Schoen - Verhandlungsinstitut
Key competencies
Negotiation training for procurement, sales and management in international B2B environments
Corporate Profile
Schoen – Negotiation Institute provides evidence-based negotiation training and executive sparring for companies, procurement organisations, sales teams and management.
Our programmes focus on complex B2B negotiations and combine academic negotiation research with extensive international management experience. Key areas include negotiation strategy, BATNA and bargaining power, price and supplier negotiations, difficult and monopolistic supplier situations, sales negotiations, anchoring and concession strategies, as well as systematic negotiation preparation.
A particular area of expertise is procurement negotiation. We combine classical negotiation methods with cost engineering, should-cost analysis and AI-supported preparation in order to help purchasing teams move from negotiating discounts towards negotiating underlying cost structures and commercial assumptions.
The institute was founded by Dr. Raphael Schoen, who has around 16 years of international management and sales experience, including management positions at Carl Zeiss. He holds a Ph.D. in Negotiations from HHL Leipzig Graduate School of Management and completed Negotiation Mastery at Harvard Business School Online.
Training programmes are primarily delivered as customised in-house formats for companies. They combine short theoretical inputs with negotiation simulations, case work, structured feedback and direct application to participants’ current business situations.
Target groups include procurement managers, buyers, sales managers, key account managers, executives and management teams.
Programmes are available in German and English and can be delivered internationally.
Web content available in:
- English
- German
- Other languages
Industry sectors
- Agriculture/Food
- Commercial Sector
- Construction/Wood/Paper
- Energy/Environment/Mining
- Engineering/Manufacturing
- Government
- Healthcare
- IT/Technology/Media
- Transport and Logistics
Products & services
- Consultancy Services
- Further Training
Services are already offered in
- Egypt
- Ethiopia
- Ghana
- Kenya
- Morocco
- Nigeria
- South Africa
- Tunisia
- China
- India
- Israel
- Japan
- Korea, Republic Of
- Mongolia
- Viet Nam
- Austria
- Croatia
- Czech Republic
- France
- Georgia
- Germany
- Italy
- Poland
- Spain
- Switzerland
- Turkey
- Ukraine
- Mexico
- Chile
- Colombia
Services can be offered in the following languages
- English
- German
- Spanish
- Italian
- French
Target groups
Companies, Executives / Managers, Procurement professionals, Sales professionals, SMEs, Large enterprises, International companies