Is there one right way to negotiate? Is one methodology superior to the other? For the last 30+ years, “Getting to Yes” was the book on negotiation. More recently, “Never Split the Difference” has become the book on negotiation.

The vast majority of people read the top-selling book(s) in a category and think they’re fully educated. That’s just impossible. In this episode of Negotiations Ninja, Andreas Winheller, a negotiation consultant and trainer, shares why no one way is the “best” way.

Outline of This Episode

[1:48] Learn more about Andreas Winheller
[2:28] The cultural differences at play
[4:32] The two main approaches to negotiation
[8:47] The economic-grounded negotiation approaches
[12:14] Rational versus irrational negotiation
[20:18] Account for decision fatigue
[25:47] The upcoming training with Gary Noesner

Resources & People Mentioned

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Verhandlungs Performance

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The Right Way to Negotiate with Andreas Winheller, Ep #443