VL Logistik und Transportmanagement in der Praxis_ Verhandlungstechniken im Einkauf_WiSe

Logistics and Transport in Practice – Negotiations in Purchasing and Logistics

Lecturer Prerequisites
Dr. Stephan Göthlich (Robert Bosch GmbH)

Target audience TUCaN
Students of the master modules

Link to TUCaN.
Course meeting times
Course organization
Link to TUCaN. Felix Roeper, M.Sc.
Type and scope of the course ECTS
Lecture with integrated tutorial
2 contact hours (SWS)

Please refer to the registration notes on Logistics and Transport in Practice online in order to be registered for the exam and to get a place in your preferred event.

Course contents

Negotiation is one main activity of purchasing in companies. In negotiations with suppliers, buyers achieve the results that directly contribute to a company´s outcomes. A basic understanding of negotiations is therefore essential for every buyer, logistician, but also engineer and computer scientist, as the latter are also regularly involved in purchasing decisions. One does not have to be born a gifted negotiator: one can learn how to negotiate and manage negotiations well.

The focus of the course is therefore on practice-oriented case studies and exercises whereas the theoretical basics of negotiation techniques in purchasing are also taught. The main learning content of the course relates to:

  • Fundamentals and history of negotiation research
  • Strategy and tactics in negotiation
  • Negotiation psychology, negotiation management, game theory in negotiations
  • Insights into the purchasing practice of a global industrial company

Learning objectives

  • Relevance of negotiations: The students realized that the main contribution to earnings made by purchasing is achieved through negotiations.
  • History: The students know the history of ideas in negotiation research at a glance. In particular, they can differentiate between position-based and interest-based negotiation styles.
  • Students can differentiate between the strategic level (game theory optimization of negotiation situations) and the tactical level (negotiation tactics, negotiation psychology) of a negotiation.
  • The students know the essential factors that lead to successful negotiations in purchasing (competition, preparation for negotiations in the form of systematic strategic negotiation management).
  • Phases of negotiation management are known and practiced using examples.
  • Basic elements of negotiation psychology are known; the students are able to recognize and ward off tactical psychology maneuvers by the other person.
  • Game theory in negotiation: Students can locate game theory within microeconomics and are familiar with basic assumptions and models. The students have gained a practice-oriented overview of the game theory concepts that can support everyday negotiations and are familiar with the auction as an efficient method of negotiation in purchasing and have practiced it using examples.
  • The implications of using the game theory based methods that go beyond purchasing have become conscious.


Course slides. Further suggestions are given during the course.


The course is examined through oral presentations and participation during the course.

Course slides

The course is supported by the e-learning platform moodle (https://moodle.tu-darmstadt.de/). Here you can find materials for the course.