In Part I, we covered the groundwork of negotiation: building a solid internal plan, selling your vision in the business review, and setting the stage for commercial alignment. The better you sell upfront, the easier the negotiation will be later on. In this second part, we move into the actual preparation of your negotiation meetings. This is where deals are made or lost. We will walk through: What you want to change in the current collaboration The right financial framework

Your negotiation doesn’t start at the table. It starts months earlier, when you’re still shaping your internal plans. The better your plan, the stronger your hand when you sit down with your customer. Yet most commercial teams still treat “negotiation prep” as a stand-alone step that kicks in right before sending the tariff letter. They focus on the price increase, not the plan behind it. The result? Reactive conversations, missed opportunities, and little real alignment. Neg

This is the fifth article in our Annual Business Planning (ABP) series, and we’re diving into the most addictive lever in FMCG:...

Every autumn, commercial teams struggle to lock in next year’s pricing. Too often, the process is driven by gut feel or simply copying...