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.

Cutover

Cutover interconnects your teams and technologies, enabling you to successfully manage your IT disaster recovery, cloud migration, and release strategies.

VP People

Global Head of People

Head of People Partnering

I work with leaders in all fields in navigating complex change, career transitions and stuckness, and reaching their full authentic potential by gaining clarity. I am particularly experienced in and passionate about working with all people, and especially women, in building confidence, impact and authenticity as they rise through and establish themselves in the leadership ranks of their organisation. I also love working with teams to work through conflict and reach better outcomes together.

I established my coaching practice alongside my substantive role in the People/HR space after over a decade of coaching experience in global business contexts, a Diploma in Coaching from Birkbeck (University of London).

Executive Coach and Consultant

Mary Ward Adult Education 

Mary Ward is a 100+ year old charity in London formed as part of the Settlement movement. Today, it provides life-affirming experiences to support its original mission of equalisation in society and more positive life outcomes through Adult Education, Legal Advice and Community Outreach. Mary Ward is undergoing an exciting period of development as it moves its centre to Newham in London, providing critical services in one of London's most deprived boroughs.

Board Trustee

Birkbeck, University of London

As part of Birkbeck's Department of Organizational Psychology I was a Lecturer and module leader, of the Global HR and Diversity Management MSc module (20/21 and 19/20). I received consistently high student evaluation scores (4.5/5) and was awarded the prestigious Student Union's Outstanding Contribution to the Birkbeck Community Award. Over my time at Birkbeck I was also a Tutor on the Leading and Developing People module (19/20) and a Personal Tutor for Masters in Organizational Psychology students (2020 onwards).
Tutor,

Associate Lecturer

Funding Circle UK

Strategic and operational senior people partner to Chief Technology Officer, Global Chief Risk Officer and Chief Financial Officer as well as other senior leaders such as the Head of Sales, VP Operations and Head of Collections and Recoveries. Additionally, previously partnered with Marketing, Commercial & Strategy and Product. Currently have People oversight of circa 400+ FTEs & contractors in 7 locations.

HR Business Partner - Technology & UK Business

CBRE

Head of HR for the highly successful Capital Advisors business at CBRE across EMEA covering a period of maternity leave and sitting on the Executive Committee. Capital Advisors is comprised the Corporate Finance, Investment Advisory and Loan Services businesses and my role focused on HR Business Partnering, Equity and Diversity, Employee Relations and Talent Acquisition for senior fee-earning hires.

HR Business Partner, Capital Advisors (maternity cover)

Jefferies

Provided interim HR business partnering during a time of flux within the HR team. My successful contribution resulted in my initial 9 week contract turned into an 8 month stint. The role faced off to a demanding 250-person front office Investment Banking population across EMEA and focused on employee relations, senior hire offer management and campus recruitment.

HR Business Partner, Investment Banking

Shell

Led the Diversity & Inclusion and Employee Relations plan for Shell in the UK in my last role at Shell. Started as an HR generalist partnering with the Global Functions in Trading before becoming a Policy Advisor in the central UK HR Policy and Benefits team.

UK HR Lead Employee Relations / Industrial Relations, Diversity & Inclusion, Talent and Projects

Save the Children UK

I managed the HR and recruitment administration for a pool of 80 humanitarian emergency response staff deployed to complex humanitarian crises around the world.

HR & Recruitment

Warner Bros. Discovery

Recruitment

I'm an experienced People leader with a background in coaching. I add value by creating a culture of accountability, performance and ownership through strong trust-based relationships with my team and stakeholders. Commercial, collaborative, respectful and dynamic environments bring out the best in me.

I lead the People & Talent team at Cutover based in New York and London - an exciting enterprise SaaS platform trusted by global customers to manage their release, resilience and and cloud strategies.

Alongside my role at Cutover I am a freelance Executive and Team Coach, working alongside business leaders helping them to make tough decisions, navigate ambiguity with purpose, and to drive transformative change.

I am also a Board Trustee at Mary Ward (Legal Advice, Adult Education and Community Outreach in London), supporting the charity in achieving positive and life-affirming outcomes for people experiencing disadvantage in London.

Over time (and a lot of effort!) I've become known as the person in the room who makes difficult decisions with empathy and who is able to bring about positive change for all, no matter how hard that can be. I trade off the discomfort that this can bring with the benefits of openness, psychological safety and clarity. Working in environments that encourage this approach is paramount to me.

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