Stan Christensen

All Things Negotiation

About the show

A podcast about negotiation, persuasion, and influence—taught through real stories. Hosted by Stan Christensen, who has taught negotiation at Stanford University for over 20 years, this bi-weekly podcast features founders, executives, investors, and foreign policy experts sharing real-world negotiation experiences. Episodes explore how leaders negotiate with venture capitalists, employees, customers, boards, and governments—and what actually works when the stakes are high.

Newest episodes

Daniel Pink: The Art of Persuasion in a Changing World

Oct 27, 2026 1 hr 2 min

What do your regrets reveal about what you value, and how can they make you a better negotiator? Bestselling author Daniel H. Pink (The Power of Regret, Drive, A Whole New Mind) joins Stan Christensen to talk about regret, persuasion, motivation, and building a career as AI takes over entry-level work. Drawing on regrets collected from more than 26,000 people in 134 countries, Pink explains why we regret the chances we didn't take far more than the ones we did, why moral regrets cut deepest, and why "awkward" is almost never a good reason not to reach out. Stan and Dan also cover: - How to change someone's mind in a divided country, and the "looping" technique for understanding people you disagree with - Why taste, composition, and wisdom become more valuable as AI improves - Career advice for 21-year-olds, and why "follow your passion" falls short - What really motivates people, and why fairness matters in pay and negotiation - How Dan reads, when to quit a book, and the fiction and nonfiction that changed his mind Timestamps (0:00) Introducing Daniel Pink (1:35) What our regrets reveal about what we value (3:01) The girl on the school bus (6:20) How regret makes you a better negotiator (7:26) A silver dollar and a handwritten letter (10:45) Regrets of action vs. inaction (13:07) Connection regrets: "If only I'd reached out" (17:05) Understanding each other in a divided country (19:25) Looping for understanding (22:31) Negotiating your career in the age of AI (24:56) Taste, composition, and wisdom (31:56) Why "follow your passion" is bad advice (37:00) What really works for productivity (40:50) Why empathy isn't weakness in negotiation (45:20) What actually motivates people (47:41) Negotiating job offers and fair pay (51:43) How Daniel Pink reads (55:13) Daniel Pink's book picks (57:54) Who persuaded Daniel Pink Links Daniel H. Pink: https://www.danpink.com The Power of Regret: https://www.danpink.com/books/the-power-of-regret/ The World Regret Survey: https://...

Samantha Power: Negotiating With Russia, Persuading Obama, and the Fight for USAID

Oct 8, 2026 53 min

How do you persuade a president, negotiate with Russia, and build a coalition when change seems impossible? Former U.S. Ambassador to the United Nations and USAID Administrator Samantha Power joins Stan Christensen for a candid conversation about diplomacy, negotiation, and leading through crisis. Power, the Pulitzer Prize–winning author of A Problem from Hell and The Education of an Idealist, shares how she talked her way into covering the war in Bosnia, what she learned negotiating the removal of Syria's chemical weapons, and why Russia's UN ambassador Vitaly Churkin was the best negotiator she ever faced. They also discuss how to raise human rights issues without sounding moralistic, what really worked in persuading President Obama, the Ebola response, the dismantling of USAID and its human cost, and the lessons from her Harvard course on making change when change is hard, including why every coalition needs both "Baptists and bootleggers." 0:00 Samantha Power and The Education of an Idealist 0:30 The audiobook and a letter to her son 2:15 How a failed negotiation made her a war correspondent 4:05 Writing her own press badge 4:45 Why you have to get close to the issue 6:50 Negotiation lessons: leave it all on the field 9:30 Leading USAID 11:15 How USAID was dismantled 15:10 Why Congress didn't push back 24:20 How to persuade President Obama 27:40 Raising human rights in policy debates 33:25 Syria, chemical weapons, and the red line 41:30 Negotiating with Russia's Vitaly Churkin 45:35 Lessons from the Ebola response 51:15 Teaching social change at Harvard 52:25 Shrink the change 53:30 Find your Baptists and bootleggers SAMANTHA POWER Harvard Kennedy School faculty page https://www.hks.harvard.edu/faculty/samantha-power BOOKS BY SAMANTHA POWER The Education of an Idealist: A Memoir https://www.harpercollins.com/products/the-education-of-an-idealist-samantha-power A Problem from Hell: America and the Age of Genocide (2003 Pulitzer Prize) https://www.amazon.com/...

