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By Ant Finch · October 6, 2025 · Curated by George's Blog
What's the toughest part of negotiating your terms with Amazon?
For me it's managing internal expectations and the pressure that mounts to close the deal.
"What do you mean Amazon want to increase terms? We're growing by +20% YOY, we should get a reduction!"
When negotiating with Amazon, I talk a lot about understanding what you bring to the table to help progress and find a collaborative way forward.
However often the biggest challenge is ensuring that your internal stakeholders understand what's involved in closing the negotiation.
Versus other customers/accounts an Amazon AVN can be longer, more detailed, and quite often a complex process due to the regional specifics and balancing out wants and needs on both sides.
As well as pay attention to what your Vendor Manager requires, be sure to communicate clearly and regularly with your internal stakeholders.
Be upfront about what will happen and manage expectations.
Your terms with Amazon are the backbone of your Amazon relationship and long term profitable growth.
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🚀 I help vendors and sellers drive profitable sales on Amazon.
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