Stop improvising.
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every deal.
24 proven moves top FMCG negotiators run before every deal. Built from thousands of real commercial negotiations. Free.
What you get
Checklist.
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What you are downloading
A working document. Not a slide deck.
The Deal Checklist is a 4-page field guide built from thousands of real commercial negotiations. Print it. Mark it. Use it before every deal.
Before you walk in. WAP, target objective, opening position, BATNA, variables map, concession plan, mandate.
Control the table. Process ownership, anchoring, silence discipline, tactic recognition, channel strategy.
Close without capitulating. Rejection calibration, documentation control, walk-away credibility, debrief.
Checklist.
Inside the checklist
Three phases. 24 moves. Every deal.
Most commercial negotiations are won or lost before anyone sits down. This checklist gives you the preparation, positioning, and process moves that experienced FMCG negotiators run every single time.
Phase 01
Before you walk in
Preparation is the negotiation. The side that prepares harder almost always outperforms.
Phase 02
Control the table
Whoever controls the process controls the outcome. Most negotiators ignore this completely.
Phase 03
Close without capitulating
The final 10% is where value is destroyed fastest. Most negotiators give back everything they protected.
Who this is for
Built for senior commercial professionals in FMCG.
If you negotiate with retailers, buyers, or key accounts, this checklist was built from your world. Real FMCG deals. Real stakes. Real pressure.
Key Account Managers
Preparing for annual price negotiations, promotional agreements, and contract renewals with major retail accounts
Sales Directors
Building a repeatable deal-closing system for the full commercial team across markets and accounts
Procurement Leaders
Entering supplier negotiations with clear targets, strong alternatives, and a structured concession plan
CCOs and Commercial Leads
Strengthening negotiation capability across the full commercial organization, one deal at a time
The side that prepares harder almost always outperforms. Not because they are smarter. Because they know where they are going before the other side has started thinking.
IMPACT Negotiation Group. Built from 5,935 trained negotiators and €4.1B in supported deals.
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Your next deal starts here.
A checklist changes awareness. Training changes behavior. Start with the checklist. Work through it before your next negotiation. Every time.