David Brooks: How to bridge America’s divide

Sep 22, 2026 1 hr 17 min

David Brooks, bestselling author of How to Know a Person, explores how to bridge America's political and cultural divide, and why listening, empathy, judgment, and understanding people we disagree with may matter more than persuasion. Brooks, host of the new podcast The Permanent Questions and author of The Second Mountain, argues that many of the institutions shaping young people have become better at preparing them for careers than preparing them for life. We explore what universities should be teaching that they often are not: judgment, empathy, moral reasoning, curiosity, listening, and the ability to understand people whose beliefs differ from our own. David explains why intelligence and good judgment are not the same thing, why asking better questions can transform our relationships, and why understanding another person should come before trying to persuade them. The conversation ranges from America's political and cultural divisions to AI and education, meaning and faith, marriage and parenting, loneliness and friendship, and what David learned about suffering and character. At the heart of the conversation is an idea from How to Know a Person: in an increasingly divided culture, learning how to truly see and understand another human being may be one of the most important things we can learn to do. This is ultimately a hopeful conversation about becoming better listeners, better thinkers, better parents and partners, and better at living with people who see the world differently. BOOKS AND RESOURCES David Brooks How to Know a Personhttps://www.penguinrandomhouse.com/books/652822/how-to-know-a-person-by-david-brooks/ The Second Mountainhttps://www.penguinrandomhouse.com/authors/3375/david-brooks/ DAVID BROOKS'S NEW PODCAST The Permanent Questions with David Brookshttps://podcasts.apple.com/us/podcast/the-permanent-questions-with-david-brooks/id6803240325 BOOKS DISCUSSED AND RECOMMENDED The Sense of Reality by Isaiah Berlinhttps://www.amazon.com/s?k=The+Sense+o...

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All episodes

Daniel Pink: The Art of Persuasion in a Changing World

Oct 27, 2026 1 hr 2 min

Samantha Power: Negotiating With Russia, Persuading Obama, and the Fight for USAID

Oct 8, 2026 53 min

David Brooks: How to bridge America’s divide

Sep 22, 2026 1 hr 17 min

Angela Duckworth: Why Grit isn’t Enough and How to Get Situated

Sep 8, 2026 1 hr 3 min

Angela Duckworth, bestselling author of Grit, returns with a powerful new idea: success depends not only on your character and perseverance, but also on the people, places, cultures, and environments surrounding you. In her new book, Situated: Find the People and Places That Bring Out Your Best, the University of Pennsylvania and Wharton professor explains why grit and willpower are sometimes not enough. Instead of always asking, “What’s wrong with me?” Angela suggests asking a different question: “What’s wrong with my situation—and how can i change it?” In this conversation, Angela explains how to intentionally create situations that make success, better relationships, and positive change more likely. They explore how to recognize a culture that is holding you back, choose influential peers, find mentors without awkwardly asking someone to “be your mentor,” and design an environment that makes good decisions easier. Angela also discusses what Taylor Swift understood about the power of place, how parents shape children through behavior rather than lectures, and how changing the situation helped Angela and her husband navigate a crisis in their marriage. The conversation concludes with a wider examination of political polarization, social media, smartphones, public education, and the environments that increasingly separate us from people who think differently. Topics include: • Why grit is necessary but not sufficient • How your environment shapes your behavior and identity • When perseverance becomes a reason to remain in the wrong situation • How culture and peer groups influence career decisions• Practical strategies for finding mentors • Parenting through modeling rather than lecturing • Changing the situation instead of trying to change your spouse • Social media, smartphones, and political polarization • How to design surroundings that bring out your best Get Angela Duckworth’s new book, Situated: Find the People and Places That Bring Out Your Best:https://www....

