Negotiation issues in merchandising

Presented by – Md. Atif Rizvi

MBA (M&S)
2017-19
 Negotiation is defined as the process of seeking and discovering a common ground and
reach an argument to mutual agreement and to settle a matter and conflict.
 In merchandising negotiation plays vital roles
 Issues in negotiation arise when one of the party involved do not agree on the terms
given by the other party, issues can be based on these factors
• Fixing Price
• Delivery time
• Shelf time
• Shelf space
• Method of payment
• Credit period
Issues faced in negotiation

Issues in negotiation can be of different kind it may be because both the parties are
not able to fix a price of the merchandise it may be because of buyer looking for
lower price and the seller setting a higher price.
Issues can also arise because of delivery time provided by seller
Shelf time and duration terms provided to buyer by seller and may be because of the
credit payment duration and many more.
Methods of resolving the issues in merchandising

By
 Accommodating – providing the other party what it wants

 Avoiding – by delaying and ignoring the issues by assuming issues being minor

 Collaborating – finding a middle way to solve the issues

 Compromising – both the parties giving up the element of their position to

establish mutual agreement
Thank you