Exploring the Dynamics of First Names in Sales and Negotiations

Using a customer's first name can create a persuasive effect according to the cocktail party effect. However, expert Chris Voss suggests that the first name should be handled delicately, akin to seasoning on food. He recommends offering one's own name first and waiting for the other person to reciprocate, as this builds trust and triggers reciprocity. Using the customer's name should be done sparingly, not in an overbearing manner, to avoid coming across as pushy or insincere.