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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 497: CONTESTED GROUND: Ongoing risk of nation-state attackers, ASD; misinformation bill defeated
Episode 496: PODCAST: A year in review with Minister for Defence Industry and Capability Delivery, the Honourable Pat Conroy MP
Episode 495: SPOTLIGHT: Navigating the rising tide of trusted autonomy, with Dr Greg Bain and Brigadier James Davis
Episode 494: DEFENCE PROPERTY PODCAST: 10 common property mistakes and how you can avoid them
Episode 493: PODCAST: How geopolitics must influence Australia’s force posture, with Mike Pezzullo
Episode 492: CONTESTED GROUND: Where does the misinformation bill leave free speech?
Episode 491: SPOTLIGHT: Engaging the national innovation ecosystem, with DSTG’s Dr Robert Hunjet
Episode 490: SPOTLIGHT: Protecting your data as Australia moves to an AI future, with Hrvoje Hančević-Grabić from IT Strategy Hub
Episode 489: SPOTLIGHT: Scaling advanced manufacturing, with Anduril’s Brian Schimpf and David Goodrich
Episode 488: SPOTLIGHT: How quantum will revolutionise PNT and RF sensing, with DSTG’s Andrew Seedhouse and QuantX’s Andre Luiten
