<description>&lt;p&gt;Is there &lt;em&gt;one&lt;/em&gt; right way to negotiate? Is &lt;em&gt;one&lt;/em&gt; methodology superior to the other? For the last 30+ years, “&lt;a href= "https://www.amazon.com/Getting-Yes-Negotiating-Agreement-Without/dp/0143118757" target="_blank" rel="noopener"&gt;Getting to Yes&lt;/a&gt;” was &lt;em&gt;the&lt;/em&gt; book on negotiation. More recently, “&lt;a href= "https://www.amazon.com/Never-Split-Difference-Negotiating-Depended-ebook/dp/B014DUR7L2" target="_blank" rel="noopener"&gt;Never Split the Difference&lt;/a&gt;” has become &lt;em&gt;the&lt;/em&gt; book on negotiation. &lt;/p&gt; &lt;p&gt;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. &lt;/p&gt; &lt;h2&gt;Outline of This Episode&lt;/h2&gt; &lt;ul&gt; &lt;li&gt;[1:48] Learn more about Andreas Winheller&lt;/li&gt; &lt;li&gt;[2:28] The cultural differences at play&lt;/li&gt; &lt;li&gt;[4:32] The two main approaches to negotiation&lt;/li&gt; &lt;li&gt;[8:47] The economic-grounded negotiation approaches &lt;/li&gt; &lt;li&gt;[12:14] Rational versus irrational negotiation&lt;/li&gt; &lt;li&gt;[20:18] Account for decision fatigue &lt;/li&gt; &lt;li&gt;[25:47] The upcoming training with Gary Noesner&lt;/li&gt; &lt;/ul&gt; &lt;h2&gt;Resources &amp; People Mentioned&lt;/h2&gt; &lt;ul&gt; &lt;li&gt;&lt;a href= "https://www.amazon.com/Misbehaving-Behavioral-Economics-Richard-Thaler/dp/039335279X" target="_blank" rel="noopener"&gt;Misbehaving: The Making of Behavioral Economics&lt;/a&gt;&lt;/li&gt; &lt;li&gt;&lt;a href="https://www.science.org/doi/10.1126/science.1162548" target="_blank" rel="noopener"&gt;Experiencing Physical Warmth Promotes Interpersonal Warmth&lt;/a&gt;&lt;/li&gt; &lt;li&gt;&lt;a href="https://www.pnas.org/doi/10.1073/pnas.1018033108" target="_blank" rel="noopener"&gt;Extraneous Factors in Judicial Decisions&lt;/a&gt;&lt;/li&gt; &lt;/ul&gt; &lt;h2&gt;Connect with Andreas Winheller&lt;/h2&gt; &lt;ul&gt; &lt;li&gt;Connect on &lt;a href= "https://www.linkedin.com/in/andreas-winheller-7a7813/" target= "_blank" rel="noopener"&gt;LinkedIn&lt;/a&gt;&lt;/li&gt; &lt;li&gt;&lt;a href="https://verhandlungsperformance.de" target="_blank" rel="noopener"&gt;Verhandlungs Performance&lt;/a&gt;&lt;/li&gt; &lt;/ul&gt; &lt;h2&gt;Connect With Mark&lt;/h2&gt; &lt;ul&gt; &lt;li&gt;Follow Negotiations Ninja on Twitter: &lt;a href= "https://twitter.com/NegotiationPod" target="_blank" rel= "noopener"&gt;@NegotiationPod&lt;/a&gt;&lt;/li&gt; &lt;li&gt;Connect with Mark &lt;a href= "https://www.linkedin.com/in/markraffan/" target="_blank" rel= "noopener"&gt;on LinkedIn&lt;/a&gt;&lt;/li&gt; &lt;li&gt;Follow Negotiations Ninja &lt;a href= "https://www.linkedin.com/company/negotiations-ninja-podcast" target="_blank" rel="noopener"&gt;on LinkedIn&lt;/a&gt;&lt;/li&gt; &lt;li&gt;Connect on Instagram: &lt;a href= "https://www.instagram.com/negotiationpod/" target="_blank" rel= "noopener"&gt;@NegotiationPod&lt;/a&gt;&lt;/li&gt; &lt;/ul&gt; &lt;p&gt;&lt;a href="https://plinkhq.com/i/1300435924" target="_blank" rel= "noopener"&gt;&lt;strong&gt;Subscribe to Negotiations Ninja&lt;/strong&gt;&lt;/a&gt;&lt;/p&gt;</description>

Negotiations Ninja Podcast

Mark Raffan

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

MAR 18, 202429 MIN
Negotiations Ninja Podcast

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

MAR 18, 202429 MIN

Description

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 Connect with Andreas Winheller Connect With Mark

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