Chair of Business Negotiations & Procurement II
Our primary research interest is the role of power in buyer-supplier relationships, determinants of successful cooperation with suppliers in emerging markets, and the internationalization of firms from emerging markets. Next to academic rigor, real-life relevance is a key objective in our work.
Connecting firms, connecting people
In our teaching, we cover courses and modules on Strategic Sourcing, Negotiations, and International Business across WHU programs and in Executive Education.
We engage in and value dialogue with management practice. We frequently conduct research projects in collaboration with corporate partners, and in our teaching we bring participants in close contact with real-life business through joint interactive sessions with practitioners.
Our team
Carolina Kertz
Research Assistant / Doctoral Candidate
Apply now as Doctoral student at the Chair of Business Negotiations & Procurement
Our teaching – Creating new perspectives for our participants
Master of Science
Course "Advanced Supply Management"
"Super Guest Speakers and cases. Very well organized.
The course was extremely interactive and engaging."
The course was extremely interactive and engaging."
Full-Time MBA
Course "Strategic Sourcing"
"Awesome practical insights
Perfect environment for the learning process"
Perfect environment for the learning process"
Part-Time MBA
Course "Strategic Sourcing"
"Changed my view of sourcing completely
Could not have imagined sourcing strategy could be so value-adding to the company
Amazing structure, very good way to approach students
Lots of hands-on discussions with cases and great guest speakers"
Could not have imagined sourcing strategy could be so value-adding to the company
Amazing structure, very good way to approach students
Lots of hands-on discussions with cases and great guest speakers"
Part-Time MBA
Course "Negotiations"
"Thank you for this excellent negotiation course!
One of the best courses and especially one of the most practically helpful!
The mix between teaching and negotiation sessions is perfect."
One of the best courses and especially one of the most practically helpful!
The mix between teaching and negotiation sessions is perfect."
Our interactive guest sessions – Bridging the gap between business and academia
Executive Education Negotiations Program
Gain the strategies and tools for successful negotiations
WHU's Negotiations Programs are developed to enhance these skills as effectively as possible, meaning you can navigate negotiations with confidence!
Get in touch with us –
We look forward to hearing from you