Maître Capucine DAVID-PASTRE

Avocat au barreau de Paris

Compétences : Droit commercial, des affaires et de la concurrence, Droit du numérique et des communications, Droit de la propriété intellectuelle, Droit des sociétés commerciales et professionnelles, Droit de l'environnement, Droit de la concurrence, Droit de la consommation, Droit de la distribution, Droit du crédit et de la consommation

Barreau : Paris

Adresse : 1 RUE DE STOCKHOLM 75008 PARIS

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Publié le 24/04/2026

Négociations commerciales 2026 : que révèle le rapport de l’Observatoire ?

Article juridique - Droit commercial, des affaires et de la concurrence

Par Me Capucine DAVID-PASTRE

Négociations commerciales 2026 : que révèle le rapport de l’Observatoire ?

L'Observatoire de la négociation commerciale a publié son rapport ce 23 avril 2026.

Son constat principal : un atterrissage quasi nul des prix à +0,05 %, sur un périmètre de 42 milliards d’euros. Mais au-delà de ce chiffre, plusieurs enseignements se dégagent du rapport.

1. Un écart significatif entre demandes et résultat final

Les industriels ont ouvert les négociations avec des demandes moyennes autour de +3,5 %.
L’écart avec le niveau final interroge sur la dynamique réelle de la négociation.

2. Une stabilité globale qui masque des disparités

Certaines catégories (produits frais, laitiers, boissons, épicerie salée) sont orientées à la baisse (-0,3 % à -0,5 %), tandis que d’autres (épicerie sucrée, surgelés) progressent autour de +1 %.

La moyenne agrégée ne reflète donc qu’imparfaitement la réalité sectorielle.

3. Une application “encadrée” mais discutée d’Egalim
Le rapport rappelle le principe de non-négociabilité de la matière première agricole.
Mais dans les faits :

65 % des situations donnent lieu à des demandes de justification par les distributeurs
Les options de transparence évoluent (recul de l’option 3 au profit de l’option 2)
Cela soulève une question clé : la mise en œuvre opérationnelle du dispositif est-elle conforme à son esprit initial ?

4. Des outils contractuels encore sous-utilisés
La clause de révision automatique n’est activée que dans 15 % des contrats.
Pourtant, elle est conçue comme un mécanisme central d’ajustement face aux variations de coûts.

5. Une méthodologie à prendre en compte dans l’analyse
L’Observatoire rappelle lui-même les limites de l’exercice :
• fonctionnement sur la base du volontariat
• données non exhaustives
• agrégation de périmètres variables
Le chiffre de +0,05 % doit donc être lu comme une tendance consolidée, et non comme une mesure absolue.

Pour les praticiens, plusieurs axes de vigilance :