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.
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 208: INSIGHT: COVID-19 implications on national sovereignty - the Hon. David Fawcett
Episode 207: PODCAST: Collaboration between scientists, industry and government – Tanya Monro, Defence Science and Technology
Episode 206: PODCAST: Celebrating two decades of homegrown Australian ingenuity - Jim Whalley and Steve Robinson, Nova Systems
Episode 205: PODCAST: Teaming up to support the COVID-19 frontline – Ben Barona, Defence Science and Technology, and Craig Maynard, Axiom Precision Manufacturing
Episode 204: PODCAST: Building the nation’s intellectual edge – MAJGEN Mick Ryan AM, Australian Defence College
Episode 203: PODCAST: Digitally adapting the Australian War Memorial - Matthew Anderson, Australian War Memorial
Episode 202: INSIGHT: Cyber and information warfare – MAJGEN Marcus Thompson AM, Department of Defence
Episode 201: PODCAST: National resilience through COVID-19
Episode 200: INSIGHT: Establishing a grand strategy – Dr Peter Layton, PhD
Episode 199: PODCAST: Working towards a fully sustainable AQS-24B – Gene Cumm, Northrop Grumman Corporation