Arguments that work. Presentation that convinces.
Your personal learning coach: Dr. Stephan Hofstetter
Dr. Stephan Hofstetter brings over 25 years of experience in strategy and procurement consulting. After positions at Kearney and as CPO at HUBER+SUHNER, he now supports medium-sized companies as a partner at Kloepfel Consulting on their journey toward future-oriented procurement. His focus is on international project management, strategic procurement development, and practical training formats with clear implementation impact.
Why a negotiation presentation?
Many strategy discussions start with casual exchanges—and often stay there. Buyers who enter prepared with a clear, structured presentation take control of the conversation smoothly.
A strong negotiation presentation is not an end in itself. It is a strategic tool to:
- Convey a well-thought-out message credibly
- Make a coherent chain of arguments visible
- Acknowledge the business relationship
- Address expectations clearly
- Lead the discussion to a binding conclusion
Structure creates impact
In our seminar “Negotiation Presentations in Procurement”, participants develop their own realistic negotiation presentation—with a clear storyline, compelling arguments, and precise visualization.
The focus is not on perfect slide design, but on the logical structure of the argument: What is our goal? Why is it plausible? Which data supports our request? How do we respond to objections?
Together, we develop:
- A storyboard with structured argumentation
- Core messages that stick—both in content and visually
- A tailored model presentation for real negotiation situations
Arguments with substance
We go deep: Which index data, cost drivers, or benchmarks support our position? When is a shadow calculation useful? How strong is the leverage from falling raw material prices?
Participants learn to use strong sources strategically—from market data and technical comparisons to customer feedback. Especially in escalations or price dispute situations, fact-based arguments provide a decisive advantage.
Simple in form. Clear in language.
A good negotiation presentation is lean, visually appealing, and argumentatively strong. Images, charts, and customer feedback increase emotional impact—especially in tense situations or with international partners.
Existing marketing slides can be helpful—if adapted. Glossy slides do not replace substance. Credibility comes from relevance and reduction.
Room for the supplier-with clear guidance
A strong strategy discussion is not a monologue. Suppliers should be able to contribute their perspective. But those who present with structure and clear objectives guide the conversation—whether it is collaborative or confrontational.
We also train:
- Conversation openings using customer feedback, market signals, or joint projects
- Setting expectations on equal footing
- Integrating the “Voice of the Customer” as an argument booster
- Concluding with clear next steps and written confirmation
Train. Reflect. Present effectively.
The training is compact, practical, and results-oriented. Participants bring a real situation and leave the seminar with a ready-to-use presentation, clear argumentation logic, and increased confidence at the negotiation table.
Conclusion: A strong presentation is not a gimmick—it is strategy.
A good negotiation presentation does not replace the conversation. But it directs it, structures arguments, and increases the likelihood of success. It is not a PowerPoint circus, but an underestimated success factor in procurement.
Training at a glance:
- Developing clear storylines & argumentation logic
- Research & use of reliable data and sources
- Designing strong, concise negotiation slides
- Live presentations with feedback & coaching
- Tools & templates for immediate application
Your benefits:
✅ Clarity in argumentation and objectives
✅ Greater impact and commitment in negotiations
✅ Professional presence with strategic suppliers
✅ Systematic preparation instead of ad-hoc rhetoric
✅ Confident conversation management—even in difficult situations
Dr. Stephan Hofstetter, Your Learning Coach
Prepare your procurement team for the future.
Contact us for a customized training offer—solid, results-oriented, and tailored for your team.
👉 Learn more:
www.kloepfel-consulting.com/services/academy