Blake Mycoskie: No Magic Pill

Aug 25, 2026 54 min

Blake Mycoskie, founder of TOMS Shoes, joins Stan to discuss his entrepreneurial journey through the lens of negotiation, from losing The Amazing Race due to wrong assumptions to building TOMS’ one-for-one model that donated over 100 million pairs of shoes. He shares negotiation lessons from supply-chain struggles in Argentina and China, early PR-driven demand he couldn’t fulfill, and a costly Nordstrom deal he “won” by refusing boxes that later backfired. After selling TOMS for nearly $1B and moving to Jackson Hole, Blake describes losing purpose, falling into deep depression, and seeking external fixes before realizing fulfillment required inner work. He explains the role of community, reducing mental-health stigma, his No Magic Pill podcast, and his “Enough” bracelet nonprofit supporting mental-health causes. ------------------------------------ No Magic Pill Podcast: https://www.youtube.com/@NoMagicPillwithBlakeMycoskie Personal Website: https://blakemycoskie.com/Enough: https://blakemycoskie.com/enough Morning Water: https://blakemycoskie.com/morning-water 00:00 External Success Inner Crash 00:43 Meet Blake And The Big Life 02:04 Amazing Race Lesson 04:14 Risk Conviction And Early Hustles 06:28 Argentina Spark And Career Advice 08:35 Supply Chain Negotiation Reality 13:22 LA Times Orders And Customer Emails 15:48 Retail Growth And Channel Control 17:39 Airport Fan Moment And Storytelling 21:10 Breaking Into Retail By Showing Up 23:36 Nordstrom Box Negotiation Backfire 24:59 Nordstrom Box Fiasco 25:51 Stubborn Values Lessons 27:56 Post Exit Purpose Crash 30:23 Core Wound Enoughness 32:08 No Magic Pill Podcast 39:37 Community Beats Stigma 46:00 Serve Others Daily 48:28 First Steps for Help 49:51 Enough Bracelet Movement 52:40 Closing Reflections

Michael McFaul: Former U.S. Ambassador to Russia on Putin, China, and the Future of Democracy

Aug 11, 2026 53 min

In this episode of All Things Negotiation, Stanford professor and former U.S. Ambassador to Russia Michael McFaul discusses the difference between autocrats and democrats. How leaders like Putin, Xi, and Trump think differently than leaders who seek to protect democratic institutions. As someone who has known Putin since before his rise to power, Ambassador Mcfaul explains why he is not interested in personal friendship with American leaders and how offering unilateral concessions yields nothing in return. Ambassador McFaul reflects on the Obama-era Iran nuclear deal, arguing it successfully constrained Iran’s program and that Trump’s withdrawal accelerated Iran’s capacity while failing to meet stated objectives. He explains how autocrats are paranoid about democratic ideas, and he traces Putin’s evolution and obsession with Ukraine. The conversation covers leadership, U.S. polarization and isolationism, President Zelensky’s wartime transformation, the strategic importance of aiding Ukraine for European security and Taiwan deterrence, and how China uses international institutions and new multilateral bodies while maintaining a limited partnership with Russia. Check out Michael’s new book: https://www.amazon.com/Autocrats-vs-Democrats-America-Disorder/dp/B0DW2GWHLQ 02:59 IRAN & THE NUCLEAR DEAL 06:21 UNDERSTANDING PUTIN 14:14 NEGOTIATING WITH PUTIN 18:47 TRUMP & THE AUTOCRATIC PLAYBOOK 22:38 NAVALNY 25:13 POSSIBLE BUMPER 28:21 BEGIN ENDING 28:28 UKRAINE & ZELENSKY 39:37 CHINA & XI 47:25 MOVE FORWARD 50:07 ALLIES & CLOSING

