Rising raw material prices, supply bottlenecks, and increasing margin pressure make negotiations one of the most important levers in procurement. At the same time, many organizations lack structured preparation: data remains scattered, arguments are imprecise, and decisions are situation-driven. The webinar "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) present how data-driven negotiation dossiers create transparency and targeted strategies decisively strengthen procurement.

Data-Driven Negotiation Success – From Dossier to Tactics

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Volatile markets and rising prices force procurement teams to be more effective – yet without a structured data foundation, negotiations remain reactive and risky. The webinar shows how data-based negotiation dossiers and clear tactics create transparency, reduce dependencies, and secure better results.

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Starting Point – Why Negotiations Matter More Than Ever

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• Price increases and volatile markets force procurement teams to be more effective at the negotiation table.
• Classic preparation with Excel, experiential knowledge, or isolated reports reaches its limits.
• Without a structured data foundation, comparability is lacking – conditions and risks remain non-transparent.
• Strategic supplier relationships come under pressure when conversations are only conducted reactively and without clear tactics.
  

As a result, many companies waste savings potential and risk 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 volume data in a structured way
  • Make deviations and benchmarks visible
  • Clearly identify critical suppliers
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• Targeted negotiation tactics:
  • Support arguments with data
  • Systematically structure conversations
  • Actively leverage room for maneuver
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This transforms scattered data and experiential knowledge into a clear, strategic foundation for successful negotiations.

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How Data Becomes Clear Arguments at the Negotiation Table

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1. Negotiation dossiers as an argumentation foundation

• Starting point: Conversations often run on gut feeling, arguments are hard to substantiate.
• Analysis: A data-driven dossier bundles prices, volumes, supplier comparisons, and benchmarks in a structured overview.
• Result: Clear arguments in conversations – greater assertiveness in price negotiations.
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2. Strategically address critical suppliers

• Starting point: A supplier provides the majority of volume in a commodity group, price increases are simply accepted.
• Analysis: Transparency on dependencies and alternatives through supplier classification.
• Result: Strengthened negotiating position, successfully defended against price increases, and reduced dependency.
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3. Apply strategic tactics

• Starting point: Negotiations are situational, targets 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 conversation management, better results, and clearly measurable success.
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Key Insights for Procurement

• Preparation is decisive: Negotiations without a structured data foundation remain reactive.
• Negotiation dossiers transform information into tangible arguments.
• Strategies like BATNA or ZOPA gain impact when backed by numbers.
• Case studies show: Savings and stability arise where data and tactics work together.
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Conclusion

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Negotiations are the lever to reduce costs, secure supply, and shape relationships. But without a data foundation, much is left to chance. The webinar shows: With fact-based dossiers and clear strategies, procurement transforms from a price taker to an active shaper. Transparency, argumentation strength, and systematic preparation turn complex conversations into calculable successes.

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

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