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Lutz Kaufmann is a German professor of Business Negotiations & Procurement at WHU – Otto Beisheim School of Management and 2021 OSCM Distinguished Scholar at the Academy of Management.

Career
After earning an MBA in 1990 from Kansas State University, where he was a Fulbright scholar, Kaufmann studied business administration at the University of Giessen (Germany). He received the doctoral degree there in 1993, under the supervision of Dietger Hahn, and completed the process of habilitation in 2001.

In the 1990s, Kaufmann worked for several years with General Motors Europe Purchasing, as well as with the consulting company, Horváth AG. In 2001, he became a full professor at WHU – Otto Beisheim School of Management, in Vallendar, Germany, near Koblenz. From 2003 to 2008, Kaufmann served as Vice Chairman of the supervisory board of a German automotive supplier, and from 2010 to 2014, he was an Associate Fellow at Saïd Business School at the University of Oxford, UK. Since 2008, he has been the European Editor of the Journal of Supply Chain Management.

Research
Kaufmann's research focuses on purchasing, negotiations, and strategy. He has published more than a dozen books on strategy, procurement, and negotiations. His work has appeared in the Journal of Operations Management, Journal of Business Ethics, Journal of Supply Chain Management, and many other academic journals.

Honors and awards
In 2015 and for the next four years running, he received the MBA Best Teacher Award at WHU – Otto Beisheim School of Management

In 2021, he was the first recipient of the Academy of Management’s (AOM’s) Distinguished Scholar award to come from a continental European institution.

Selected publications

 * Ried, L., Eckerd, S., Kaufmann, L., Carter, C., 2022: From Target to Actor: Contagion of Honesty and Deception across Buyer–Supplier Negotiations. In: Journal of Operations Management, 69 (2), 261-283
 * Kaufmann, L., Rottenburger, J., Carter, C., Schlereth, C., 2018: Bluffs, Lies, and Consequences: A Reconceptualization of Bluffing in Buyer-Supplier Negotiations. In: Journal of Supply Chain Management, 54 (2), 49-70
 * Carter, C., Kaufmann, L, Ketchen Jr., D. J, 2020: Expect the Unexpected: Toward a Theory of the Unintended Consequences of Sustainable Supply Chain Management. In: International Journal of Operations & Production Management, 40 (12), 1857-1871
 * Rauer, J., Kaufmann, L., 2015: Mitigating External Barriers to Implementing Green Supply Chain Management: A Grounded Theory Investigation of Green‐Tech Companies' Rare Earth Metals Supply Chains. In: Journal of Supply Chain Management, 51 (2): 65-88
 * Eckerd, S., DuHadway, S., Bendoly, E., Carter, C., Kaufmann, L., 2020: On making Experimental Design Choices: Discussions on the Use and Challenges of Demand Effects, Incentives, Deception, Samples, and Vignettes. In: Journal of Operations Management, 67 (2), 261-275