OWWZ.

Sales and Negotiation

M.A.Duale Hochschule Baden-Württemberg · Heilbronn, Heidenheim, Karlsruhe, Lörrach, Mannheim, Mosbach, Bad Mergentheim, Ravensburg, Friedrichshafen, Stuttgart, Horb am Neckar, Villingen-Schwenningen

At a glance: 4 semesters German and English Dual study, Part-time alongside work Winter semester and Summer semester Restricted admission €4,750 per semester

Go to the university’s programme page

cas.dhbw.de

What will I learn?

Curriculum from the university’s official documents. Evaluated on 14 October 2026.

This curriculum is incomplete: not every document or elective catalogue could be evaluated. The university’s linked documents are authoritative.

From the evaluated documents we could not derive a semester plan that matches the programme’s duration and ECTS – so the modules are listed without semesters. The university’s study plan is authoritative.

  • Required modules9 modules
    • Key CompetencesSummary by OWWZ (in German): Begleitende Workshops reflektieren Studienziele und Entwicklung. Zwei gewählte Seminare vertiefen Kommunikation, Führung oder Selbstmanagement entsprechend beruflicher Anforderungen.5 ECTS
    • Applied ResearchSummary by OWWZ: The module covers philosophy of science, empirical research and qualitative content analysis.5 ECTS
    • Research Project ISummary by OWWZ (in German): Wissenschaftliche Erkenntnisse auf eine betriebliche Fragestellung anwenden, untersuchen und schriftlich sowie mündlich darstellen.5 ECTS
    • Research Project IISummary by OWWZ (in German): Wissenschaftliche Erkenntnisse auf eine betriebliche Fragestellung anwenden, untersuchen und schriftlich sowie mündlich darstellen.5 ECTS
    • Student Research Project: Contemporary Management TopicsSummary by OWWZ (in German): Studierende untersuchen aktuelle Managementfragen in einem eigenen Forschungsprojekt. Sie erheben und analysieren Daten, diskutieren Befunde und dokumentieren ihren Forschungsprozess im Portfolio.5 ECTS
    • Master ThesisSummary by OWWZ (in German): Eigenständige wissenschaftliche Untersuchung einer fachbezogenen Fragestellung mit schriftlicher Dokumentation und mündlicher Verteidigung der Ergebnisse.Thesis20 ECTS
    • Strategic Negotiation ManagementSummary by OWWZ: The module covers negotiation theories, the Harvard approach and negotiation strategy.5 ECTS
    • Strategic Selling ManagementSummary by OWWZ: The module covers sales organisation, buyer behaviour and customer retention.5 ECTS
    • Strategic Sales ManagementSummary by OWWZ: The module covers sales strategy, market analysis and customer segmentation.5 ECTS
  • Required elective from Profil- und Wahlmodulechoose 30 ECTS · 17 modules
    • Multichannel-ManagementSummary by OWWZ: The module covers multichannel management, e-commerce and channel coordination.5 ECTSRequired elective
    • PricingSummary by OWWZ: The module covers willingness to pay, price differentiation and behavioural pricing.5 ECTSRequired elective
    • Business Models, Strategy and ManagementSummary by OWWZ: The module covers digital business models, business valuation and the cost of capital.5 ECTSRequired elective
    • Online and Influencer MarketingSummary by OWWZ (in German): Das Modul behandelt Online-Marketing, Influencer-Marketing und Marketingautomation.5 ECTSRequired elective
    • Customer Management and CRMSummary by OWWZ (in German): Das Modul behandelt Kundenbewertung, Kundenbindung und CRM-Systeme.5 ECTSRequired elective
    • Quantitative Research ProjectSummary by OWWZ (in German): Das Modul behandelt Marktforschung, Hypothesenbildung und empirisches Forschungsdesign.5 ECTSRequired elective
    • Leadership, Organisational Behaviour & EthicsSummary by OWWZ: The module covers organisational behaviour, leadership ethics and leadership development.5 ECTSRequired elective
    • Sustainability: Management - Controlling - ReportingSummary by OWWZ: The module covers sustainability controlling, sustainability reporting and the circular economy.5 ECTSRequired elective
    • Risk ManagementSummary by OWWZ: The module covers early warning systems, business risks and risk management.5 ECTSRequired elective
    • Study tripSummary by OWWZ (in German): Das Modul behandelt Unternehmenspraxis und regionale Wirtschaft.5 ECTSRequired elective
    • Business DevelopmentSummary by OWWZ (in German): Das Modul behandelt Geschäftsmodellinnovation, Design Thinking und digitale Geschäftsmodelle.5 ECTSRequired elective
    • Compensation and HR AnalyticsSummary by OWWZ: The module covers job evaluation, remuneration systems and HR analytics.5 ECTSRequired elective
    • Digital Innovation ManagementSummary by OWWZ: The module covers digital innovation, network effects and design thinking.5 ECTSRequired elective
    • Customer Experience ManagementSummary by OWWZ (in German): Das Modul behandelt Customer Journey, Kundenzufriedenheitsmessung und Experience Research.5 ECTSRequired elective
    • Advanced Aspects in EBusiness & DigitalizationSummary by OWWZ (in German): Das Modul behandelt Enterprise Application Integration, E-Business und digitale Geschäftsmodelle.5 ECTSRequired elective
    • Applications of Articifial IntelligenceSummary by OWWZ (in German): Das Modul behandelt KI-Anwendungen, Robotik und Datenschutz.5 ECTSRequired elective
    • International Technical SalesSummary by OWWZ (in German): Das Modul behandelt B2B-Marketing, Markterschließung und internationaler Vertrieb.5 ECTSRequired elective

