1926 Recent Topics in Supply Chain Management I: Perfect Negotiation Skills (RT I)
Mag. Markus Nekham
Contact details
Weekly hours
Language of instruction
11/14/23 to 11/21/23
Registration via LPIS
Notes to the course
Day Date Time Room
Friday 11/24/23 08:30 AM - 01:00 PM D2.0.038
Tuesday 01/16/24 08:30 AM - 02:00 PM TC.4.13
Wednesday 01/17/24 08:30 AM - 01:00 PM TC.4.13
Thursday 01/18/24 08:30 AM - 03:00 PM D2.0.030
Friday 01/19/24 08:30 AM - 02:00 PM TC.4.15
Monday 01/29/24 08:30 AM - 06:30 PM D2.0.030

At a strategic level, Supply and Procurement Management deals with the question of whether parts of production should be outsourced.

At a tactical level, suppliers and the amount of suppliers must be determined.

With the suppliers found, important supply contracts must be coordinated

Learn how to achieve not one, but the best result for all your negotiations (professional and private)!

Learning outcomes

During the elective "Perfect Negotiation Skills - Tips and Tricks for mastering SCM" you will learn, among other things, how contracts are negotiated according to the Harvard Method (PONS Harvard) and the five-phase model (according to G. Kennedy). The immediately applicable combination of both negotiation theories lead into better negotiation results in shorter (net) negotiation times for each participant. Sustainable results enable recurring business deals, no matter if internal or external or with suppliers or customers.

Attendance requirements

According to the examination regulation full attendance is intended for a PI. Absence in one unit is tolerated if a proper reason is given.

Teaching/learning method(s)

Inverted classroom method.

Preparation for the course (mostly youtube videos)

Cheat-Sheet during course (size A4)

Tiny Exercises

Big case study on last day


50% personal collaboration

25% homework/preparation work

25% case study (implement what you have learned at the end of the seminar)


Grading scale:

(1) Excellent: 90% - 100%
(2) Good: 80% - <90%
(3) Satisfactory: 70% - <80%
(4) Sufficient: 60% - <70%
(5) Fail: <60%


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Last edited: 2023-04-24