Leadership
Florence Kennedy Rolland
CEO
About Florence
While carrying forward a rich family legacy, she has forged a distinct and powerful path of her own in the world of negotiation.
Since 2000, Florence has served as Co-CEO of Negotiate Ltd, building on the legacy of the original Four-Phase Negotiation Model, first developed by Gavin Kennedy in 1972. Widely recognized as a cornerstone of behavioral negotiation training, the model continues to evolve under Florence’s direction. Her academic grounding, combined with hands-on global experience, has helped her transform workshops into dynamic, outcome-driven learning environments.
Her focus is on ensuring that Negotiate Ltd lives up to its operational ethos: helping clients achieve lasting, substantial improvements in their negotiation skills and performance — while also attracting, developing, and retaining exceptional negotiation consulting executives and partners.
Florence’s expertise spans multinational industries across the UK and Europe. Her ability to tailor delivery from shop floor to boardroom underscores her versatility and deep understanding of negotiation across roles, sectors, and cultures.
Expertise
Chemicals
Consumer Packaged Goods
Education
Electric Power & Natural Gas
Financial Services
Industrials & Electronics
Oil & Gas
Private Capital
Public Sector
Social Sector
Published work
Florence’s influence reaches far beyond corporate training rooms. She is a recognized thought leader, regularly contributing to the field through writing, teaching, and public speaking.
- Author of The Persuasive Negotiator: Tools and Techniques for Effective Negotiation (Taylor & Francis, 2020)
- Co-author of Kennedy’s Simulations on Negotiation Training (Gower, 2007).
Academic Leadership:
- Faculty member at Heriot-Watt University.
- MBA Negotiation Module (since 2005)
- Strategic Negotiation for the Oil & Gas Industry (since 2014)
- Course Leader for Reykjavik University (since 2007)
The Kennedy Negotiation Model
Other negotiation programs teach you how to win arguments.
The Kennedy Method teaches you how to move — confidently, clearly, and without giving ground.
It’s built around four universal phases designed to bring structure and clarity to every deal:
The Kennedy Method doesn’t teach you how to push harder. It teaches you how to negotiate smarter — with structure, movement, and confidence.
