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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