Overview

Negotiated pricing is a Seller Central feature that allows business sellers to offer pre-arranged, custom prices to specific Amazon Business customers. This tool is designed for sellers who have established relationships with business buyers and want to formalize special pricing agreements through the Amazon platform. Understanding how to set up and manage negotiated pricing can help sellers win and retain high-volume B2B accounts.

Key Points / What Sellers Need to Know

• Customer registration required — Business buyers must have an active Amazon Business account before they can receive negotiated prices. Sellers need to obtain the customer's Amazon Business ID to get started.
• SKU-level pricing — Negotiated prices are set on a per-SKU basis, meaning sellers can customize pricing for individual products rather than applying blanket discounts across their catalog.
• Approval workflow — After a seller uploads a price sheet, it goes through processing and then requires the business customer to approve it before the prices go live.
• Date-bound agreements — Each price sheet has a defined start and end date, giving sellers control over how long special pricing remains active.
• One file per customer — All negotiated prices for a single customer must be contained in a single XLSX file, with separate files required for each business customer.

How the Setup Process Works

Getting started with negotiated pricing involves two main steps: adding a customer and uploading a price sheet. First, sellers need to obtain their business customer's Amazon Business ID, which the buyer can find in their account settings. Once the seller has this ID, they navigate to the Negotiated Pricing section in Seller Central, click to add a new customer, enter the ID, and verify the customer's details. This is a one-time process for each business customer, and once added, the customer remains on the seller's negotiated pricing list permanently.

After adding a customer, sellers download a blank price sheet template from the platform. They populate this template with the SKUs they want to offer at special prices along with the corresponding negotiated price for each item. The completed file must be saved in XLSX format and can be up to 50 MB in size. Once uploaded, the seller sets a start date and end date for the pricing agreement, then submits it for processing.