Raphael Schoen

Raphael Schoen
Schoen - Verhandlungsinstitut

Ph.D; MBA
Negotiation Research & Executive Training

About

8
Publications
16,207
Reads
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8
Citations
Introduction
Negotiations - Cross-Cultural-Negotiations
Additional affiliations
April 2013 - January 2015
Dantec Dynamics A/S
Position
  • Manager
January 2010 - March 2013
Carl Zeiss Optotechnik
Position
  • International Sales Manager
March 2018 - April 2021
HHL Leipzig Graduate School of Management
Position
  • PhD Student
Description
  • Negotiations Research to accompany my Negotiation Training Start-Up: https://www.schoen-negotiation.com/Verhandlungstraining-Einkauf
Education
March 2018 - April 2021
HHL Leipzig Graduate School of Management
Field of study
  • International Negotiations
March 2013 - March 2015
HHL Leipzig Graduate School of Management
Field of study
  • International Management

Publications

Publications (8)
Article
Full-text available
Purpose The purpose of this paper is to investigate the implicitly assumed universality of the best seller negotiation literature Getting to Yes by Roger Fisher and William Ury. Design/methodology/approach Existing cross-cultural negotiation literature was systematically searched for findings indicating either a higher or lower likelihood of succe...
Article
Full-text available
Cross-Cultural-Negotiations are pivotal in global business. Research frequently approaches this topic using cultural dimensions as underpinning conceptual constructs. This paper provides a systematic review of the use of cultural dimensions in negotiation research of more than 30 years. Empirical Cross-Cultural-Negotiation literature has been syste...
Thesis
Full-text available
Masters Thesis: Overview of 70 Years Cross-Cultural-Management research: Kluckhohn/ Strodtbeck, Edward T. Hall, Fons Trompenaars, Geert Hofstede, The Globe Study and implications for practice based on cultural differences between Germany, India, and Japan. For more insights and additional resources, visit www.global-iq.org or https://www.schoen-ne...
Article
Full-text available
Re-Published article to refine/ refocus the article for practitioners use. Keywords: • Cost-effective negotiations • Practical negotiation strategies • Supplier negotiations • Procurement best practices • International negotiation tactics Since this research field focuses on the cross-sections of Negotiations and Cross-Cultural-Management furthe...
Article
Full-text available
‘Getting to Yes’ in Complex Negotiations: Strategies for Resolving Conflicts and Achieving Win-Wins Re-Published article to refine/ refocus the article for practitioners use. Keywords: • Complex negotiations • Procurement negotiation strategies • Conflict resolution in business • Negotiation power strategies • Effective supplier negotiations Sin...

Questions

Question (1)
Question
Dear Community,
for my PHD Papers (Cumulative Dissertation) I'm searching papers that help to develop a Methodology/ Design for a sales experiment.
It is envisaged to measure First Offer Anchors as a function of culture.
Can anyone help with literature?
best regards,
Raphael