Frédéric Mathier has honed his negotiation skills through participation in over 2500 business negotiations during more than a decade as a Purchasing Manager and Strategic Buyer. Throughout this time, he has secured contracts and projects valued at several hundred million CHF. Currently, numerous SMI companies and prominent SMEs depend on his expertise.
His goal is to make negotiation skills available to as many individuals as possible.
With a background as an industrial engineer and purchasing manager, he has also served as a lecturer and adult trainer in supply chain management, leadership, and negotiation for many years. Through his top-rated podcast “Successful Negotiation” focused on business and career, Frédéric provides weekly negotiation advice for entrepreneurs, professionals, and executives.
Frédéric Mathier Lecture topics:
1. Negotiation techniques in business:
For many companies today, the challenge is not just about securing better prices but often about survival. Avoiding negotiation yields no benefits. Staying silent does not resolve issues. Failing to negotiate means you have already lost.
The presentation “Negotiation Techniques in Business” emphasizes the critical role this skill plays in business success. Engaging stories are used to inspire, motivate, and encourage action.
Frédéric Mathier presents key tactics for effective business negotiations. Techniques such as anchoring, strategic silence, making demands, and others are conveyed through entertaining and instructive narratives.
Audience benefits include:
- The importance of thorough preparation before entering a negotiation.
- Lessons learned from his most significant negotiation loss.
- How successful negotiators initiate discussions.
- The role of anchoring in setting the negotiation on a winning path from the outset.
- Why demands carry more weight than arguments.
- Why maintaining silence is more valuable than dominating the conversation.
2. Three secrets of successful negotiations
Drawing from over 2500 business negotiations, Frédéric Mathier reveals his three key secrets to successful negotiation. The outcome of any negotiation is heavily influenced by your personal mindset, which determines your ability to persuade and ultimately, success or failure.
Understanding the counterpart’s motive is crucial. When you grasp their underlying reasons, negotiating becomes easier and more effective. By adopting their perspective, asking insightful questions, and observing carefully, you gain a decisive advantage. Frédéric shares compelling negotiation scenarios and practical examples from his experience.
Audience benefits include:
- How mindset influences the outcome of negotiations.
- Why negotiation can be simple and what adults can learn from children about persistence and willingness to negotiate in business.
- The significant impact of understanding the other party’s motives and goals and how to uncover them.
- How attention to detail and active observation can be leveraged to your benefit.
- How to remain calm and make sound decisions even in challenging situations.
3. Virtual Keynote: How to excel in virtual negotiations
Recently, many negotiations have transitioned to digital platforms. Instead of meeting face-to-face, business professionals now use tools like Zoom, MS Teams, and others.
What distinguishes these from traditional negotiations? What are the essential elements for success when negotiating via screen? What must every entrepreneur, professional, and executive know to be persuasive in a digital environment?
Audience benefits include:
- Understanding how online negotiation scenarios differ significantly from in-person meetings.
- What constitutes an effective framework for online negotiations and which hardware enhances your negotiation presence.
- Which digital tools are advantageous for virtual negotiations.
- How to apply one of the oldest negotiation tactics effectively in an online setting.
- A look ahead at how artificial intelligence will influence negotiation practices.
Frédéric Mathier is passionate about sharing his knowledge and experience with entrepreneurs, sales, and purchasing leaders. Whether as a consultant, trainer, or coach, he brings energy, enthusiasm, and the mindset that “everything is negotiable” to help your company achieve negotiation success.
