Negotiation Training in English – Impactful Negotiator Program
3-day open negotiation training for commercial professionals: 20–22 January 2027, Schiphol, the Netherlands. Maximum 8 participants.
From 20 to 22 January 2027 we run our open negotiation training in English at Schiphol, the Netherlands. Three days in a group of up to eight participants, led by one of our five partners: Marc Saris, Martin Pilch, Christian Gasser, Adrien-Joseph Le Clef or Jan Aerts – with video feedback on your own behaviour at the table.
The Impactful Negotiator Program is an intensive 3-day open training for commercial professionals who negotiate in situations where timing, pressure, power and internal alignment make the difference.
The open format brings together participants from different companies, sectors and negotiation contexts. You don’t only learn from IMPACT — you also learn from experienced commercial professionals who face different realities at the table. That makes this programme sharper than a standard in-house training.
The masterclass is designed and delivered by active negotiators. No textbook theory. A practical, applicable system for better preparation, stronger behaviour at the table and more control in complex commercial negotiations.
What really matters
You don’t come for the theory. You come to win deals.
Negotiation is the most directly measurable commercial skill there is. A few extra percentage points of margin per deal, added up over a year, pay back this training many times over. That is the yardstick we want to be measured by.
More margin
A few percentage points per deal add up, over a year of negotiating, to a serious contribution to the bottom line.
Stronger at the table
Being the best-prepared and most composed negotiator in the room shifts the balance of power before the first offer is made.
Visible impact
Better deals get noticed. Stronger negotiation results count towards your targets and your bonus.
What you learn
Four connected areas of competence
The training builds negotiation skills through four blocks that reflect how negotiations actually unfold in practice, not how they are traditionally taught.
Modern negotiation fundamentals
- A clear definition of negotiation
- The myths that can undermine results
- A practical, repeatable preparation method
- Objectives, ZOPA, WAPs and opening positions
- Structured moves instead of reactive giving in
- Behavioural fundamentals at the negotiation table
Behavioural control and communication under pressure
- Control over your own behaviour under pressure
- Deliberate communication strategies
- Reading and interpreting the other party’s behaviour
- Adapting style and interventions in real time
- Psychological principles that influence outcomes
- The impact of interpersonal dynamics on the result
Supported by realistic simulations and video feedback.
Execution in complex, fragmented negotiations
- Steering across multiple meetings and channels
- Gathering information in a structured way and sharing it with discipline
- Maintaining momentum over longer processes
- Strategic consistency in non-linear processes
- Managing internal and external stakeholders
Strategic oversight and leadership
- A structured negotiation strategy
- Mandate, room for manoeuvre and decision boundaries
- Timelines, milestones and dependencies
- Internal and external stakeholder alignment
- Escalation paths and contingency planning
What you take away
What participants have afterwards
- More control in complex negotiations
- Structured preparation on value, power and timing
- Sharper insight into their own behaviour under pressure
- More discipline in communication and use of information
- A grip on fragmented negotiation processes
- Practical methods for stakeholder management
- Concrete personal feedback on their negotiation style
- A shared negotiation language they can apply immediately
Programme set-up
Format
- Duration 3 days face-to-face
- Group size Maximum 8 participants
- Location Schiphol, The Netherlands
- Feedback Video feedback on behaviour
- Approach Simulations, cases, peer learning
- Requirements No prior knowledge required
Who it's for
Suitable for
Mid-level and senior professionals who are regularly involved in commercial negotiations.
- Sales and account managers
- Procurement professionals
- Commercial managers
- Category managers
- Business development professionals
- Market access professionals
- Managers with negotiation responsibility
- Professionals in complex customer or supplier negotiations
Trained by active negotiators, not theorists
This training is delivered by one of our partners: experienced practitioners who negotiate high-stakes deals themselves. For this programme, Marc Saris, Martin Pilch, Christian Gasser, Adrien-Joseph Le Clef or Jan Aerts leads the group.
Marc Saris
Founding PartnerWith a global career spanning sales and procurement leadership roles at Royal Dutch Shell, The Gap Partnership, and NPM Capital, Marc has navigated complex, high-stakes negotiations across industries. Having worked internationally in Dubai, Iraq, and the Netherlands, and having grown up in Brazil, the United States, the Netherlands, and Taiwan, he brings a truly global perspective to every negotiation.
Throughout his career, Marc has trained more than 1,100 professionals in negotiation, helping individuals and organizations strengthen their commercial capabilities and achieve better outcomes. His deep expertise in negotiation, contract management, and strategy makes him an invaluable partner in delivering lasting results.
Outside of work, Marc lives in Brabant, the Netherlands, where he enjoys coaching as a rugby trainer for a youth team, cooking, running, and spending time with his family.
Martin Pilch
PartnerMartin’s decade-long experience includes leading negotiations as Head of Consulting EMEA at The Gap Partnership and working at Kearney. His ability to tackle complex deals across various sectors has made him a trusted negotiation expert. At home, Martin enjoys preparing meals for his family, traveling, and refining his negotiation skills with his young son, blending family life with his passion for problem-solving and communication.
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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.
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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.
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Jan Aerts
Founding PartnerJan’s 20+ years of experience include senior finance and negotiation roles, culminating as CFO of Emerging Markets at Pfizer. His expertise in navigating commercial negotiations and complex financial agreements across multiple countries is unmatched. Outside the boardroom, Jan’s passion for travel and swimming keeps him active, whether at home or abroad, fueling his curiosity and drive to explore both new landscapes and innovative business solutions.
View profileExperiences from the training
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.
FAQ
Questions about the negotiation training at Schiphol
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Limited seats · Maximum 8 participants · Places allocated in order of registration
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