Merchant-Vendor Negotiations Exercise
One of the actions taken during the merchant/vendor negotiation was demonstrating the value of the merchandise and showing the features and benefits of the product. Roger explains the features of the Jet Set line, such as the material used to make the product, and its advantages, such as expandability and usability, in terms of features, such as the lever that pops to allow the user to move the bag quickly. The second action was negotiation for a better price than the competition. Roger proposes selling the product at 20% off the cost, and Patricia negotiates for a better price. Roger then suggests 28% off the cost process, but Patricia says 40% in the counterargument, prompting Roger to adjust his offer to 35%. The third action was negotiating payment terms, where Roger proposed three-ten net thirty instead of their usual two-ten net thirty. The negotiation did not include negotiation for delivery ahead of the competition because Patricia did not object to Roger’s delivery terms.
The negotiation also lacked negotiation of a discounted price for re-orders because Patricia was not sure about the product’s success in the market. The negotiation also lacked a discounted price because the parties settled on the best price proposed in the talks for a better price than the competition. The parties also agreed without negotiating for customer incentives, in-store demonstration, and an exclusive companion luggage item. This could have been because Patricia wanted to try the product first and see whether it would attract customers. She also had concerns that the product may sell, forcing the company to take markdowns to clear inventory. Therefore, she agreed to purchase 100 units because Roger convinced her that the product would attract many customers and his company would offer buy-back dollars on all slow-moving merchandise.
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Question 
Many factors must be considered when designing, preparing for, structuring, and conducting a vendor negotiation conversation. Before starting this exercise, practice what you learned using the matching game above, and review the script below:
Merchant-Vendor Negotiations Exercise
- Merchant/Vendor Negotiation Script
Instructions
- Complete the matching assignment by identifying which actions were taken and which were not during the merchant/vendor negotiation. Explain.
