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This article applies to selling in: United States

Negotiated pricing

Negotiated pricing allows Amazon Business sellers to offer pre-negotiated prices to business customers they have already established a business relationship with.

In order for business customers to take advantage of negotiated pricing they must have an Amazon Business account, and be able to provide you, the business seller, with their Amazon Business ID. The Amazon Business ID will allow you to add your business customer to your Negotiated pricing customer list. Once added, you can upload and manage your pre-negotiated prices for each business customer on the negotiated pricing page.

To add a Business customer to our system and set up negotiated prices follow the process listed below.


  1. Add a product listing: Negotiated prices can only be offered to SKUs that are already listed in your inventory. If you wish to add negotiated prices on new products, you must first add a product listing. For more information, go to Adding products.
  2. Add a customer: Before you begin, contact your business customer and obtain their Amazon Business ID.
    Note: The Amazon Business ID is available to all customers that have registered for Amazon Business. They can find their Amazon Business ID from the Business Profile menu under Manage Your Business drop down. To receive Negotiated pricing, the customer must have a registered Amazon Business account. To sign up for an Amazon Business account direct your customer to the Amazon Business.

    Follow the steps below to add a customer to your Negotiated pricing list:

    1. Go to Seller Central.
    2. Under Pricing, click Negotiated pricing.
    3. On the Negotiated pricing page, click Add customer.
    4. Enter your customer’s Amazon Business ID and click Search.
    5. Verify if the Amazon Business customer’s name and address associated with the Business ID are correct and click Add customer. This step adds your customer to your Negotiated pricing customer list.
    6. Once added, you will be redirected to the Negotiated pricing page where you can add price sheets for your newly created customer.
      Note: You only require to add your customer to the Negotiate pricing list once.

  3. Set up negotiated prices for each of your Business customers listed. Follow the steps below to set up negotiated prices for the first time:
    1. Go to the Negotiated pricing and click Upload price sheet button next to customer listing.
    2. This will take you to the Add price sheet page.
    3. To enter negotiated prices download the blank price sheet template.
      • In the template, add the SKUs you want to offer negotiated prices and a price for each SKU. For each customer, all the negotiated prices must be contained within a single file. If you have multiple customers, you must create a separate file for each customer.
      • Save the file in the XLSX format. You can submit price sheet files of up to 50 Mb with each upload.
    4. To add a price sheet, click Browse and upload your newly created file.
    5. Fill out the price sheet information.
      • Version Description
      • Price start date
      • Price end date
    6. Click Upload price sheet.

    Once you upload a price sheet, it will be processed and then sent to the customer for approval. When the customer approves it, the prices become live on the start date listed and are available to the Amazon Business buyer until the end date listed on the price sheet.

Managing negotiated prices

You can view, modify, and delete previously submitted negotiated prices at any time. To do this, go to the Negotiated pricing page, and click Manage price sheets next to your customer’s listing. This will take you to the Price sheet list page. Click Download for each price sheet you wish to view or modify.

To edit your listing, download your price sheet and edit your negotiated prices to represent the prices you want to offer the customer.

To add SKUs to your listing, download the price sheet and add additional SKUS and negotiated prices that you want to offer the customer.

To delete prices, download the price sheet and delete SKUs and negotiated prices that you no longer want to offer your customer.

Once your new price sheet has been created save it in an XLSX format then go to the Add a price sheet page.

To add your new price sheet, click Browse and upload your newly created file. Fill out the price sheet information:

  • Version Description
  • Price start date
  • Price end date

Then click Upload price sheet.

Once you upload a price sheet, it will be processed and sent to the customer for approval. When the customer approves it, the prices become live on the start date listed and are available to the Amazon Business customer until the end date listed on the price sheet.

Note: Each new list will replace the existing one; therefore, make sure your updated list is not missing previously added SKUs. If you omit SKUs from the newly uploaded list, those listings will loose their negotiated prices once the customer approves.

To delete all the negotiated prices that are currently in effect for a customer, contact us.

Price sheet status and validation

Keep track of the status of your price sheet by going to the Negotiated pricing page, and clicking the Manage price sheets button next to your customer’s listing. This will take you to the Price sheet list page where you can view the status of your price sheets.

The following are a list of states your price sheets can be in:

  • Active: The customer has accepted the prices mentioned in the price sheet and are live on Amazon.
  • Pending: The price sheet is still being processed by our system. In this state, the price sheet status could be listed as:
    • In progress: The price sheet is still under process.
    • Awaiting customer approval: The price sheet is still awaiting approval by your customer. To expedite processing of price sheets that have this status, contact your customer.
    • Scheduled: The customer has approved the price sheet. It will be effective from its start date.
  • Inactive: The price sheet had been processed, but something occurred that caused it to be inactive. In this state, the price sheet status could be listed as:
    • Rejected by customer.
    • Replaced: A new price sheet has replaced the existing price sheet.
    • Expired: The end date listed on the price sheet has passed.
    • Validation failed: The price sheet was not uploaded due to validation errors. To determine the cause of the error, click the Download report link. This will generate an Excel sheet that will show what errors occurred and for which SKU. Once the errors are fixed, you may resubmit the price sheet.

    The following are some errors that may appear in the Validation failed report:

    • A duplicate ASIN or SKU was identified in the price sheet.
    • The SKU column is missing a value.
    • A negative value was provided for the price.
    • A non-numeric value was provided for the price.
    • We could not find the SKU in the list of products you sell.
    • An active Negotiated price offer already exists for this product from another supplier.
    • Internal Error. If this appears, please resubmit the file. If it fails again contact Seller Support.
      Note: You cannot submit a price sheet without any SKUs. This will result in an error.

Warnings detected

You can monitor your price sheets by going to the Price sheet list page for your Business customer. Under Action you may see a message that states Warnings detected. This means that while the price sheet was being processed in our system, issues were discovered. You can view the issues detected by downloading the report. A price sheet with issues will continue to be processed and sent to the customer for approval.

Negotiated pricing with request for Quantity Discounts

When you receive a request for quantity discounts, you can only respond with a quantity discount, which will be available to all customers. You cannot respond with a negotiated price as negotiated prices can only be provided to specific customers that have negotiated a contract with you.

After you leave the Amazon Business program

If you leave the Amazon Business program, all your negotiated price offers will become inactive, and your customers will not be able to purchase those products at the negotiated prices you had offered.

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