4535 Purchasing and B2B Negotiations
Dr. Katja Wölfl, MBA
Contact details
Weekly hours
Language of instruction
02/19/24 to 03/01/24
Registration via LPIS
Notes to the course
Day Date Time Room
Tuesday 04/09/24 08:30 AM - 12:00 PM D3.0.237
Tuesday 04/16/24 08:30 AM - 12:00 PM D4.0.019
Tuesday 04/16/24 01:00 PM - 04:30 PM D4.0.136
Tuesday 04/23/24 08:00 AM - 11:30 AM D3.0.237
Tuesday 04/23/24 12:30 PM - 04:00 PM D3.0.218
Tuesday 04/30/24 09:00 AM - 12:30 PM D2.0.392
Tuesday 05/07/24 09:00 AM - 11:00 AM TC.3.06

“In business as in life, you don’t get what you deserve, you get what you negotiate”
Dr. Chester L. Karrass, Author of Effective Negotiating

In the era of globalization, global sourcing has become a standard practice for companies worldwide. This involves contracting activities to specialized suppliers across the globe. As companies navigate this interconnected landscape, negotiation becomes key for securing needed inputs. This course addresses the challenges inherent in sourcing to and from global supply markets. Simultaneously, this course equips students with essential skills in business-to-business (B2B) negotiation strategies and tactics.

By enrolling, students will acquire a profound understanding of B2B negotiation dynamics and develop the expertise to negotiate effectively, reaching specific goals in the global sourcing context.

  • Session 1: Introduction to strategic sourcing and purchasing 
  • Session 2: Emerging market sourcing and corporate responsibility in global sourcing
  • Session 3: Digitalization and Procurement
  • Session 4: Negotiation: Setup
  • Session 5: Negotiation: Deal Design
  • Session 6: Negotiation: Tactics
  • Session 7: Exam 
Learning outcomes

After completing the course, students will be able to:

  • Understand the basic concepts of negotiations.
  • Understand the basic concepts of global sourcing and corporate social responsibility and how to apply them to cases. 
  • Acquire and leverage the mindset and toolkit to negotiate effectively in different negotiation situations.
Attendance requirements

Attendance is required in all sessions. Absence in one session is tolerated if a reasonable excuse is given before the session. 

If a student is absent in the first session (without proper excuse BEFORE the session) he/she will be unregistered from the course. 

Teaching/learning method(s)
  • Lectures 
  • Negotiation simulations 
  • Preparation of cases, textbook chapters, journal articles and summaries
  • Discussions during class
  • Classroom presentations 

Exam (individual) - 50%

Classroom presentation grade (group) - 10%

Written negotiation reflection (individual) - 25%

Individual classroom participation - 15%

The following grading scheme is applied:

  • 4: 60%
  • 3: 70%
  • 2: 80%
  • 1: 90%

As soon as a partial performance has been handed in, there is always a grade at the end of the course - even if the student leaves the course at a later date.




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Last edited: 2024-01-16