Online Course Guide of WHU –

Find all modules and courses of our degree programs.

Please use the filters below to select the term (spring or fall) as well as the respective program (BSc, MSc, MBA, Exchange, Doctoral) of your choice for an overview of all modules offered at WHU. The courses are listed under the modules. Please click on a module to see which courses are part of it. If you would like to find out more about a certain course, click on the name of the course to see detail information. The location of the lecture will be revealed after your course registration on myWHUstudies.

Spring term counts from January - August, fall term counts from September - December.

Important for Exchange Students: As the Full-Time and Part-Time MBA Programs utilize a modular course structure, the dates on which students begin and end the exchange are flexible. Please find here a chronological overview of the preliminary course offering for Fall and Spring.

Fall 2022  ›  Bachelor of Science in International Business Administration  ›  5th Semester  ›  Negotiation for Managers and Entrepreneurs

Negotiations for Managers and Entrepreneurs

This course is relevant for students who want to get familiar with tools to negotiate effectively and reach specific goals particularly in situations of (potential) conflict. It should provide them with in-depth knowledge on negotiation essentials and different aspects of this field, e.g. communication in negotiations or dispute resolution. The course uses the newer Harvard concept of 3D-Negotiations (beyond the traditional "Getting to Yes" concept).

Course Code:
Prof. Dr. Lutz Kaufmann
Course Type:
BSc Course
Week Hours:
Fall 2022
(Please note that exchange students obtain a higher number of credits in the BSc-program at WHU than listed here. For further information please contact directly the International Relations Office.)
This course is critical for students who want to get an in-depth understanding of and practical training with tools to negotiate effectively.

To achieve that, the first half of this concentration module follows the framework below:

1. Negotiation setup - Stakeholders, interests, sequencing, etc.
2. Deal design - Effective trande and contingent contracts
3. Negotiation tactics - Think, talk, and act at the negotiation table

In the second half, participants are offered the opportunityto apply their negotiation skills to real-life contexts by investigating a specific negotiation or negotiation setting of their choice (this can also be accomplished through a negotiation-focused interview)

The number of participants is limited to 24 students.

Wednesday, 07/09/2022
11:30 AM till 03:15 PM
Wednesday, 14/09/2022
11:30 AM till 03:15 PM
Wednesday, 21/09/2022
11:30 AM till 03:15 PM
Wednesday, 28/09/2022
11:30 AM till 03:15 PM
Wednesday, 05/10/2022
03:30 PM till 06:45 PM
Wednesday, 12/10/2022
11:30 AM till 03:15 PM
Wednesday, 16/11/2022
09:45 AM till 05:15 PM
Friday, 09/12/2022
03:30 PM till 06:45 PM
  • Behavioral decision theory
  • Power-dependence theory
  • Resource-dependence theory
  • Coalition building theory
  • Rational expectation
  • Information asymmetry
  • Risk aversion
  • Principal-agent theory
Course pack including case studies.

Secondary literature:

announced in the course pack
The course combines lecture parts/briefings,in-class exercises, role plays, assignments, student projects, and case studies.
Exam, participation, simulation/role play performance, student projects, case studies.
Your role plays will be (audio or video) recorded. You will be asked to sign a letter of consent.
The number of participants is limited to 24 students.