
Raphael SchoenSchoen - Verhandlungsinstitut
Raphael Schoen
Ph.D; MBA
Negotiation Research & Executive Training
About
8
Publications
16,207
Reads
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8
Citations
Introduction
Negotiations -
Cross-Cultural-Negotiations
Skills and Expertise
Additional affiliations
Education
March 2018 - April 2021
March 2013 - March 2015
Publications
Publications (8)
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...
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...
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...
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...
‘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)
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