Train, Reflect, Negotiate Better
Your personal learning coach: Dr. Stephan Hofstetter
Dr. Stephan Hofstetter brings over 21 years of experience in strategy and procurement consulting – including 9.5 years as Country Manager Switzerland at A.T. Kearney and 7.5 years as CPO at HUBER+SUHNER.
Since 2015, he has been a Partner and Managing Director for Switzerland at Kloepfel Consulting. His focus lies in optimizing procurement organizations and developing procurement strategies. He designs and facilitates demanding training programs, coaches procurement leaders, and teaches negotiation skills in a clear, hands-on way with a sharp sensitivity to people and situations.
Targeted Negotiation: Develop Strategies and Enhance Skills
Good preparation is half the success in negotiation – yet the fast-paced nature of procurement often leaves little time for strategy and tactics. Our practical negotiation training gives buyers the opportunity to expand and reflect on their negotiation skills in a targeted manner. Through interactive negotiation games and realistic exercises, participants negotiate more than they typically would in an entire month – intensive, challenging, and highly engaging. Whether it’s team price negotiations, optimizing payment terms over the phone, or role-playing at a market stall – participants learn which tactics to use when, and how to analyze and leverage their negotiation room effectively. This includes proven concepts like MDO (Most Desired Outcome), LAA (Least Acceptable Agreement), BATNA (Best Alternative to a Negotiated Agreement), and ZOPA (Zone of Possible Agreement).
Especially popular are the game-based formats and dynamic practice rounds: a Mikado-style game with several final negotiations within three hours vividly demonstrates how crucial preparation, tactics, and timing are. And how do you negotiate while on vacation? The market-stall game reveals intuitive behavior patterns – with great learning effects and a dash of humor.
Participants reflect on their personal style and learn to apply tactics consciously and situationally. They learn how to negotiate objectively using the Harvard method, when a hard line is appropriate – and how to maintain eye contact while doing so. Whether it’s a win-win or a tough bargaining round: this training delivers the practical tools for real negotiation competence. It’s ideal for conversations with bottleneck, leverage, or strategic suppliers – especially under tight deadlines or complex stakeholder interests.
How well do you negotiate at the market – and in real life?
Discover your intuitive strengths, test your tactics, and learn how real negotiation pros manage room for maneuver, time pressure, and alternatives.
LEARN MORE ABOUT OUR TRAINING OFFERING HERE!
Contact:
Phone: +41 41 248 08 88
Mobile: +41 79 829 34 77
Email: s.hofstetter@kloepfel-consulting.com