Negotiate Everything

(But be respectful) Most people treat supplier pricing like it’s set in stone. It’s not. The price is never the price. You don’t get what you deserve. You get what you ask for. Here are the kinds of things I say regularly when sourcing: "What if I order more?" "What if I promise to order x amount this year?" "Will you throw in free shipping?" "Can I get a discount because of X?" "Will you give me 60 day net terms?" "Can I pay 20% down and 80% on delivery?" "Where are your price breaks?" "If I pay in advance, can I get a discount?" "I got a quote of X from supplier Y. Can you match it?" "I am looking to grow together with you." "I'm looking for a long-term partner." "Let's find a win-win solution." These aren’t demands. They’re conversation starters. And they work — not every time, but often enough to save thousands.

Pro tip:

Even a 5% discount or free shipping adds up fast at scale. Multiply that across a year, across multiple SKUs, across multiple orders... It’s real money. So ask. Negotiate everything. Just do it with respect.

The Mindset Shift That Makes Negotiation Natural

Most people avoid negotiation because they think it is confrontational. It is not. Negotiation is collaboration. You are working with the other party to find a deal that works for both of you.

Here is how to shift your mindset:

• The first price is never the best price. Whether it is a supplier, a freight forwarder, or a SaaS tool, the listed price is the starting point.
• Rejection is information, not failure. If a supplier says no to a 15% discount, ask what they can do. Maybe it is 8%. Maybe it is free shipping.
• Give to get. The best negotiations happen when you offer something in return. Larger order commitments, faster payment, longer-term contracts all have value.
• Practice on low-stakes situations. Negotiate your phone bill, your internet contract, your next hotel rate. Every negotiation builds the muscle memory.

In the Amazon business specifically, here are common places sellers leave money on the table because they do not ask: freight quotes, packaging costs, photography rates, VA rates, software subscriptions, and warehouse leases. Every single one of these is negotiable. The total savings can easily add up to $10,000-$30,000 per year.

Frequently Asked Questions

What can Amazon sellers negotiate besides product pricing?

Everything. Freight and shipping rates, packaging and labeling costs, product photography, VA hourly rates, software and tool subscriptions, warehouse leases, customs broker fees, and inspection service costs. Most sellers only negotiate COGS and miss thousands in savings on operational expenses.

How do I negotiate without damaging supplier relationships?

Be respectful and specific. Explain your reasoning so the supplier sees the value. Never issue ultimatums or threaten to leave. Good suppliers appreciate professional negotiation because it signals you are a serious, long-term buyer.

How much money can negotiation save an Amazon FBA business per year?

A typical Amazon FBA business spending $100,000+ annually on COGS and operational costs can save $10,000-$30,000 per year through systematic negotiation. Even small wins compound into significant savings across the business.