Roger Carstens: America’s Chief Hostage Negotiator

Jul 21, 2026 1 hr 11 min

Stan talks with Roger Carstens, former U.S. Special Presidential Envoy for Hostage Affairs and ex–Army Ranger/Special Forces officer, about high-stakes hostage negotiations and the realities of persuading adversaries. Carstens explains how the hostage office was created after U.S. failures in Syria, argues engagement is essential despite “we don’t negotiate” rhetoric, and reports his team helped bring home 65 Americans and over 250 non-Americans. He details preparation methods, identifying true decision-makers, and the often tougher “interagency combat” inside Washington. Case discussions include Russia prisoner swaps involving Viktor Bout, expanding negotiations into a multi-country deal, efforts to include Alexei Navalny, and the importance of allies. He describes President Biden’s deep involvement with Gaza hostage families, contrasts Iranian tactics with other states, and emphasizes trust, empathy, transparency, intuition, and creativity. 01:55 Military Roots of Negotiation 02:57 Special Forces Mindset 05:22 Hostage Envoy Office Origins 07:21 Why You Must Engage 09:38 Inside a Russia Swap Prep 10:50 Finding the Real Decision Makers 14:50 Interagency Friction and Resilience 17:00 Families as Creative Partners 19:53 What Makes a Fair Trade 24:05 Hardest Negotiation Is Internal 25:27 Victor Bout After Release 26:28 Enlarging the Swap With Allies 28:35 Navalny on the Table 33:18 Allies and Trust at the Top 34:10 Biden and Gaza Hostage Families 36:47 Tragedy on the Call 38:45 White House Takes Lead 40:26 Relationships First 41:42 Iranian Negotiation Games 44:02 Winning Over the Taliban 47:45 Maduro and Venezuela Lessons 53:07 Intuition and Judgment 58:28 China and Building Rapport 01:01:39 Surging Trust Fast 01:06:33 Lightning Round and Closing Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years.

Christa Gannon: Negotiating With Kids the System Gave Up On

Jun 30, 2026 55 min

Stan interviews Christa Gannon about founding Fresh Lifelines for Youth (FLY) after volunteering with incarcerated teens and asking what could have prevented their involvement with the justice system. A former UC Santa Barbara basketball All-American and Stanford Law graduate, Gannon describes negotiating with fear to take a nontraditional path, learning entrepreneurial lessons from sports, and using deep listening to co-design programs with youth around legal education, mentoring, and leadership development. She discusses the demographics and trauma many justice-involved youth face, the use of role plays to teach life skills and conflict resolution, and the importance of authenticity, consistency, and humility in earning trust. The conversation covers persuading system stakeholders and donors with shared goals, outcomes, and youth-centered storytelling, plus FLY’s results in reducing recidivism and building hope, and Gannon’s later transition from CEO and her work supporting leadership transitions. Check out FLY: https://flyprogram.org 00:00 Vision Beyond Prison 00:22 Choosing a Different Path 02:29 Claiming the Torch 04:23 Athlete Mindset for Leadership 05:52 Juvenile Hall Catalyst 07:31 Founding FLY Mission 09:00 Credibility and Permission 10:49 Who the Youth Are 13:23 Deep Listening Co Creation 15:36 Teaching Through Role Plays1 8:21 Persuading Systems and Stakeholders 20:06 Authenticity Builds Buy In 23:02 Trust Story Football Mentor 25:34 Role Plays in Real Life 26:28 Mentor Program Lesson 27:51 Volunteer Consistency Matters 29:19 Parents Gangs Ripple Effects 31:56 Replacing Gang Belonging 32:34 Justice System Stakeholders 34:43 Donors Stories Ethics 39:10 Measuring Youth Outcomes 40:32 Teaching Conflict Skills 41:44 Meeting Kids Where They Are 44:34 Work Family Balance 48:29 Founder Transition Bridge 50:28 Transition Advice Closing Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a...

