Research Assistant/Doctoral Student (f/m/d) - B2B Negotiations

at the Chair of International Business & Supply Management I

We do research and generate actionable evidence on business negotiations. The advertised position is in the specific field of strategic B2B negotiations.

Next to academic rigor, real-life relevance is a key objective in our work. We engage only in empirical research such that our work is firmly rooted in reality. For your cumulative dissertation, you will collaborate closely with our team throughout your research project, and you will receive very regular and highly substantive feedback and support. We aim to equip you for a successful academic career as for a career in management: You will learn and apply new analytical skills, improve your decision-making, and be able to craft highly successful business relationships. Capabilities like these will allow you to excel in similar ways as our alumni, who work as top managers, founders/entrepreneurs, professors, or partners of leading international consulting firms.

WHU’s Supply Chain Group is amongst the 10 research-strongest faculties in the field worldwide ( With about 40 successful doctoral dissertation and about 20 international research awards for these, we have a track record at our Chair that speaks for itself. The first supervisor of your thesis will be Professor Kaufmann who in 2021 was the first researcher from a continental European institution to ever win a Distinguished Scholar Award of the Academy of Management, one of the – if not the – most prestigious and significant research awards in our field.

Starting: earliest September 1, 2022 (thereafter flexible)
Locations: WHU Campus Vallendar
Degree:  excellent (upcoming) Master’s degree in Business, I-O Psychology, or a related field

Job Description

  • Your prime responsibility is your research in the field of B2B negotiations including publishing your work in leading academic journals
  • Collaborating with renowned companies in the course of your research project, ranging from startups to large established corporates
  • Opportunity to work with top researchers from the U.S.
  • Supporting teaching and other projects which are closely related to your dissertation work – teaching support will be less than 20% of your time

Job Qualifications

  • You are open-minded, curious, and ready to take initiative and ownership for your research project
  • You share our passion for high-quality empirical work. Actionable evidence is your goal
  • You hold a very good Master’s degree in Business, I-O Psychology or a related field (a specialization in Supply Chain Management or prior work on negotiations is not required!)
  • You are fluent in English
  • Work experience and/or internships (e.g., in consulting, strategy, procurement, or start-ups) is a plus but not required

Academic Environment

WHU has more than 50 faculty members in the fields of management, finance and accounting, economics, entrepreneurship and innovation, marketing and sales, and supply chain management. Research at WHU aims to adhere to three principles: quality, internationality, and practical relevance.


Do you want to be a part of WHU?
Come join our team!

Please send your application, including CV and transcripts by email to:


Prof. Dr. Lutz Kaufmann

+49 (0)261 6509 320
Send email