Matthew Powell
Global Negotiation Lead @DHL
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WORK HISTORY
Global Negotiation Lead @DHL
Key areas of responsibility- Upskilling DHL staff with training on negotiation skills, game theory, and advanced procurement - Consulting on and supporting major DHL negotiations globally- Designing and implementing game theory sourcing methodologiesKey achievements to date- Responsible for successfully designing and implementing a supplier negotiation event format. Success of initial events has led to a global rollout with multiple events being planned per year- DHL Group Functions Excellence Awards 2024 and 2025 - Helped drive a major increase in GT inspired strong selection mechanisms including eAuctions, TIOX offers etc. Introduced use of Dutch auction formats and created the sourcing strategy that delivered the largest ever DHL eAuction saving- Designed and implemented multiple negotiation trainings then delivered them to hundreds of colleagues. Trainings highly regarded with strong positive feedback
EDUCATION
University of Oxford
Master's Degree, Chemistry
ABOUT MATTHEW POWELL
I am an award-winning negotiator who designs and leads high‑stakes, complex negotiations where outcomes are driven by structure, incentives, and deal mechanics. I reshape how negotiations are run so that value creation, competitive tension, and practical game theory principles are engineered into the process.I currently lead global negotiation strategy at DHL, where I design and execute large‑scale supplier negotiations and tenders across multiple regions and categories. A core part of my role is the development of negotiation systems: including round‑to‑round consequences, structured option sets, and award mechanisms to reliably change counterpart behaviour and improve results. One such negotiation event format is now used globally, has been applied to approximately €4bn of spend, and has delivered around €300m in savings, alongside significant cash improvements and contractual advantages.Beyond individual deals, I focus heavily on scaling organisational negotiation capability. I have a strong track record of upskilling teams and organisations in negotiation preparation, execution, and the applied use of game theory to improve outcomes over time. I have developed and delivered negotiation training programmes to 500+ professionals worldwide and published internal white papers to codify best practice and improve decision‑making quality.Prior to DHL, I held commercial leadership roles across automotive, aerospace, and consulting sectors. In these roles I negotiated multi‑million‑ and billion‑euro agreements, led commercial departments, grew and delivered significant P&L, and negotiated complex contractual environments. This experience continues to inform a highly pragmatic approach to negotiation: one grounded in real operating constraints, accustomed to asymmetric power dynamics, and focused on sustaining long‑term commercial relationships.Specialties: High‑Stakes Negotiation | Negotiation Systems & Process Design | Applied Game Theory & Mechanism Design | Award Mechanisms (eAuctions, TIOC/TIOLI, Sealed Bid Formats)| Commercial Strategy & Deal Structuring | Global Procurement & Strategic Sourcing | Complex Tender Strategy (RFx/RFQ/RFP)| Contract Strategy, Drafting, & Negotiation | Supplier Negotiations | Stakeholder Alignment | Certified Board Advisor | Negotiation Training & Capability Building
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