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Chair of Business Negotiations & Procurement II –

Connecting firms, connecting people.

About us

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.

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

The Chair of Business Negotiations & Procurement II Team.

Professor
Felix Reimann

Chairholder

+49 (0)261 6509 735
Send email
Biography

Renate Schirra

Personal Assistant

+49 (0)261 6509 321
Send email

Carolina Kertz

Research Assistant

+49 (0)261 6509 736
Send email

Doctoral Studies

You find business negotiations fascinating? Their strategic set-up as well as behavioral and psychological effects? Then apply with us! 

We look for
 

RESEARCH ASSISTANT / DOCTORAL STUDENT (f/m/d) - BUSINESS NEGOTIATIONS
 

Please note that we don’t supervise external doctoral students, because we focus our full capacity on working with our internal doctoral students.  
 

Working with us on your dissertation

We always work empirically. This means that all our research has immediate real-life relevance. You will work closely with us during your entire dissertation project, and we will very regularly provide you with constructive feedback and support. Our goal is to equip you for a successful career in business as well as in academia. You will learn to apply cutting-edge analytical techniques, improve your decision making, and be able to build highly effective business relationships. These skills will enable you to excel in your career just like our alumni, who went on to become top managers (e.g., Peter Körte, Thomas Germer), founders/entrepreneurs (e.g., Sebastian Kreft, Dirk Breitschwerdt), professors (e.g., Jiachun Lu, Leopold Ried, Felix Reimann), and partners at top-tier consulting firms (e.g., Gavin Meschnig, Andreas Jentzsch).   

Our group has an exceptionally strong research profile and we are ranked amongst the 10 research-strongest universities worldwide in our field (http://www.scmlist.com/home/university-rankings/empirical-report/). With about 40 successful doctoral dissertations and more than 20 international dissertation research awards, we have a track record at our Chair that speaks for itself. The first supervisor of your thesis will be Professor Lutz Kaufmann, who in 2021 was the first researcher from a continental European university to ever receive a Distinguished Scholar Award of the Academy of Management – one of, if not the, most prestigious awards in our field.

We welcome candidates with a background in psychology, business, or related fields.

Doctoral Studies

You find business negotiations fascinating? Their strategic set-up as well as behavioral and psychological effects? Then apply with us! 

We look for
 

RESEARCH ASSISTANT / DOCTORAL STUDENT (f/m/d) - BUSINESS NEGOTIATIONS
 

Please note that we don’t supervise external doctoral students, because we focus our full capacity on working with our internal doctoral students.  
 

Working with us on your dissertation

We always work empirically. This means that all our research has immediate real-life relevance. You will work closely with us during your entire dissertation project, and we will very regularly provide you with constructive feedback and support. Our goal is to equip you for a successful career in business as well as in academia. You will learn to apply cutting-edge analytical techniques, improve your decision making, and be able to build highly effective business relationships. These skills will enable you to excel in your career just like our alumni, who went on to become top managers (e.g., Peter Körte, Thomas Germer), founders/entrepreneurs (e.g., Sebastian Kreft, Dirk Breitschwerdt), professors (e.g., Jiachun Lu, Leopold Ried, Felix Reimann), and partners at top-tier consulting firms (e.g., Gavin Meschnig, Andreas Jentzsch).   

Our group has an exceptionally strong research profile and we are ranked amongst the 10 research-strongest universities worldwide in our field (http://www.scmlist.com/home/university-rankings/empirical-report/). With about 40 successful doctoral dissertations and more than 20 international dissertation research awards, we have a track record at our Chair that speaks for itself. The first supervisor of your thesis will be Professor Lutz Kaufmann, who in 2021 was the first researcher from a continental European university to ever receive a Distinguished Scholar Award of the Academy of Management – one of, if not the, most prestigious awards in our field.

We welcome candidates with a background in psychology, business, or related fields.

Research

Our contribution to cutting-edge research –
A selection of refereed publications.

Load more

JSCM Spotlight: Narratives in Supplier Negotiations – The Interplay of Narrative Design Elements, Structural Power, and Outcomes

Teaching

Our teaching –
Creating new perspectives for our participants.

