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.
The Chair of Business Negotiations & Procurement II Team.
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.
Our contribution to cutting-edge research –
A selection of refereed publications.
JSCM Spotlight: Narratives in Supplier Negotiations – The Interplay of Narrative Design Elements, Structural Power, and Outcomes
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
Supply Chain Management Practice Project
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)
Super Guest Speakers and cases. Very well organized
The course was extremely interactive and engaging.
Awesome practical insights
Perfect environment for the learning process
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
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.
It was a really great trip that changed my view of China completely.
The variety of visits helped a lot to get a broad understanding of China’s economy, trends, people.
Really intense learning experience
Extremely interesting and useful to me
Deep insights into China and its businesses
Our interactive guest sessions –
Bridging the gap between business and academia.
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
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!
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!
Get in touch with us –
We look forward to hearing from you.
