For commercial teams in FMCG
The toughest annual negotiations in years start in September.
Energy and packaging costs are climbing since the Hormuz closure. Your 2027 price increase will be higher than retailers have seen in years, and they will be ready for it. Pressure-test your organizational readiness before your first retailer meeting, with one of our partners.
5.0/530 minutes No pitch Price increase letters go out in 8 weeks
We've worked with negotiators at:
Why now
Once the first meeting is booked, the cards are dealt
Every FMCG contract ends on 31 December. The negotiation season follows the same script every year, and this round the buying alliances and Hormuz-driven costs make it harder than the last.
The preparation window
You are here. Winning teams build their opening position, concession plan and stakeholder strategy now, before the letter is sent.
The letters go out
Price increases must be announced three months before contracts end. This year they’ll be far above what retailers accept.
The rejection lands
Retailers, backed by international buying alliances, push back immediately, and the pressure campaign begins.
35–40 meetings of trench warfare
Order stops, delisting threats, empty-shelf headlines. By now your team is too deep in the fight to change strategy.
What we cover in 30 minutes
Risk analysis
We will talk about what the pitfalls are that you can expect when negotiating with major retailers.
Alliance check
If you are, or are about to be, negotiating with an alliance: how you can still maximise your deals.
Communication test
What you need to precondition, and when, before it’s too late.
Approach test
What good looks like if you want to increase your prices with the least amount of disruption.
The consultants behind the table
Impact Negotiation Group has supported billions in deals since 2022 and trained thousands of negotiators at companies like AB InBev, Kraft Heinz, Danone and Dr. Oetker. You will speak directly with one of our partners.
Adrien-Joseph Le Clef
PartnerAdrien-Joseph’s career spans leadership roles at Mendixa fast-growing tech startup, that was acquired by Siemens where he led high-impact negotiations. With experience across commercial functions, his expertise drives value for clients facing complex negotiation challenges. Outside of work, Adrien-Joseph is an avid reader and enjoys exploring new restaurants, playing board games, and spending quality time with friends, family, and his partner in Antwerp.
Read more
Christian Gasser
PartnerWith over two decades of international leadership experience, Christian has held senior roles at Philip Morris International, The Gap Partnership, Nestlé, and L’Oréal, advising and leading teams across Europe, Asia, and the Middle East. As a Partner at Impact Negotiation Group, he draws on a proven track record in deal design, commercial strategy, and value creation to help clients navigate their most critical negotiations. Outside of work, Christian enjoys exploring the Lavaux vineyards, swimming in Lake Geneva, and discovering new culinary experiences.
Read moreWe’re only happy, when you’re happy
With these experts, you can be sure you have thought of everything and are best prepared for your negotiations. This will give you confidence for the future.
Having worked with the team at Impact Negotiation Group over the past two years, I’ve found them to be incredibly knowledgeable, responsive, and a pleasure to work with.
Very good nego training. I have learned a lot; tactics, how to behave, to not be in a competitive mindset.
Absolutely powerful and valuable training. Applicable in most of the aspects in your life
Interesting, fast-paced and lot of pratical examples.
Very useful, high intensity
10 out of 10! Do it it’s a very good training with real examples
This is ROI positive and therefore a must for senior sales
Nice full and rich program, with humor and great balance between theory and practice!
Highly recommendable and a great training to learn guidelines and tricks about negos. Trainers with a lot of expertise.
Before you book
"Is this a sales call?"
No. You get the four checks above whether you ever work with us or not. If the call shows your team needs deeper preparation, we tell you what that looks like and you decide what to do with it.
Book your free 30-minute strategy call
Pick a time below that suits you. You’ll speak directly with a senior negotiation consultant and leave the call with your opening position checked, your concessions pressure-tested and a clear view of where you are exposed.
- Risk analysis on your most critical account
- Alliance check, if an alliance sits on the other side
- Communication and approach test before the letter goes out
Free · 30 minutes · No pitch, no obligations