Most negotiations
are won or lost
before the meeting.
Joining forces to deliver measurable value and impact through expert negotiations and AI. A joint training offer from hejONE and Schoen Verhandlungsinstitute.
procurement experience
delivered
Your next negotiation.
Accelerated by AI.
We want to level the playing field
for procurement professionals. Why?
Annual spend managed per buyer
Must deliver 7–9% of savings year-over-year with minimal time to prepare, and the last training was a few years ago.
Allocated to overall talent development
According to Deloitte’s 2025 Global CPO Survey, and that is for best-in-class organisations.
Full team backing each manager
Business development and pricing teams help prepare, analyse and execute sales pitches, plus a sales strategy offsite and a budget for tools.
Invested annually in sales training
10 formal training days in year one, deal desks, coaching and AI role-play tools.
Nearly 45% of procurement buyers have never had negotiation training. Yet both sit at the same table.
Two perspectives.
One powerful advantage.
Procurement experience meets negotiation science.
Together, we turn knowledge into impact
from day one.
60+ years of combined procurement experience across industries. Practitioners who have been on your side of the table.
The Institute for Strategic Negotiation. Empirical research, psychological insight and 500+ trainings delivered.
Most negotiations are won.
Before the meeting.
Not generic sales training repackaged for buyers.
A method built for the realities of procurement and AI.
Costs, not discounts.
A discount on an inflated quote is not a saving. Negotiate the cost behind the price.
Target prices, not gut feeling.
Cost drivers, supplier financials and TCO build a defensible position before the first meeting.
Leverage made visible.
Understand dependencies, volumes, switching costs and alternatives before the supplier does.
Your cases. Your reality.
Work on real renewals and supplier price demands. Transfer the learning the very next day.
Your team. Your challenges.
The right programme.
From the foundations to high-stakes negotiations.
Designed for your level. Tailored to your business.
Foundation
The essentials. Negotiation foundations, practical tactics, exercises, templates and prompts.
Standard
One shared method. Preparation, frameworks, price conversations and a full negotiation simulation.
Advanced
The full toolkit. Leverage, TCO, should-cost analysis, live cases and an AI-supported team playbook.
High Stakes / Monopolist
Navigate dependency, power relations and dominant suppliers with tested strategies and argumentation.
Expert Advisory
Full-cycle negotiation support. Scenario analysis, profiling, dry runs and expert guidance.
AI Acceleration
Practical AI frameworks and procurement use cases. Build AI-assistants and connect tools via MCP, across Copilot, Gemini and ChatGPT.
One day to sharpen.
Two days to transform.
Our most common in-house programmes.
A clear agenda. A practical outcome from every module.
A repeatable method. Immediate impact.
For mixed-level teams looking for a common approach and quick wins.
Kick-off
Goals for the day and your team’s toughest current negotiations.
Strategic preparation
Supplier analysis, BATNA, ZOPA, power position and internal roles. Spot the levers before the meeting.
Target prices & cost logic
Cost drivers, total cost of ownership and a defensible target price. Negotiate costs, not discounts.
Lunch break
Time to recharge and exchange perspectives.
Leading the price conversation
Anchoring, planned concessions, fact-based arguments, objections and pressure tactics.
Negotiation simulation
A supplier price-increase role-play with structured feedback. Apply the full method under pressure.
Wrap-up & action plan
Key takeaways and your personal action plan for the next negotiation.
Less theory for its own sake.
More practice that pays off.
Your team practises on real cases, not textbook ones.
AI supports the negotiator. It never replaces them.
Aligned before day one
A preparation call aligns goals, team levels and categories with your business reality.
Short input. Long practice.
Compact frameworks followed by exercises. Most of the time is spent doing, not listening.
Realistic role-play
Supplier conversations and live cases, with structured feedback from experts and peers.
Tools you keep using
Your preparation canvas, target price sheet and concession plan. Use AI-assisted research and supplier briefings.
Confidence at the table.
Value for the business.
A stronger team, equipped for its next negotiation.
- Prepare every negotiation with one shared structure
- Set and defend a fact-based target price
- Trade concessions instead of giving them away
- Quantify leverage and challenge unjustified increases
- Leave with tested strategies and an AI-supported team playbook
A focused investment.
A lasting capability.
Stand-alone programmes for up to 12 participants.
We tailor the scope to your team and categories.
Standard
For a shared negotiation method and quick wins. Sharpen preparation and lead price conversations with confidence.
- Preparation call & tailored examples
- Strategic preparation & target price tools
- Price conversation drills & simulation
- Templates, prompts & personal action plan
Advanced
For price increases, renewals and dominant suppliers. Build the full method and a shared team playbook.
- Everything in the Standard curriculum
- Leverage, should-cost & sole-source strategies
- Live simulations on your supplier cases
- Team playbook & practical AI preparation
Your next negotiation
starts with a conversation.
Talk directly to the people who deliver the training.
No handovers. Just expertise, from the first call.
Alejandro Basterrechea
Co-Founder & Managing Partner
hejONE GmbH
Dr. Raphael Schoen
Founder & Senior Advisor Negotiations
Schoen Verhandlungsinstitute