On November 25th, 2025, we were delighted to welcome Mr. Kai‑Stefan Röpke, Vice President Corporate Sales EMEA at Lufthansa Technik, to our Negotiation Management course.
This was already his fourth visit to our lecture, underscoring his ongoing commitment to sharing expertise with our students.
Mr. Röpke offered an inside look into the complexities of negotiation and sales strategies in the highly specialized aviation maintenance industry. In a market defined by long sales cycles, complex tender processes, and a small number of key customers, trust and technical knowledge are critical for success.
He emphasized the importance of strategic thinking, patience, and attentive listening as foundations for building lasting partnerships. A central theme of his talk was the role of trust in negotiations, along with the ability to develop creative, long‑term solutions even under significant time pressure.
Through real‑world examples, Mr. Röpke provided valuable insights that helped students deepen their understanding of negotiation in high‑stakes environments.
We sincerely thank Mr. Kai‑Stefan Röpke for his continued engagement with our students, and we look forward to welcoming him again in the future.
