KLOEPFEL Negotiations Negotiation Management in Purchasing
KLOEPFEL Negotiations is your solution for sustainable procurement negotiation success.
Many companies struggle with inefficient negotiations, insufficient purchasing conditions, and a lack of negotiation expertise. This leads to unnecessarily high costs and missed opportunities. Often, the right tools and strategies are missing to strengthen the negotiating position and achieve consistently better results.
KLOEPFEL Negotiations offers you tailor-made negotiation strategies that sustainably improve your purchasing results. With our expertise, proven methodology and game theory approaches, we optimise your negotiations and secure the best conditions for you – for greater success and long-term partnerships.
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Kloepfel Negotiations
- 1 minute 32 seconds
With negotiation advice for the best conditions and results in procurement
The advantages of KLOEPFEL Negotiations
Over 17 years of practical experience
We have over 17 years of practical experience in procurement and supply chain management, operating across various industries. We understand the specific challenges in procurement and know how we can successfully support you in this dynamic environment.
100% success-based - no risk for you
Do you want to negotiate more successfully in procurement 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 tangible results for you with our negotiation methodology.
Tender and competitive award combination
Our tendering team finds alternative suppliers, the competitive procurement team negotiates the best outcome. A unique combination and a perfect symbiosis to secure optimal conditions and your ideal partner.
Exclusive Negotiation Skills: Only 300 experts across Europe
We are among the few experts in Europe who master this unique negotiation approach. With our negotiation expertise, we secure the best results for you in procurement.
Our negotiation focus for your success
Negotiation is an art that requires experience, strategy, and tact. While you manage many purchasing tasks daily, we focus exclusively on negotiation, thereby achieving the best possible results for you.
Best negotiation outcomes in tandem
We have thousands of purchasing experts worldwide. Our negotiation team places particular% focus on negotiation methodology. Combined with your local purchasing team, we form an unbeatable team. Together, we will implement our strategy to sustainably optimise your negotiation results.
Kloepfel Negotiations
Game theory
Game theory Procurement offers precise methods for systematically analysing negotiation situations and strategically managing tendering processes. While classic negotiation is based on experience and intuition, game-theoretic negotiation uses mathematically founded approaches to predict supplier behaviour and react strategically. Kloepfel uses this methodology as an operational tool – in real procurement negotiations and tendering processes. The basis is formed by four central areas: Mechanism Design, Auction Theory, Market Design, and Behavioural Economics.
- Mechanism Design investigates how rules can be designed to achieve a desired outcome.
- BARGAINING AND AUCTION THEORY deals with the search for optimal auction processes and negotiations for a given scenario.
- MARKET DESIGN deals with the design and optimisation of markets to achieve efficient outcomes.
- BEHAVIOURAL ECONOMICS investigates how psychological, social, and emotional factors influence individuals' economic decisions.
Competitive tenders
- Game Theory Using scientific insights for improved negotiation outcomes
- Procurement Design Developing an optimal procurement design for your situation to maximise savings
- Total Cost of Ownership By monetising all decision-relevant factors, you will find the best basis for decision-making for your company.
- Competitive situation Suitable for tenders or potential competition in existing business through multi-sourcing as well as non-competition clauses
Bilateral negotiations
- Scientific findings Combination of behavioural economics, classical negotiation theory, and game theory
- Strategy Developing the perfect negotiation strategy that takes into account both current objectives and the overarching supplier strategy
- Lever development Support and moderation in unlocking new innovative levers
- Shadow Negotiator: Whether as lead negotiator or working discreetly behind the scenes – we negotiate the best outcomes.
Accelerated negotiations
- Time pressure Successful negotiation even with minimal preparation time
- High number of negotiations: Conducting and managing a large number of negotiations to increase your short-term savings.
- Live Reporting: Live reporting of negotiation status and savings achieved for all tailored negotiations.
6-stage process
1. Analysis & Rekidging Fees
- Analysis of the product features
and market and competition conditions - Determination of all monetary award criteria (e.g.: item price, R&D costs, one-off payments, discounting)
- Request for quotations from suppliers
for price indication and hedging of fallback offers
2. Monetisation (Bonus / Malus)
- Setting all non-monetary award criteria (e.g.: payment terms, Incoterms, quality, sustainability)
- Monetisation of the criteria for creation
Comparability - Collaboration with all specialist departments
Procurement Design
- Development of the most suitable, individual procurement design for the situation
- The use of theoretical knowledge from the fields of game theory, auction theory, and psychology
- The basis for the award design is the comparison price (sum of monetary and monetised award criteria).
4. Final Release
- Final approval of monetary and non-monetary award criteria and the award design
- Final release is binding for the awarding body
Companies and the basis for procurement success - The award criterion is the comparison price
5. Supplier Communication
- Execution of the pre-communicated procurement design
- Binding decision based on the
Comparison price - Renegotiations are excluded on both sides and can only take place with the consent of both parties.
Venture Event
Data collection for the areas to be analysed comes first. Sometimes the required data can be procured within a few hours. In other cases, it may take a few days, especially if the queries are complex or if the client has initially supplied incomplete data that needs to be updated or supplemented. Generally, we allow approximately one week for data collection, especially for larger projects. Including the time for analysis and recommendations, the entire process can take around two to three weeks, depending on the availability of those involved and the data.
6-stage process
2. Data analysis
- Evaluation of existing contracts and agreements
- Analysis of the cost structure for the various
Buses/Commodities/Regions - Analysis of future tenders and negotiations and possible integration
- Analysis of potential competitors and shiftability
2. Definition of Objectives and Levers
- Definition of Negotiation Objectives (BATNA, LAA, MDO, Anchor)
- Negotiating leverage (incentives and sanctions)
Gather and cross-functionally check for feasibility - Monetising all non-monetary levers
- Linking levers to the negotiation outcome in the consequences matrix
3. Negotiation Roadmap
- Drafting a negotiation process plan including number of rounds, timeline and any defined breaking points and escalation points
- Definition of the negotiating team
- Definition of a concession strategy
- Development of a round-spanning agenda
4. Final Release
- Final approval of negotiation objectives, including levers for monetisation and a consequences matrix, by the
Management - Final approval includes a clearly defined negotiating mandate and is binding on the negotiating company.
5. Tactical preparation
- Individual round preparation of the negotiation team (roles & tasks)
- Objective definition per negotiation round
Preparing argument chains - Definition of the agenda for each negotiation round
6. Negotiation
- Carrying out the negotiation as part of the team or as a shadow negotiator
- Minutes of the negotiation round and outcomes
- Iterative repetition of tactical preparation and execution until the end of the negotiation
- Agreement and Contractual Closure
Particularities are
Flexibility
- Process adjustment is guided by the negotiation format and practical circumstances.
Competitive tenders
- The process can only be accelerated in this case, but individual steps may not be omitted.
Bilateral negotiations
- Omitting individual process steps is only permissible when amending bilateral negotiations.
These sectors are already benefiting from KLOEPSEL Negotiations
- Automotive
- Construction industry
- services
- Handel
- Consumer goods
- Mechanical and plant engineering
- Furniture industry
- Pharma and Health Care
- Private Equity
- Special vehicle construction
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