiation Club today and take your skills to the next level! Tune in now and start mastering the art of negotiation with the TED questioning technique.  ***GOLD Membership*** ***STUDENT Membership***   Negotiation Podcast Card: "TED" The goal of these podcasts is to provide the opportunity to practice and this is best achieved using Negotiation Cards.... welcome to the latest Negotiation Tactic Card "TED"  

In this episode of The Negotiation Club Podcast, I had the pleasure of speaking with Tobias Threlfall-Holmes, a dynamic student from Durham University and an active member of the Durham University Negotiation Society. Negotiation Technique When Time Is Short Tobias shares an intriguing story about how he and his fellow students employed a variety of negotiation techniques, skills, and tactics during a memorable negotiation at a local restaurant. The negotiation, centred around obtaining free chicken wings with a drink, provides a fascinating and relatable example of how to navigate negotiations successfully. Key Negotiation Techniques The central theme of our discussion revolves around the importance of building relationships and understanding the other person's perspective. Tobias' story highlights key negotiation strategies such as; Demonstrating Empathy, Building Relationships Fast, Active Listening, and Creative Problem-Solving. Become a Negotiation Club Member Now Whether you're a seasoned negotiator or just starting, this episode offers valuable insights and practical tips to help you negotiate more effectively in both personal and professional settings. But when you join The Negotiation Club as a member you open up the opportunity to practice these negotiation skills and many more in an active, thriving negotiation community so.... ***GOLD Membership*** ***STUDENT Membership*** And can all dive into the world of negotiation practice with Tobias and uncover the secrets to achieving win-win outcomes. "Tune in to this episode of The Negotiation Club Podcast and learn how to master the art of negotiation, one chicken wing at a time!" ------ Read more insights at The Negotiation Club Blog here