The Chair of Business Negotiations & Procurement II offers courses in the following programs:

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


Making a Case for Advancing SCM: Applied Supply Chain Management
Felix Reimann, Carl Marcus Wallenburg

Advanced Supply Management
Felix Reimann

Strategic Sourcing
Felix Reimann


Negotiations for Managers and Entrepreneurs
Felix Reimann

Strategic Sourcing
Felix Reimann

 

Strategic Sourcing
Felix Reimann, Lutz Kaufmann

 

Negotiations Program (Open Enrollment)
Felix Reimann, Lutz Kaufmann


Online Negotiations Workshop
Felix Reimann, Lutz Kaufmann


Customized Negotiations Programs
Felix Reimann, Lutz Kaufmann

 

Feedback from our students
(from anonymous course evaluations)

Guest speakers

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

Climate Strategist

Title: Achieving Net-Zero with Automated Carbon Management

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

Date: October 13, 2022

Co-Founder & CEO

Title: Procurement Analytics

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

Date: October 11 & 13, 2022

Co-Founder & Digital Supply Chain Community Builder

Title: Rethinking Digital Supply Chains

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

Date: October 11 & 13, 2022

Director of Decarbonization & Partnerships

Title: Achieving Net-Zero with Automated Carbon Management

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

Date: October 11, 2022

Vice President & Senior Business-Analyst

Title: "Competitive Co-Creation"

Course: Sourcing - Managing the Firm's Supply Base (BSc 2025)

Date: September 26 & 27, 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

Associate Director

Title: "The Future of Procurement"

Course: Strategic Sourcing (Full-Time MBA)

Date: December 20, 2021

CFO

Title: "Procurement in Complex Projects"

Course: Strategic Sourcing (Full-Time MBA)

Date: December 8, 2021

Senior Project Manager & Consultant

Title: "The Semiconductor Shortage"

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

Date: October 5 & 7, 2021

Vice President & Partner

Title: "Competitive Co-Creation"

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

Date: September 28 & 30, 2021

Associate Director

Title: "Risk Management in Purchasing - Real-life Cases and Key Insights"

Course: Strategic Sourcing (Part-Time MBA)

Date: June 5 & June 12, 2021

Senior Project Manager, Managing Director & Senior Consultant

Title: "Supplier Risk Management"

Course: Advanced Supply Management (MSc)

Date: March 25, 2021

Associate Director

Title: "The Future of Strategic Sourcing"

Course: Advanced Supply Management (MSc)

Date: March 18, 2021

Principal & Managing Director and Partner

Title: "The Future of Strategic Sourcing"

Course: Strategic Sourcing (Full-Time MBA)

Date: December 18, 2020

Vice President & Principal

Title: "Risk Management – Procurement in Crisis Mode"

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

Date: September 29 & October 1, 2020

Business Consultant & Coach

Title: "Improving Purchasing / Marketing Collaboration"

Course: Strategic Sourcing (Part-Time MBA) 

Date: July 12, 2020

Associate Director

Title: "Managing Risks in Global Sourcing"

Course: Strategic Sourcing (Part-Time MBA) (Online guest session)

Date: July 11, 2020

Associate Director

Title: "Risk Management in Global Supply Chains"

Course: Strategic Sourcing (Part-Time MBA) (Online guest session)

Date: May 16, 2020

Managing Director

Title: "Sourcing and Negotiating in Raw Material Markets"

Course: Advanced Supply Management (MSc) (Online guest session)

Date: March 30, 2020

Associate Director

Title: "The Future of Strategic Sourcing"

Course: Advanced Supply Management (MSc) (Online guest session)

Date: March 23, 2020

Vice President Controlling and Governance

Title: "Managing CSR in Purchasing"

Course: Strategic Sourcing (Full-Time MBA)

Date: December 17, 2019

Managing Director/Partner & Principal

Title: "Digitalizing Procurement"

Course: Strategic Sourcing (Full-Time MBA)

Date: December 16, 2019

Senior Project Manager & Senior Consultant

Title: "Global Sourcing - Real-Life Cases and Key Insights"

Course: Managing the Firm’s Supply Base (BSc)

Date: October 17, 2019

Vice President

Title: "Procurement Consulting in Action"

Course: Supply Management & Sourcing: Managing the Firm’s Supply Base (BSc)

Date: October 15 & 16, 2019

CFO

Title: "Procurement in Large Industrial Projects"

Course: Strategic Sourcing (Full-Time MBA)

Date: June 1, 2019

Corporate Senior Vice President Global Supply Chain

Title: "Leadership in Purchasing & more – A Transformation Journey"

Course: Advanced Supply Management (MSc)

Date: April 8, 2019

Executive Education Negotiations Programs

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!

Learn more about our Negotiations Programs 

Executive Education Negotiations Programs

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!

Learn more about our Negotiations Programs 

Get in touch

Get in touch with us –
We look forward to hearing from you.

Professor Felix Reimann

Chairholder

felix.reimann(at)whu.edu
+49 (0)261 6509 735

Renate Schirra

Personal Assistant

renate.schirra(at)whu.edu
+49 (0)261 6509 321