How to Have Difficult Conversations with Sheila Heen

May 27, 2026 56 min

Stan interviews longtime friend and Harvard professor Sheila Heen about why difficult conversations derail and how to handle them more effectively. They discuss the “hero/villain/victim” stories people tell when frustrated, how smart people can listen poorly by focusing on what’s wrong, and why many conflicts are “switch-track” disagreements where each person thinks the conversation is about something different. The conversation also covers political polarization, complex identities, and Heen’s course on negotiating money, wealth, happiness, and meaning. 00:00 Intro 03:06 What Makes Talks Hard 04:30 Avoidance And Timing 06:53 Family Conversation Traps 08:54 Hero Villain Victim 10:06 Respond To Feelings 12:40 Switch Track Conversations 14:25 Empathy Versus Assertion 18:04 Loss 19:43 Intent Versus Impact 20:33 Comment Dilemma 23:15 Intent/Impact Lesson 27:34 Beyond Blame To Contribution 29:50 Identity Fuels Polarization 33:00 Antidotes To Political Divide 34:50 Marriage Conflicts That Persist 38:41 Negotiating Money And Self Worth 42:36 Money Talks For Couples 49:01 Lifestyle Creep And Meaning 51:57 Lightning Round Conversation Tools 54:58 Resources And Farewell Check out Sheila at: https://www.stoneandheen.com/training-consulting Buy Her Book: https://www.stoneandheen.com/ Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years.

Negotiating the New Cold War with China

May 12, 2026 51 min

China expert Rush Doshi explains how the US should negotiate and compete with China amid deep mutual distrust and differing views of intentions. Rush Doshi is regarded as one of the leading voices on US policy toward China, and he argues that China’s strategy shifts with its perception of American power—ebbing and flowing with the state of US policy decisions. Stan and Rush discuss his insight from being in a key figure in the rooms of prior negotiations and how that shapes his view of the current state of US policies: what works and what doesn't.Rush points out the key weakness the US has when squaring up to China on the international stage, but he also shares what the US can do to win the competition. Check out Rush's book: https://www.rushdoshi.com/thelonggame 01:41 China Reads US Power 03:00 From Biding Time To Boldness 04:16 Why Beijing Feels Confident 05:11 Managing Distrustful Talks 08:14 Biden Era Negotiation Phases 10:06 Trade War And Rare Earth Shock 13:58 Strategic Versus Tactical Bargaining 16:30 Scale Decides Great Powers 21:53 Allied Scale As The Answer 24:08 Using Leverage With Allies 25:24 Tariffs After Court Ruling 25:51 Allied Scale For Minerals 27:33 Sticks Versus Strategy 28:03 Domestic Politics And Blowback 30:45 Distraction And Strategic Opportunity 32:13 Taiwan Policy In Flux 34:22 Chips Deals And Credibility 37:27 Strategic Ambiguity And Stability 41:07 Managed Competition Framework 46:08 Russia Ukraine And China4 8:12 Making The Case At Home 50:27 Congress And Closing Thoughts Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years.

Sal Khan on AI, Education, and the Future of Work

Apr 21, 2026 50 min

Sal Khan reflects on growing Khan Academy from tutoring cousins in 2004 into a nonprofit serving nearly 200 million registered users across 50+ languages with 350 staff, driven by a mission of free, world-class education for anyone, anywhere. Sal shares how he negotiated with himself and his collaborators to keep Khan Academy a non-profit organization that's mission-driven. He dives into the most prominent issues facing education today including systemic problems inherited from the incumbents in the space, as well as new challenges and opportunities being ushered in with the rise of AI technology. Check out schoolhouse.world. http://schoolhouse.world/ Please consider donating to Khan Academy http://khanacademy.org/donate 00:00 Khan Academy Scale 00:27 Why It Became An Institution 02:05 Origin Story Tutoring Cousins 04:15 Money Versus Mission 06:51 Why Stay Nonprofit 09:52 Working With School Systems 12:52 Winning Teacher Trust 15:58 District Negotiations And Privacy 19:09 OpenAI Outreach And GPT-4 Demo 22:10 Building Conmigo AI Tutor 23:39 Beyond Tutoring Writing And Cheating 24:03 AI Writing Coach Workflow 24:50 Assessing Soft Skills 26:27 Next Gen Standardized Tests 26:56 Scaling Durable Skills Training 28:20 Why He Wrote Brave New Words 32:50 Rethinking What Schools Teach 33:26 Who Sets Curriculum Signals 37:13 Job Shock and Automation Fears 39:28 Who Pays for Reskilling 43:20 Screen Time and Healthy Tech 45:18 Can Khan Reduce Inequality 47:28 Global Impact Stories Wrap Up Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years.

