For commercial teams facing high-value negotiations
Your annual negotiations decide whether the year is a success. You get one shot.
Most teams are less ready than they think. Objectives are unclear, the walk-away has never been tested, and internal alignment is assumed rather than confirmed. Negotiation Readiness frontloads the hard part: we sit on the other side of your thinking and challenge it before your counterpart does.
A plan you’ve defended under pressure
Trusted by negotiators at AB InBev, Mars, Smurfit WestRock & UCB
Weaknesses stay hidden until the plan meets real pressure
Proposals get rejected, the negotiation stops going as expected, and the gaps you never tested start to give way, often just as your own people begin to question the plan.
At this point the team becomes reactive instead of following a clear strategy. Internal discussions increase, decision-making slows down, and unnecessary concessions are made. Teams start scrambling to make their original plan fit the new situation.
The result is often a refocus toward the worst acceptable outcome, leaving significant value on the table.
When your organization is too slow to start early, we are the external party that drives the frontend for you.
Three things your team walks out with
This is not a lecture. We build, challenge, and stress-test your team’s negotiation plan for a defined set of accounts, and force every assumption into the open.
A defensible negotiation plan
- Clear objectives and mandate, target outcomes, and a tested best-possible walk-away
- Restrictions and business drivers identified for both parties
- Confirmation of where further internal alignment and mandate are required
Control through stress testing
- A structured power assessment of your position versus the counterpart
- Scenario planning across the realistic range of counterpart moves
- A prepared Q&A and communication plan for the difficult moments
A trajectory that holds
- A planned sequence of moves, openings, and concessions
- Rehearsal of critical exchanges before they happen for real
- A shared language and plan the whole team can execute consistently
Built entirely around your live negotiations
An intensive, facilitated working session. Our practitioners guide the team through objective setting, power assessment, scenario planning, Q&A development, and trajectory design, then challenge each element directly. Concepts are applied immediately to real accounts, not taught in the abstract. Where useful, AI-supported preparation is integrated to model counterpart economics and pressure-test scenarios. Teams leave with a plan they can run the next day.
- Objective setting, target outcomes, and best-possible walk-away
- Restrictions and business drivers of both parties
- Internal alignment and mandate check
- Power assessment
- Scenario planning
- Q&A and communication planning
- Negotiation trajectory and move planning
Two ways in
Whether your team already works with our planning methodology or is coming to it fresh, there is a format built for the situation.
Readiness Workshop
For teams already trained in our planning methodology. A focused stress test and rehearsal of plans the team has already prepared.
Readiness Intensive
For teams new to the methodology or working under time pressure. The methodology is brought to life live, woven into the planning and stress-testing across three intensive days.
Ideal for
Commercial teams preparing for high-value annual or key-account negotiations, like in FMCG.
Group size
Up to 20 participants across the account teams, run by our practitioners.
Venue
On- or off-site, depending on availability of suitable working infrastructure.
Optional add-on days
- Planning kick-off · a one-day workshop on IMPACT’s planning methodology, run pre-season
- Execution readiness · a one-day refresher shortly before the negotiation start, to ensure everybody is on top of their game
Plans that survive the room
We build negotiation plans that survive contact with a professional counterpart: tested, rehearsed, and ready before the room. If negotiation outcomes matter, IMPACT is your partner.
Start before the table is set
See where you stand, then talk it through
Take the three-minute readiness test to pressure-test your position, then book a call with one of our partners to walk through the result and what closing the gap looks like for your team.
3-minute test · No obligations
