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

• Misbehaving: The Making of Behavioral Economics
• Experiencing Physical Warmth Promotes Interpersonal Warmth
• Extraneous Factors in Judicial Decisions

Connect with Andreas Winheller

• Connect on LinkedIn
• Verhandlungs Performance

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

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