Robert O'brien: An Insider's View on How Trump Actually Negotiates

Apr 1, 2026 35 min

Former Trump Special Envoy for Hostage Affairs and National Security Advisor Robert C. O’Brien discusses behind-the-scenes negotiation lessons from hostage cases and major foreign-policy deals. O’Brien describes his approach as implementing President Trump’s decisions, crediting that alignment for successes including the Abraham Accords. He gives a candid look at what operations inside the Trump administration looks like. Robert and Stan weigh the merits and perils of Trump's personal negotiating style and the effects it might have on the U.S standing in the world. 00:00 Trump Negotiation Style 00:26 Meet Robert OBrien 01:39 ASAP Rocky Case 03:30 Tough Talk With Sweden 05:27 From Hostages To NSA 07:27 Abraham Accords Breakthrough 10:59 Kushner And Internal Pushback 12:07 West Bank Red Line 14:25 Maximalism And Greenland 17:35 Unpredictability And Kissinger 19:48 Taiwan And China Strategy 21:55 Allies And Burden Sharing 24:38 Soleimani And Syria Deal 27:51 Erdogan And Long Term Ties 31:17 Negotiation Skills And Unity Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years.

Fareed Zakaria: Navigating a World of Rising Powers and Shifting Alliances

Mar 12, 2026 46 min

In this conversation with Fareed Zakaria, the discussion centers on negotiation as the core of foreign policy and the danger of confusing tactical success with strategic clarity. Zakaria weighs in on the U.S conflict in Iran and shares a dire warning about how it could affect U.S negotiations for years to come. Stan and Fareed discuss a wide range of bilateral relationships and the potential risk of an “imperial trap” we might be falling into as we erode trust and the post-1945 order. Check out Fareed on his podcast: https://www.cnn.com/audio/podcasts/fareed-zakaria-gps And CNN: https://podcasts.apple.com/iq/podcast/fareed-zakaria-gps/id377785090 00:00 Tactics vs Strategy 01:33 Iran Talks Undermined 03:46 Israel US Goals Diverge 06:00 Iraq Lessons and Aims 08:20 Pressuring Israel 12:25 China Reads the Signals 15:11 Tariffs and Trust 18:01 Allies and Supply Chains 21:55 India and Turkey 23:11 Turkey Drifts Westward 23:59 Pressuring Putin to Talk 25:43 Both Sides and Overreach 28:50 Norms Versus Guardrails 32:00 Why Congress Stays Silent 35:35 Can GOP Reclaim Reagan 38:03 Democrats and Culture Wars 42:10 Great Negotiators and Wrap Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years.

Jenna Nicholas: Negotiating For Purpose And Profit

Feb 24, 2026 45 min

In this podcast episode, Stan welcomes investor and CEO Jenna Nicholas to discuss the growing inflection point where financial performance aligns with social and environmental impact. They explore Nicholas’s book, "The Enlightened Bottom Line: Exploring the Intersection of Spirituality, Business and Investing," including her motivation to interview investors and business leaders about transformational moments, values, and legacy. Nicholas shares case studies such as Patagonia’s Holdfast Collective structure to perpetuate environmental impact, Panera’s COVID-era partnership to provide school lunches through USDA support, and companies like Devoted Health and Barry-Wehmiller that connect trust and empathy to business performance. Check out Jenna's book at: https://www.jenna-nicholas.com/ 00:00 Impact Investing Inflection 00:57 Negotiation Lessons Revisited 01:48 Why Write The Book 04:26 Patagonia And Panera Stories 07:33 HEAL Framework Explained 08:15 ESG Goes Mainstream 14:46 Convincing The Skeptics 17:00 Trust Purpose And Performance 19:39 Spirituality At Work 23:13 Embedding Values In Culture 25:21 What Is Impact Experience 33:40 Measuring Outcomes And Commitments 35:50 Education Equity Breakthroughs 41:47 Deep Listening As Persuasion 44:36 Closing Thoughts And Book Plug

