Negotiations Program
WHU – Otto Beisheim School of Management
WHU – Otto Beisheim School of Management is a private, independent business school founded in 1984 in Koblenz, Germany, with a second campus in Düsseldorf. Unlike most European business schools, WHU has no parent university — it operates as a fully autonomous institution, which gives it an unusual degree of curricular agility. The school was established with the explicit goal of creating a rigorous, internationally oriented alternative to Germany's traditionally state-run university system, and that founding tension — between German business pragmatism and global academic ambition — still defines its character. Otto Beisheim, the Metro Group founder and retail magnate, provided foundational support and lent his name to the school, a relationship that underscores its enduring connection to serious entrepreneurial capital. Accreditations and Rankings Accreditations AACSB accredited EQUIS accredited AMBA accredited Triple Crown — one of fewer than 1% of business schools worldwide to hold all three Rankings Financial Times European Business Schools ranking: Top 40 (2023) Financial Times Master in Management ranking: Top 10 globally (2023) Financial Times MBA ranking: ranked among leading European programmes (2023) QS World University Rankings – Business Masters: consistently places WHU's Master in Management in the global top tier Consistently ranked the #1 business school in Germany for Master in Management by the Financial Times (2022, 2023) Executive Education at a Glance WHU's executive education portfolio is smaller and more selective than that of a large American or UK business school, and deliberately so. The school concentrates its open programs on areas where its faculty have genuine research depth: family business, entrepreneurship, supply chain management, finance, and general management for senior leaders navigating organisational complexity. Programs run out of both the Vallendar/Koblenz campus and Düsseldorf, with a growing number of blended-format options introduced after 2020. Open programs typically run between two and five days for modular formats, while longer certificate programs extend across several months with intermittent residency. The WHU Executive Education portfolio includes flagship offerings such as the Advanced Management Program, leadership development sprints for high-potentials, and custom corporate programs designed with and for specific German and European multinationals. Prices for open programs generally range from approximately €2,500 to €8,000 depending on duration and content tier. Custom programs — which represent a substantial portion of WHU's executive education revenue — are developed in close partnership with client organisations, often over multi-year relationships, and frequently draw on the school's networks within Germany's family-owned enterprise sector. Campus and Facilities WHU's main academic campus sits in Vallendar, a small town on the Rhine just outside Koblenz — an unlikely setting for a school with global pretensions, and one that is entirely intentional. The environment is residential and focused; there are few distractions, which creates the kind of immersion that executives in open programs often say is harder to achieve in a city campus. The Düsseldorf campus, opened to serve the school's part-time and executive programmes, places participants in the heart of one of Germany's most important financial and commercial centres, within reach of major corporate headquarters including those of Henkel, E.ON, and ThyssenKrupp. Facilities across both campuses have been significantly modernised, with dedicated executive education classrooms, collaboration spaces, and residential accommodation at Vallendar suited to multi-day programs. Faculty and Research WHU's faculty numbers around 40 full professors — small by the standards of large research universities, but intentionally lean, with a strong emphasis on research quality over volume. The school recruits internationally, and a significant proportion of its faculty hold PhDs from or have held positions at leading North American and European institutions. Research strengths particularly relevant to executive participants include entrepreneurship and new venture creation, corporate governance, supply chain and operations management, and behavioural finance. The Center for Entrepreneurship and Innovation (CEI) and the Center for Controlling & Management (CCM) are among the more established research institutes, and faculty regularly translate their work into program content rather than keeping research siloed from teaching. Several professors maintain advisory relationships with DAX-listed companies and large Mittelstand firms, giving them an applied credibility that executives tend to notice quickly. Student Body, Alumni, and Career Outcomes WHU's alumni network numbers approximately 10,000 graduates — modest in absolute size compared to larger schools, but notably dense in influence relative to its age. The entrepreneurial outcomes are particularly striking: WHU alumni have founded companies including Zalando, one of Europe's largest e-commerce businesses, and the school consistently ranks among the top sources of startup founders in the German-speaking world. Executive education cohorts draw heavily from German, Austrian, and Swiss corporations, as well as from international companies with significant European operations; industries represented include automotive, chemicals, financial services, logistics, and consumer goods. For participants, the alumni network's real value lies less in its scale than in its concentration — a disproportionate number of WHU graduates hold senior leadership positions in exactly the industries where German economic power is most concentrated.
Next Available Cohort
Choose your preferred start date
All-inclusive program fee
Duration
2 days
Format
in-person
Topic
Negotiations
Language
English
About This Program
Our Negotiations Seminar equips you with the skills you need to manage business negotiations successfully, even in the most challenging situations. The 2-day program provides managers and executives with a rich set of negotiation strategies and negotiation techniques to lead successful business-to-business negotiations in any setting – be it day-to-day interactions with suppliers, customers, or colleagues. The international participant group allows you to network with peers from various cultural and industry backgrounds.
During hands-on exercises in the program, such as role-plays, you will be equipped with ready-to-use skills. On top of that, you will take home improved leadership and communication skills!
Why WHU – Otto Beisheim School of Management?
WHU has built its reputation not on size but on intensity — small cohorts, a demanding academic culture, and a student body that consistently punches above its weight in entrepreneurship and private equity. For senior executives, that same ethos translates into programs where peer learning is genuinely substantive, and where the school's deep ties to the German Mittelstand and European corporate elite make the room worth being in.
Your Profile
- are or will be in leadership positions;
- regularly negotiate on behalf of their organization or clients;
- are involved in the B2B business and strategic decision-making;
- want to learn state-of-the-art negotiation tools and techniques.
Benefits
- Acquire the mindset and toolkit to negotiate effectively
- Understand how to reach a deal, even when positions seem incompatible
- Become aware of – and avoid – tactical and psychological pitfalls
- Gain confidence in leading negotiations, navigating complex and stressful situations
- Learn to deal with power imbalances and difficult personalities
- Optimize your negotiation process & improve your overall negotiation strategy
- Improve your skills in influencing, claiming value, and reading the other side
What You'll Learn
- What you can expect from this Negotiations Seminar:
- This highly interactive B2B negotiation training is a hands-on program with real-life case studies. You will practice methods to successfully handle complexity in multi-party, multi-issue settings, achieve internal alignment, and control external influences. The negotiation course covers methods to identify leverage points, personalities, and effectively use influencing negotiation techniques and non-verbal communication.
- Special emphasis lies on ways to resolve the most difficult challenges, such as hostile negotiators, confrontation with hard-bargaining tactics, and high-stress moments. Various role-plays and exercises will allow you to apply these techniques right away, improve your negotiation skills and gain confidence in negotiation management. During the Negotiations Program, you will use the WHU Business Negotiations (BNP). The BNP tool helps you to reflect on a negotiation from different perspectives and sharpens a strategic mindset when preparing for or debriefing on negotiations. It analyses key characteristics that typically have a strong influence on the process and outcome of the negotiation, as well as on the choice of suitable negotiation strategies and tactics. During and after the workshop, you are invited to further tailor the BNP to your own needs.