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.

New Beginnings Consultation

At New Beginnings, we help our clients achieve outstanding commercial excellence by putting people and personality at the heart of every decision. We bring expertise in Sales Effectiveness, Negotiation, and putting the human back into human resources. We aim to empower organisations to be brave, to take real action and implement transformative change. We celebrate diverse personalities and believe they can change the narrative in business for the better. Whether you are an individual or an organisation, together, we can break the mould.

- Coaching and training in Negotiation, Leadership in English and Spanish
- Sales Strategy and client relationships
- Negotiation Support

Commercial Director

XERIDIA

- Development of International market sales.
- Support and establishment of commercial expansion policies.
- Opening of new sales channels. 
- Acquisition of strategic partners.

Global Expansion VP

Ayming

- Global consulting in Innovation and VAT
- Support to partners with international and intracommunity operations.
- Indirect taxes and Customs Operations
- New department creation

International Sales Partnerships & Account Manager

Canard Drones

- Scale-up in the aviation sector
- International market responsibility
- Sales and client acquisition
- International expansion
- Implementation of new technologies in new markets

International Sales Manager

Cruz Roja Española

Emergency department: 
    - First aid & First Responder unit
Logistics department: 
    - Food and emergency support 
Care Department:
    - Teaching and Spanish classes to refugees and foreigners. 
    - Phone information and support Covid-19 cases

First Responder Unit and Logistics

The Gap Partnership

- Negotiation Consultancy
- Management and growth of Global Key accounts of the Fortune 500 companies. (Manufacturing/FMCG/Airlines)
- Organization of the South European Office in Madrid.
- Always ensuring best practice in customer service. Proven record on company not longer wanted to work converted into a growing company. 
- Converted local account into global account. 
- In charge of marketing material, ensuring brand was kept throughout.
- Assisted with Negotiation and Sales Training.

Sales Manager Western Europe

- Managing the Spanish, Portuguese, Italian, Greek and Malteser markets. 
- Development and creation of negotiation plans.
- Sales of consultancy services and negotiation training.  
- Client acquisition and main point of contact with existing clients.  
- Business development.

Client Manager South Europe

- Client's contact point in Mediterranean countries > France, Portugal, Spain, Italy and Greece.  
- Sales of the negotiation services. 
- Organization of consultancy services and negotiation training. 
- Negotiation and close of contracts with clients. 
- CRM system (SalesForce)
- Creation and organization of internal events for the company.

Client Services Administrator for Mediterranean

Decathlon UK

- Expansion project of the Decathlon Group (Oxylane) in the UK. Strengthen brand awareness through Marketing and Cross-marketing in the UK throughout direct campaigns. 
- Sales to client, organization and forecasting of the best-sellers, weekly and monthly analysis. Achieved a 4,5% growth of the sales of the store in under 7 months.
- In charge of the ski, climbing and camping department.
- Delivery Manager, in charge of managing the delivery team.

Sports Advisor

- Sale of products in mountain and climbing department. 
- Management of the stock control of the mountaineering textile material and climbing hardware.
- Active Marketing looking for customer response.

Customer Manager

CÁMARA DE COMERCIO DE LEÓN

- International Trade and development Department. Organization and development of the Event “I Exporting Awards 2014” 
- Sales and organization of training courses. 
- Establishment of the database in international trade. Assistant on the writing of the “Foreign Trade Yearbook”, Including in-depth analysis of potential markets for the enterprises in Leon, Spain.

Advisor in International Trade (Fixed Term Contract)

Sugamon Bilbao S.L

-  In charge of communications with the Ministry of Foreign Affairs to fulfill customs fees, taxes and different shipping costs.
- Manage the flow of goods between the different ports and airports. 
- Development in legal customs procedures and custom handling of goods.

Trade Department in Customs Office (Fixed Term Contract)

Gaslu S.L.

- Tourist Management. Making contact with foreign enterprises for the promotion of the area of the "Camino de Santiago" 
- Sales and contract negotiation with travel companies.

- Forecasting and Management of the customer bookings.

-Chores in accounting and customer services department; Negotiation with international enterprises to boost tourism in the area.

International Management Trainee

Thanks for dropping by my profile! Allow me to give you a small summary of myself: 

From getting comfortable in corporate life to hopping between thriving Scale-ups, my goal is to create value. I have specialized my career in International Expansion and the opening of cutting-edge projects; consulting, new technologies, mental health... Which have allowed me, so far, to work in 6 countries, and counting...

Currently, driving the International Team at Xeridia, where we excel with quality projects in AI, Big Data, Cloud Native Apps and DevOps, amongst others technologies…

I could tell you that I have a Master's, an International Degree etc… However, I consider that knowledge must be a constant in one's life. There is always something new to discover! 

Never stop learning, gaining skills and developing personally may as well be my moto. 

I thrive in a multicultural atmosphere, connecting with people from different backgrounds, and conversing over a nice cup of coffee. So, feel welcome to hit me up! 

Finally, something different about me, I like giving back and I invest time as a voluntary Paramedic (EMS) in the Red Cross. Sharing the remaining time enjoying the outdoors, being a mountain and climbing guide, diver and snowboarder. 
As George Gershwin said: “Life is a lot like Jazz… is better when you improvise” Remember to also enjoy it and share it!

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The Battle

Marc Saris

★ Jaime Martinez Aguirre

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★ Jaime Martinez Aguirre

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