At the negotiation trainings and consulting of the Schoen Negotiation Institute, strategy is at the forefront. Through careful planning and tailored strategic approaches, participants are empowered to conduct effective negotiations. Additionally, great emphasis is placed at our trainings on tactical nuances that complement the strategic foundation, ensuring negotiation success. This combination of solid strategy and precise tactics enables participants to navigate complex negotiation scenarios confidently and achieve optimal results.
Strategic approaches find numerous applications in procurement, sales, and leadership. In procurement, they enable better cost control and long-term supplier relationships. In sales, they improve closing rates and customer satisfaction. For leaders, they provide tools to handle internal and external negotiations more effectively, thus advancing the entire organization. This strategic orientation in our trainings and consulting has the potential to enhance negotiation outcomes in the long run.
TRAINING FOCUS:
PROCUREMENT Negotiations
Negotiations with Oligopolies & Monopolies
A challenge in purchasing negotiations is, without a doubt negotiations, with Oligopolies and Monopolies. Due to the lack of alternatives with the help of which cost savings can be achieved, new approaches are required to still achieve the goals set. The focus of this training is to develop strategies tailored to your situation to convert them into substantial discounts.
TRAINING FOKUS:
PROCUREMENT
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Managing Price Increase Negotiations/ Cost Control
In a world of rapid market fluctuations and rising raw material prices, stable agreements with suppliers are crucial for your company's cost efficiency. Warding off unjustified price increases requires skillful negotiation and a deep understanding of market dynamics. There are black sheep who act as opportunists, raising prices even when there are no factual grounds for such increases. These unfounded cost escalations can significantly impact your profitability.
News
NEW VIDEO OUT
What Negotiation Trainers
DON'T
tell you
What we learn in negotiation seminars is ONLY applicable in the Western world!
Applying this knowledge to negotiations in China, India, Japan, Brazil, Mexico, UAE, and many other countries in the NON-Western world is risky and can have profound consequences for the outcome of negotiations.
In this video, Raphael Schoen debunks widespread fallacies and myths about negotiations and shows what is really important for good negotiation results.
Research
RESEARCH - Ongoing Data Collection -
Cultural Dependency of First Offer Anchors
First Offers were found to be a primary determining factor for negotiation outcomes. In a research project, data from executives of 21 countries. Preliminary results are presented.
PUBLICATION - International Journal of Management Review -
The limits of "getting to yes" in international negotiations
Scientific Journal Article from a trade journal about the assumed universality of the best seller and negotiation classic "Getting to yes" by Roger Fisher and William Ury.
