Structure and process optimization

KLOEPFEL Negotiations Negotiations in purchasing

KLOEPFEL Negotiations is your solution for sustainable negotiation success in purchasing.

Many companies struggle with inefficient negotiations, inadequate purchasing conditions and a lack of negotiating skills. This leads to unnecessarily high costs and missed opportunities. They often lack the right tools and strategies to strengthen their negotiating position and achieve better results in the long term.

KLOEPFEL Negotiations offers you customized negotiation strategies that sustainably improve your purchasing results. With our expertise, proven methodology and approaches from game theory, we optimize your negotiations and secure the best conditions for you - for more success and long-term partnerships.

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Kloepfel Negotiations

Negotiation advice for the best conditions and results in purchasing

Years of practical experience

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Money-back guarantee

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successful projects

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The advantages of KLOEPFEL Negotiations

Over 17 years of practical experience

We have over 17 years of practical experience in purchasing and supply chain management and are active across all industries. We understand the specific challenges in purchasing and know how we can successfully support you in this dynamic environment.

100% on a success basis - no risk for you

Do you want to negotiate more successfully in purchasing and achieve the best results? Without any risk? Then we are the perfect partner for you! With our 100% success-based model, we ensure that you only pay when we deliver real results for you with our negotiation methodology.

Combination of invitation to tender & award of competition

Our tendering team finds alternative suppliers, the competitive tendering team negotiates the best result. A unique combination and a perfect symbiosis to secure the best conditions and the ideal partner for you.

Exclusive negotiation skills: Only 300 experts across Europe

We are one of the few experts in Europe who have mastered this unique negotiation approach. With our negotiation expertise, we secure the best results for you in purchasing.

Our negotiation focus for your success

Negotiation is an art that requires experience, strategy and tact. While you manage many purchasing tasks on a daily basis, we focus exclusively on negotiating and thus achieve the best possible results for you.

Best negotiation results in tandem

We have thousands of procurement experts worldwide. Our negotiation team has a 100% focus on negotiation methodology. Combined with your local purchasing team, we form an unbeatable team. Together we implement our strategy to optimize your negotiation results sustainably.

KLOEPFEL Negotiations

Optimize your purchasing with tailor-made negotiation strategies

Game theory

MECHANISM DESIGN examines how rules can be designed to achieve a desired result.
NEGOTIATION AND AUCTION THEORY deals with the search for optimal auction processes and negotiations for a given scenario.
MARKT DESIGN deals with the design and optimization of markets in order to achieve efficient results.
BEHAVIORAL ECONOMICS investigates how psychological, social and emotional factors influence the economic decisions of individuals.

Competitive awards

Game theory: Using scientific findings to improve negotiation outcomes
Award design: Development of an optimal award design for your situation to maximize savings
Total Cost of Ownership: By monetizing all decision-relevant factors, you will find the best decision-making basis for your company
Competitive situation: Suitable for tenders or possible competition in existing business through multisourcing and competition clauses

Bilateral negotiations

Scientific findings: Combination of behavioral economics, classical negotiation theory and game theory
Strategy: Development of the perfect negotiation strategy that incorporates both current objectives and the overarching supplier strategy
Lever development: support and moderation in the activation of new innovative levers
Shadow negotiator: Whether as the main negotiator or covertly in the background - we negotiate the best results

Accelerated negotiations

Time pressure: Successful negotiation even with minimal preparation time
High number of negotiations: conducting and managing large numbers of negotiations to increase your short-term savings
Live reporting: Live reporting of the negotiation status and the savings achieved in all negotiations for precise control

6-step process

1. analysis & relapse offers

Analysis of product characteristics
and market and competitive conditions
Determination of all monetary award criteria (e.g.: part price, R&D costs, one-off payments, discounting)
Request for quotations from suppliers
for price indication and safeguarding of fallback offers

2. monetization (bonus / malus)

Definition of all non-monetary award criteria (e.g. payment terms, Incoterms, quality, sustainability)
Monetization of the criteria to create
comparability
Cooperation with all specialist departments

3. award design

Development of the most suitable, individual award design for the situation
Use of theoretical knowledge from the fields of game theory, auction theory and psychology
The basis for the award design is the comparative price (sum of monetary & monetized award criteria)

4. final release

Final approval of the monetary and non-monetary award criteria and the award design
Final approval is binding for the awarding
company and the basis for successful awarding of the contract
The decision criterion for awarding the contract is the comparative price

5. supplier communication

Implementation of the award design communicated in advance
Binding decision based on the
comparison price
Renegotiations are excluded on both sides and can only take place with the mutual consent of both parties

6th awarding event

The first step is to collect data on the areas to be analyzed. Sometimes the required data can be obtained within a few hours. In other cases, it can take a few days, especially if the requests are complex or if the customer has initially provided incomplete data that needs to be updated or completed. We generally allow about a week for data collection, especially for larger projects. Including the time for analysis and recommendations for action, the entire process can take around two to three weeks, depending on the availability of those involved and the data.

6-step process

1. data analysis

Evaluation of existing contracts and agreements
Analysis of the cost structure for the various
BUs/commodities/regions
Analysis of future tenders and negotiations and possible integration
Analysis of potential competitors and shiftability

2. target definition and levers

Definition of negotiation objectives (BATNA, LAA, MDO, anchor)
Collect negotiation levers (incentives and sanctions)
and check cross-functionally for feasibility
Monetization of all non-monetary levers
Linking the levers with the negotiation result in the consequence matrix

3. negotiation roadmap

Drawing up a schedule for the negotiation, including the number of rounds, timeline and any predetermined breaking points and escalation points
Definition of the negotiating team
Definition of a concession strategy
Development of a cross-round agenda

4. final release

Final approval of the negotiation objectives, levers including monetization and consequence matrix by
management
Final approval includes a clearly defined negotiation mandate and is binding for the negotiating company

5. tactical preparation

Round-specific preparation of the negotiating team (roles & tasks)
Target definition per negotiation round
Preparation of argumentation chains
Definition of the agenda for each negotiation round

6. negotiation

Conducting the negotiation as part of the team or as a shadow negotiator
Minutes of the negotiation round and the results
Iterative repetition of tactical preparation and implementation until the end of the negotiation
Agreement and conclusion of contract