Negotiation: Sales Meets Procurement

Prof. Dr. Florian Kraus

Florian Kraus is Professor of Marketing, Dr. Werner Jackstädt Endowed Chair at the University of Mannheim, and Academic Director of the Mannheim Part-Time and Full-Time MBA Program at Mannheim Business School.

Professor Kraus' current research focuses on frontline employees' behavior and performance. He also conducts research on house brands, motivation, and organizational identification in the context of services marketing and sales management. 

Prior to joining the University of Mannheim he worked as an Assistant Professor at the Ruhr-University in Bochum. Florian Kraus obtained his Ph.D. from the Philipps University in Marburg and held a research position at the University of Houston, Texas, USA. He has substantial experience conducting marketing research with companies in the B2B sector as well as service firms.

Dr. Ingo Bayer

Dr. Ingo Bayer is Managing Director of the Faculty of Business Administration and Head of Finance at Mannheim Business School. He holds a Masters Degree and a PhD from the University of Mannheim and is a member of various professional bodies like the Committee d’Orientation Strategique Ecole de Management, Université Straßbourg. He has a wealth of experience in negotiating within and outside the university sector as well as consulting experience in various industries. He teaches negotiations particularly from a psychological and micro-political perspective and the effects on the negotiator on a personal level.

Prof. Dr. Christoph Bode

Prof. Dr. Christoph Bode is a full professor at the Business School of the University of Mannheim and holds the Endowed Chair of Procurement. He obtained his Ph.D. from WHU – Otto Beisheim School of Management and his Habilitation from the Swiss Federal Institute of Technology Zurich. He holds a master's degree in business engineering from the University of Karlsruhe and master's degrees in industrial engineering and in management from the Grenoble Institute of Technology in France. Prior to joining the faculty in Mannheim, he served at the Department of Management and at the Center for Economic Research at Tilburg University in the Netherlands and at the Department of Management, Technology, and Economics at ETH Zurich. 

Teaching and research interests lie in the areas of procurement, supply chain, logistics, and operations management with a special focus on risk and disruptions, interfirm relationships, innovation and entrepreneurship, sustainability, and strategies and performance. His research in these areas has been published in multi-disciplinary management journals. Several of his studies have received awards. Prof. Bode serves as an associate editor for leading international journals and as a frequent ad-hoc reviewer for other leading journals and conferences. He is a member of the Complex Adaptive Supply Networks Research Accelerator and of the academic advisory council of the Association Supply Chain Management, Procurement and Logistics.