Topic profile

ECTS by topic from the curriculum’s modules; together at most the programme’s ECTS.RequiredElective

  • Economics10 ECTS: 10 required
  • Marketing8 ECTS: 4 required, 4 elective
  • Empirical social research6 ECTS: 5 required, 1 elective
  • Statistics5 ECTS: 5 required
  • Business models and digital transformation4 ECTS: 0 required, 4 elective
  • Leadership3 ECTS: 3 required
  • Intercultural communication3 ECTS: 3 required
  • Market research3 ECTS: 2 required, 1 elective

Curriculum sources

All 4 documents

9 modules in the curriculum.

Key facts

Collected automatically from the institution’s website; the institution’s own page is authoritative.

Degree
Master of Arts (M.A.)Continuing-education master
Standard duration
4 semesters (2 years)
ECTS credits
90 ECTS
Start of studies
Winter semester and Summer semester
Mode of study
Dual study, Part-time alongside work
Teaching language
German and English
Admission
Restricted admission
Location
Heilbronn, Heidenheim, Karlsruhe, Lörrach, Mannheim, Mosbach, Bad Mergentheim, Ravensburg, Friedrichshafen, Stuttgart, Horb am Neckar, Villingen-Schwenningen
Tuition fees
€4,750 per semester
Semester contribution
€165 per semesterfor all students at the university

Information from cas.dhbw.de, dhbw.de · checked on 14 October 2026

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Application, deadlines and costs

From the official pages and regulations of the university and the state.

Application deadlines

  • Semester contributionBeitragssatzung Verfasste Studierendenschaft, konsolidiert 13/2026Details at the universityUniversity · Conditions per source: dhbw.de · checked 14 October 2026
  • Fees for non-EU studentsLandeshochschulgebührengesetz: internationale Studierende und ZweitstudiumDetails at the universityState · Conditions per source: mwk.baden-wuerttemberg.de · checked 14 October 2026

Language requirements

  • German: Details at the universityAccepted: DSH-2, TestDaF 16 Gesamtpunkte, kein Teilergebnis unter 3, Goethe-Zertifikat C2/GDS, KDS, ZOP, DSD II, telc Deutsch C1 Hochschule

Researched: 14 October 2026. Deadlines and fees change; the university is authoritative.

Fits these goals

OWWZ guidance based on module topics in the module handbook.

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Similar topic shares according to the module handbooks.

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