Rising commodity prices, supply bottlenecks and increasing pressure on margins make negotiations one of the most important levers in Procurement. At the same time, many organizations lack structured preparation: data remains scattered, arguments fuzzy, decisions situation-driven. The webinar "A strong negotiating position in Procurement - from data-driven negotiation dossiers to successful negotiation tactics" shows how negotiations can be put on a new footing. Torben Hinrichs and Simon Schaub (Tacto) will present how data-driven negotiation dossiers create transparency and how targeted strategies can decisively strengthen Procurement .

Data-based negotiation success - from dossier to tactics

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Volatile markets and rising prices are forcing procurement teams to be more effective - but without a structured data basis, negotiations remain reactive and risky. The webinar shows how data-based negotiation dossiers and clear tactics create transparency, reduce dependencies and ensure better results.

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Initial situation - why negotiations matter more than ever today

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• Price increases and volatile markets are forcing purchasing teams to be more effective at the negotiating table.
• Traditional preparation with Excel, empirical knowledge or isolated reports reaches its limits.
• Without a structured data basis, there is no comparability - conditions and risks remain opaque.
• Strategic supplier relationships come under pressure if discussions are only conducted reactively and without clear tactics.
  

As a result, many companies are wasting potential savings and risking dependencies.

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The approach - from data to strategies

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The webinar shows how negotiation processes can be professionalized with two building blocks:

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• Fact-based negotiation dossiers:
  • Analyze price and quantity data in a structured way
  • Making deviations and benchmarks visible
  • Clearly identify critical suppliers
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• Targeted negotiation tactics:
  • Underpinning arguments with data
  • Structure conversations systematically
  • Actively utilize scope for action
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This creates a clear, strategic basis for successful discussions from scattered data and empirical knowledge.

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How to turn data into clear arguments at the negotiating table

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1. negotiation dossiers as a basis for argumentation

• Initial situation: Discussions are often based on gut feeling, arguments are difficult to substantiate.
• Analysis: A data-driven dossier bundles prices, quantities, supplier comparisons and benchmarks in a structured overview.
• Result: Clear arguments in discussions - greater assertiveness in price negotiations.
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2. address critical suppliers in a targeted manner

• Initial situation: One supplier provides the majority of the volume in a Category, price increases are simply accepted.
• Analysis: Transparency regarding dependencies and alternatives through supplier classification.
• Result: Strengthened negotiating position, successfully averted price increase and reduced dependency.
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3. apply strategic tactics

• Initial situation: Negotiations are situational, objectives and escalation paths are not defined.
• Approach: Preparation with clear target prices, BATNA (Best Alternative to Negotiated Agreement) and defined ZOPA (Zone of Possible Agreement).
• Result: Structured discussions, better results and clearly measurable success.
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Key findings for Procurement

• Preparation is crucial: Negotiations without a structured data basis remain reactive.
• Negotiation dossiers transform information into tangible arguments.
• Strategies such as BATNA or ZOPA become more effective when they are backed up by figures.
• Practical cases show: Savings and stability arise where data and tactics interact.
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Conclusion

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Negotiations are the lever for reducing costs, securing supplies and shaping relationships. But without a database, much remains a coincidence. The webinar shows: With fact-based dossiers and clear strategies, Procurement is transformed from a price taker into an active shaper. Transparency, strong arguments and systematic preparation transform complex discussions into calculable successes.

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Torben Hinrichs and Simon Schaub (Tacto) show how purchasing teams can decisively strengthen their position at the negotiating table with data-based negotiation dossiers and clearly defined tactics. Practical examples illustrate how transparency about prices, quantities and suppliers creates new argumentation strength, reduces dependencies and systematically makes negotiations more successful, from defending against price increases to shaping strategic relationships.

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