Supplier negotiation for imported beverages under exchange rate volatility in Brazilian retail

Retail and distribution of imported beverages in Brazil operate under a cost structure tied to the US dollar, while revenue is generated in reais and is exposed to consumer price sensitivity. This article examines how supplier negotiation can mitigate the effects of exchange rate volatility on margins, working capital and supply continuity in this segment. The research is qualitative and exploratory, combining a narrative review of the literature on international economics, supply management, corporate finance and negotiation theory with a descriptive analysis of the monthly US dollar exchange rate series published by the Central Bank of Brazil between 2015 and 2025. The data show that the monthly average rate more than doubled over the period and that about one third of monthly changes exceeded 3% in absolute value, which reinforces the need for purchasing practices capable of absorbing shocks. The analysis indicates that negotiated outcomes depend less on nominal discounts and more on the combination of purchasing portfolio positioning, negotiation preparation, payment terms, inventory policy, hedging instruments and long-term relationships based on trust. It concludes that, for small and medium-sized firms, negotiation should be treated as a financial and strategic decision rather than a purely commercial one.