𝐔𝐧𝐥𝐨𝐜𝐤 𝐲𝐨𝐮𝐫 𝐟𝐮𝐥𝐥 𝐯𝐚𝐥𝐮𝐞 𝐩𝐨𝐭𝐞𝐧𝐭𝐢𝐚𝐥 𝐭𝐡𝐫𝐨𝐮𝐠𝐡 𝐛𝐞𝐭𝐭𝐞𝐫 𝐧𝐞𝐠𝐨𝐭𝐢𝐚𝐭𝐢𝐨𝐧 𝐬𝐭𝐫𝐚𝐭𝐞𝐠𝐲.

Most commercial teams treat negotiation as an isolated event rather than a repeatable competitive advantage. This often leads to value leakage, conceded margins, and missed opportunities. I help sales and procurement teams consistently achieve stronger, higher-value deal outcomes.

𝐇𝐨𝐰 𝐈 𝐇𝐞𝐥𝐩: As a Negotiation Strategist and Co-Founder of Impact Negotiation Group, I blend firsthand commercial insight with a structured methodology to help businesses turn negotiation into a core strength. Whether providing direct consulting for high-stakes tenders or building long-lasting team capabilities, my goal is to ensure you never leave value on the table.

𝐓𝐡𝐞 𝐏𝐫𝐨𝐨𝐟 𝐢𝐧 𝐍𝐮𝐦𝐛𝐞𝐫𝐬:
• €1.93 Billion+: Personally supported negotiations influencing over €1.77B in commercial deals.
• 1,350+ Professionals: Trained across industries including FMCG, Pharma, IT Services, Oil & Gas, and Private Equity.

𝐌𝐲 𝐉𝐨𝐮𝐫𝐧𝐞𝐲: My approach is built on over 15 years of experience in high-pressure commercial roles at Royal Dutch Shell, The Gap Partnership, and NPM Capital, at both sides of the table (Sales & Procurement). Born in Eindhoven and raised globally (from São Paulo to Taipei), I have a deep appreciation for cross-cultural nuance and human connection.

I believe negotiation is more than just a business skill; it is a mindset for collaboration, confidence, and continuous improvement.

𝐋𝐞𝐭’𝐬 𝐂𝐨𝐧𝐧𝐞𝐜𝐭: If you want to move from routine "complacency" to best in class deal-making, I’m happy to share insights or discuss how we can support your next high-stakes negotiation.

📩 Send me a message or reach out at contact@impactnegotiationgroup.com to start a conversation.

Marc Saris

Awesome day yesterday.

I got to observe my business partner Adrien-Joseph Le Clef Le Clef delivering our Impactful Negotiator Training, something that rarely happens, despite co-founding Impact Negotiation Group 3.5 years ago.

With different schedules, languages, and now a five-person team spread across countries, joining each other’s trainings doesn’t happen often. That made this one special.

What I observed:
👉 Passion
👉 Deep negotiation expertise
👉 And an ability to translate complex concepts into practical skills that truly land

The group itself was impressive, spanning PE, FMCG, Real Estate, and IT, with an energy in the room that spoke for itself.

Well done, Adrien-Joseph Le Clef. Awesome to see the Impact you are making!

And for the ones thinking he didn't have the answer 🤷‍♂️ , he did 🤣 

#negotiation #sales #procurement

Negotiation Strategy Consultant | Securing Better Margins & Terms for Global Sales and Procurement Teams | Co‑Founder @ Impact Negotiation Group | Advised on €1.93B+ in Commercial Deals | 1,350+ Professionals Trained

Negotiation readiness in 2026 is no longer about individual talent.

It’s about systems, coaching, incentives, and technology.

The organisations that outperform will:
✅ Plan negotiations in advance
✅ Standardise preparation
✅ Invest continuously in capabilities
✅ Align rewards with behaviour
✅ Equip teams for AI-powered negotiation

Most won’t.
Will you?

👇 Which of these 8 is your biggest gap right now?
#Negotiation #CommercialExcellence #Procurement #Sales

2026 Negotiation Ready?

Stop winging it. 💸 

Learn from people who spent years studying how negotiations really work.
Good negotiation advice is easier to access than ever. 📚 

These eight books shaped how I think, prepare, and act in negotiations.
They shift focus beyond execution to everything that drives an outcome.

The carousel shows the eight books I find most impactful.

Pick one and start reading everyday. 🎯 
Just 10 pages a day will allow you to finish all books in 2026.

Which book will you start with?

