WHU
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

Renate Schirra
Renate Schirra
Personal Assistant
Carolina Kertz
Carolina Kertz
Research Assistant / Doctoral Candidate

Apply now as Doctoral student at the Chair of Business Negotiations & Procurement

Our contribution to cutting-edge research – selected publications

Journal of Supply Chain Management, Vol. 59 (1), pp. 66-94
Kaufmann, L., Schreiner, M., Reimann, F. (2023)
Journal of Purchasing and Supply Management, Vol. 25 (4), 100553.
Kosmol, T., Reimann, F., Kaufmann, L. (2019)
Journal of Purchasing and Supply Management, Vol. 24, pp. 1-20

Co-alignment of supplier quality management practices and cognitive maps: a neo-configurational perspective.

Kosmol, T., Reimann, F., Kaufmann, L. (2018)
Journal of Business Logistics, Vol. 38, pp. 18-34

Multimarket contact and the use of power in buyer-supplier relationships.

Reimann, F., Shen, P., Kaufmann, L. (2017)
Journal of Supply Chain Management, Vol. 53, pp. 3-9

Power in supply chain management.

Reimann, F., Ketchen, D. (2017)
Journal of Supply Chain Management, Vol. 53, pp. 37-66

Responses to supplier-induced disruptions: a fuzzy-set analysis.

Reimann, F., Kosmol, T., Kaufmann, L. (2017)
Journal of International Management, Vol. 23, pp. 242-254

Internationalization of developing country firms into developed countries: the role of host country knowledge-based assets and IPR protection in FDI location choice.

Yoo, D., Reimann, F. (2017)

Our teaching – Creating new perspectives for our participants

Sourcing: Managing a Firm’s Supply Base
Lutz Kaufmann, Felix Reimann


Supply Chain Management Practice Project
Lutz Kaufmann, Felix Reimann

Advanced Supply Management
Felix Reimann

Strategic Sourcing
Felix Reimann


Negotiations for Managers and Entrepreneurs
Felix Reimann

Strategic Sourcing
Felix Reimann

Negotiations Program (Open Enrollment)
Lutz Kaufmann, Felix Reimann


Online Negotiations Workshop
Lutz Kaufmann, Felix Reimann


Customized Negotiations Programs
Lutz Kaufmann, Felix Reimann

Feedback from our students (from anonymous course evaluations)

1/4
Master of Science
Course "Advanced Supply Management"
"Super Guest Speakers and cases. Very well organized.

The course was extremely interactive and engaging."
Full-Time MBA
Course "Strategic Sourcing"
"Awesome practical insights

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"
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."
1/4

Our interactive guest sessions – Bridging the gap between business and academia

Co-Founder & Chief of Staff

Title: Enter the World of Augmented Procurement

Course: Sourcing: Managing the Firm's Supply Base (BSc)

Date: October 9 & 10, 2023

Head of Decarbonization & Climate Strategist

Title: Carbon Management for Complex Supply Chains

Course: Sourcing: Managing the Firm's Supply Base (BSc)

Date: October 9 & 10, 2023

Co-Founder & Digital Supply Chain Community Builder 

Title: Digital Supply Chain Management

Course: Sourcing: Managing the Firm's Supply Base (BSc)

Date: October 9 & 10, 2023

Partner 

Title: Game Theory Negotiations: An Interactive Case Study from Online Retail

Course: Sourcing: Managing the Firm's Supply Base (BSc)

Date: September 12 & 14, 2023

Partner & Director

Title: Procurement ESG

Course: Strategic Sourcing (Part-Time MBA)

Date: June 4, 2023

Senior Consultant & Project Manager

Title: Semiconductor Shortage

Course: Strategic Sourcing (Part-Time MBA)

Date: June 3, 2023

Managing Director

Title: Sourcing of Raw Materials – Driving Value in Commodity Markets

Course: Strategic Sourcing (Part-Time MBA)

Date: May 7, 2023

Prinicpal & Senior Conultant

Title: Semiconductor Shortage - Risk Management in Times of Crisis

Course: Strategic Sourcing (Part-Time MBA)

Date: May 6, 2023

CFO

Title: Modern Procurement in Complex Projects

Course: Advanced Supply Management (MSc)

Date: March 15, 2023

Project Leaders

Title: The Future of Procurement

Course: Advanced Supply Management (MSc)

Date: March 9, 2023

CFO

Title: Procurement in Financial Distress

Course: Strategic Sourcing (Full-Time MBA)

Date: January 31, 2023

Partner & Consultant

Title: The Future of Procurement

Course: Strategic Sourcing (Full-Time MBA)

Date: January 30, 2023

Climate Strategist

Titel: Achieving Net-Zero with Automated Carbon Management

Kurs: Sourcing: Managing the Firm's Supply Base (BSc)

Datum: 13. Oktober 2022

Co-Founder & CEO

Titel: Procurement Analytics

Kurs: Sourcing: Managing the Firm's Supply Base (BSc)

Datum: 11. & 13. Oktober 2022

Co-Founder & Digital Supply Chain Community Builder

Titel: Rethinking Digital Supply Chains

Kurs: Sourcing: Managing the Firm's Supply Base (BSc)

Datum: 11. & 13. Oktober 2022

Director of Decarbonization & Partnerships

Titel: Achieving Net-Zero with Automated Carbon Management

Kurs: Sourcing: Managing the Firm's Supply Base (BSc)

Datum: 11. Oktober 2022

Vice President & Senior Business-Analyst

Titel: Competitive Co-Creation 

Kurs: Sourcing: Managing the Firm's Supply Base (BSc)

Datum: 26. & 27. September 2022

Principal & Senior Project Manager

Title: Semiconductor Shortage - Risk Management in Times of Crisis

Course: Strategic Sourcing (Part-Time MBA)

Date: July 2, 2022

Senior Project Managers

Title: Managing Semiconductor Shortages

Course: Strategic Sourcing (Part-Time MBA)

Date: June 11, 2022

CFO

Title: Procurement in Complex Projects

Course: Strategic Sourcing (Part-Time MBA)

Date: June 5, 2022

Managing Director

Title: Raw Material Sourcing

Course: Advanced Supply Management (MSc)

Date: March 31, 2022

Senior Project Manager & Consultant

Title: The Semiconductor Shortage

Course: Advanced Supply Management (MSc)

Date: March 23, 2022

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