PODCAST: The art of effective negotiation – Simon Kelland, Scotwork

Joint-capabilities

12 March 2020

By: Tasha Levy

A common misconception about negotiation is that it’s an innate skill one is born with, but according to partner and principal at Scotwork, Simon Kelland, it’s a learned ability that takes training and practice.

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On this episode of Defence Connect Podcast, Kelland joins host Phil Tarrant to deep dive into his work with Defence and major primes in consulting and advisory, the telltale signs of a good negotiator, and the importance of developing strong, long-term relationships within the defence sector.

Kelland explains why building goodwill is more important than the framework of a contract, provides tips for SMEs going into negotiation with primes, and outlines strategies for salvaging a negotiation that has gone cold.

Enjoy the podcast,

The Defence Connect team

Listen to previous episodes of the Defence Connect podcast:

Episode 436: PODCAST: Private capital key to driving SME growth, with Mark Stevens
Episode 435: PODCAST: Putting veteran families first, with the Families of Veterans Guild’s Renee Wilson
Episode 434: SPOTLIGHT: Mission engineering – a missing piece of the capability puzzle, with Downer’s Rachel Hatton and Nathan Rickard
Episode 433: SPOTLIGHT: Introducing the Australian Digital Defence Industry Matrix, with BenchOn’s Tim Walmsley
Episode 432: SPOTLIGHT: What does sovereignty mean in a post-DIDS industry? With Stephen Kowal, CEO of Atturra
Episode 431: PODCAST: Developing Army’s hand-to-hand combatives program, with Paul Cale
Episode 430: PODCAST: Aussie innovation supporting navies around the world, with Jeffrey Hawkins, Pivot Maritime International
Episode 429: PODCAST: Commercialisation essential to the success of space and defence industry, with Brian Lim
Episode 428: PODCAST: Firebrand topics on Ukraine, Israel, and Australian conscription, with Corporal Matthew ‘Willy’ Williams OAM
Episode 427: PODCAST: Unpacking the surface combatant review with the Honourable Kim Beazley AC