Jeremy Andrus: The Turnaround Entrepreneur behind Traeger Grills

Feb 10, 2026 1 hr 3 min

In this revealing episode, Stan sits down with Jeremy Andrus, CEO of Traeger Grills, to delve into his gripping experiences in entrepreneurship and business transformation. Jeremy shares the tumultuous journey of rethinking and reinventing Traeger Grills amidst economic upheavals, tariffs, and a toxic corporate culture. The conversation covers the critical importance of negotiation, managing complex supplier relationships, leveraging partnerships with major retailers like Costco, and the power of transparency in leadership. Alongside anecdotes from his time at Skullcandy and a harrowing poisoning scare in China, Jeremy offers invaluable insights into building a resilient business that's not just about survival, but winning. 00:27 Meet Jeremy Andres: CEO of Traeger Grills 01:12 Navigating Challenges: COVID and Tariffs 02:47 Reinvention and Survival Strategies 05:38 Transparency and Team Communication 10:43 Jeremy's Harvard Business School Journey 13:16 Early Entrepreneurial Struggles 17:17 Joining Skullcandy: The Early Days 21:55 Negotiating Deals and Raising Capital 29:05 Acquiring Traeger Grills: The Surprises 30:04 Acquiring a 27-Year-Old Business 30:35 Cultural Challenges and Realizations 33:01 Negotiating a Buyout 33:34 Revamping the Supply Chain 34:37 Dealing with Toxic Culture 36:59 Retail Negotiations and Battle Scars 37:25 Costco's Tough Negotiation Tactics 48:38 Supplier Negotiations in China 55:54 Building Strong Supplier Relationships 01:03:33 Conclusion and Final Thoughts Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years. #AllThingsNegotiation #NegotiationStrategy #DealMaking #BusinessLeadership #EntrepreneurMindset #MethodicalThinking #BATNA #Leverage #SalesLeadership #FounderLife #CLevelLeadership #StrategicThinking #BusinessPodcast #StanAndJeremy #Traeger

David Neeleman: The JetBlue founder who built five successful airlines

Jan 13, 2026 43 min

In this episode, Stan welcomes David Neeleman, a renowned figure in the airline industry, for an in-depth conversation on the intricacies of building successful airlines. David, who has founded five airlines including JetBlue and Breeze Airways, shares his insights on effective negotiation, leadership, and personal growth. The discussion covers his career journey, significant milestones, key strategies in negotiating with stakeholders, and maintaining a strong company culture. David also opens up about challenges, including his time at Southwest Airlines and the infamous Valentine's Day crisis at JetBlue, and the lessons learned from these experiences. 01:04 David Neeleman's Early Career and Morris Air 02:21 The Sale to Southwest Airlines 04:43 Challenges at Southwest and Moving On 06:33 Founding WestJet and Navitaire 09:40 The Birth of JetBlue 11:17 JetBlue's Success and Differentiation 13:29 Negotiating with Boeing and Airbus 16:03 Customer Engagement and Communication Strategies 22:14 Total Transparency and Accountability 22:39 The Valentine's Day Massacre Crisis 25:43 Lessons from Getting Fired 29:51 Founding Azul Airlines 32:18 Navigating Cross-Cultural Challenges 34:14 The Success of Breeze Airways 42:25 Effective Negotiation Strategies 43:34 Advice for Young Professionals Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years.