Shout out to the authors!
Alan Weiss Dr. Robert Cialdini 📚Michael Bungay Stanier Stuart Diamond

#negotiation #sales #procurement

2026 Negotiation Books

What curve ball will Trump throw this week @Davos? 

#negotiation #sales #procurement

Are you unknowingly sabotaging your own negotiations?

#negotiation #sales #procurement

Negotiation Biases

Commercial professionals in Switzerland, ready to take your negotiation skills to the next level? Join our next English training this March.

Price pressure is inevitable. Margin erosion is optional.

Margin discussions are no longer won on data or brand strength alone.
Yet many teams still try to defend value by arguing:
• Cost inflation
• Brand equity
• Innovation and growth stories

Retail negotiates with:
• Private label benchmarks
• Shelf access
• Volume shifts

The result?
❌ Margins conceded one deal at a time
❌ SKUs defended with leverage, not logic
❌ Precedents that weaken the next negotiation

Your margin problem isn’t inflation.
It’s what you concede at the table.

The Impactful Negotiator Program

A 3-day, in-person training for commercial negotiators who want to master the principles of modern negotiations and how to apply them.

You’ll learn how to:
✔ Effectively prepare for modern negotiations
✔ Steer negotiations to a designed outcome
✔ Control the negotiation instead of being controlled
✔ Understand and effectively apply negotiation tactics
✔ Understand own negotiation strengths and development areas

No fluff. No theory overload.

Only what works in real commercial negotiations.
👉 Want to find out more?

https://lnkd.in/ethZ84_H

Open article: Impactful Negotiator Training by impactnegotiationgroup.com

Developments in German Retail, private label versus branded.

Negotiation Expert | FMCG Sales & Pharma Market Access | Partner @ IMPACT Negotiation Group

German retail runs on private label margin and branded supplier spending.

Private label pays today’s bills. Brand spending funds tomorrow’s growth.

Retailers rely on private label margins to fund daily operations. Category growth still depends on scale investment that only large branded suppliers can sustain. That includes launches, media, shopper activation, and category work. No private label producer or small challenger replaces that across a full portfolio.

That balance now weakens in Germany.

Industry data shows a sharp drop in true new product launches. In 2025, only about one third of global food launches qualified as real new products. The rest were extensions, relaunches, or pack changes. Germany shows a steeper decline. The share of new food and beverage products fell from around 30 percent in 2019 to below 20 percent today.

Brands rely more on price increases to hold results. Shopper panels show volume declines across many FMCG categories. A clear majority of German shoppers now choose private label first.

Here, two rules apply.

For manufacturers, every SKU needs a clear job:
1. Drive trips or buying frequency, even with low margin.
2. Deliver reliable profit for both sides, similar to strong private label.
3. Create real differentiation that changes how the shelf is perceived.
If a product does none of these, it has no job. The discussion then shifts away from value and toward leverage, such as linking investment, supply, or other dependencies to keep the SKU listed. When that leverage fails, the brand pays for shelf presence from its own budget.

For retailers: When innovation must be proven before lookalike private label appears, fewer strong ideas enter the room. Over time, suppliers stop bringing their best work into highly aggressive markets.

The effects do not show up this year. They show up in the planning cycles now underway.

Suncorp Group

Procurement Leader - Residential & Commercial Property Insurance Claims 

UnitingCare Queensland

Sourcing Specialist - Facilities

Stoddart Group

National Procurement & Inventory Manager

St John Ambulance Australia Queensland 

Supply Chain Manager

Global Procurement Specialist

Signet Pty Ltd

Procurement Business Analyst/Category Manager

Lincoln Sentry Pty. Ltd

On Demand Purchasing Manager

Cellnet Group Limited

Senior Category & Procurement Manager

Optus World - Mermaid Beach, Coolangatta & Broadbeach

Sales and Purchasing Manager

Senior level Procurement and Sourcing Specialist with 20+ years’ experience in high-volume, domestic and international markets, primed to leverage experience in FMCG and B2B environments across the Health, IT, Telco, Automotive, Hardware, Construction, Packaging and Original Equipment Manufacturing (OEM) sectors. Adds value with China-based supplier and vendor experience, a shrewd commercial acumen, leadership experience, and deep ERP and technical skills (NetSuite, MS Dynamics Nav, MYOB Advance). Career chronicled by consistent achievements in slashing costs, streamlining procurement, improving purchasing power and quality whilst eliminating wastage.

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Marc Saris

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The Battle

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Fernando Carrara (MCIPS)

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Likes

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