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

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