Chip Conley: The entrepreneur who reinvented three industries

Dec 9, 2025 56 min

In this episode, Stan talks with Chip Conley, an iconic entrepreneur and the founder of the Joie De Vivre hotel chain, a key player in Airbnb, and the creator of the Modern Elder Academy. They dive into the principles of karmic capitalism, lessons learned from building and scaling multiple successful businesses, and strategies for maintaining a good reputation. Chip shares his experiences at Airbnb, dealing with regulation challenges, and the importance of inter-generational collaboration. They also discuss the Modern Elder Academy, where Chip helps individuals navigate midlife transitions and find new purpose. This episode is rich with lessons in negotiation, leadership, and holistic thinking. Check out: Chip’s Youtube: https://www.youtube.com/@TheMidlifeChrysalisPodcast Modern Elder Academy: https://www.meawisdom.com/ Chip’s podcast: https://www.youtube.com/@TheMidlifeChrysalisPodcast 00:00 Introduction to Karmic Capitalism 00:20 Meet Chip Conley: Entrepreneurial Journey 02:48 Founding Joie de Vivre Hotel Chain 05:55 Negotiating with Bands and Tour Managers 11:26 Risk and Decision Making in Business 15:21 Hotel Vitale: A Case Study in Negotiation 19:26 Managing Through Economic Downturns 23:34 Transition to Airbnb and Burning Man Involvement 29:20 The Ethos of Burning Man 29:39 Negotiation Strategies and Personal Stories 31:46 Joining Airbnb: A New Challenge 33:08 Building Culture and Facing Challenges at Airbnb 36:33 Navigating Co-Founder Dynamics 40:28 Regulation and Host Relations 45:02 Founding the Modern Elder Academy 48:09 Helping People Navigate Midlife Transitions 52:25 The Value of Wisdom and Experience 54:56 Conclusion and Final Thoughts

David Rubenstein: Carlyle Co-Founder on Negotiation Lessons from Wall Street to Washington

Nov 20, 2025 49 min

In this insightful episode you will learn about the power of persuasion and negotiation from David Rubenstein, co-founder of The Carlyle Group. Dive into his extensive experience in relationship-building, fundraising, and leadership. Discover Rubenstein's methods for becoming an effective communicator and the significance of self-deprecating humor and active listening in negotiations. Gain an insider's perspective on political dynamics, U.S. presidencies, and nonprofit leadership as Rubenstein shares stories from his distinguished career. Whether in business, politics, or personal relationships, find out how persistence, integrity, and bipartisanship are key to success. 00:00 Introduction: The Power of Persuasion 01:00 Building Relationships: Insights from David Rubenstein 01:38 Developing an Outgoing Personality 03:34 Lessons from Ted Sorenson 04:47 The Role of Persistence in Fundraising 08:17 Recruiting and Integrity at Carlisle 11:36 Leadership Transitions at Carlisle 14:36 Current Political Climate and Bipartisanship 21:07 International Relations and Allies 23:06 Presidential Power and Persuasion 25:45 Trump's Popularity in the Middle East 26:52 Reflecting on Jimmy Carter's Legacy 28:08 Challenges in Leading Nonprofit Organizations 32:19 The Role of Presidents in Negotiation 33:05 Evaluating Presidential Effectiveness 38:48 Obama's Struggles with Bipartisanship 40:39 Supreme Court Confirmations and Politics 42:03 Perspectives on Reagan and Bush 45:19 Biden's Negotiation Challenges 46:27 US-China Relations 47:52 The Importance of Negotiation Skills 50:12 Conclusion and Final Thoughts

Jake Harriman: Building Trust Across Political Lines at More Perfect Union

Nov 4, 2025 56 min

In this compelling episode, Jake Harriman, founder of More Perfect Union, discusses his mission to bridge America's partisan divide through community service, civics, and social gatherings. Harriman, a former Marine with extensive combat experience in Iraq, shares how his military background and a transformational encounter in Southern Iraq pushed him to address extreme poverty in Africa through the nonprofit Nuru International. He later transitioned to More Perfect Union, inspired by the growing political divide in America. The conversation covers Harriman's active efforts in various communities, from rural Texas to urban Washington D.C., to unite people across political lines through structured activities and curated conversations. Key negotiation lessons emphasize active listening, empathy, and finding common ground. 00:00 Introduction to the Guest and His Mission 01:10 Jake's Military Background and Lessons Learned 02:10 Negotiation Stories from the Battlefield 12:37 A Life-Changing Experience in Iraq 17:33 Founding NRU International 19:42 Challenges and Successes in Africa 27:14 Negotiation Tactics in Challenging Environments 27:58 Ensuring Safety in Remote Areas 29:05 Building Trust with Local Leaders 30:45 Personal Stories of Security and Negotiation 32:03 Faith in the Military's Loyalty 33:23 Transition to More Perfect Union 35:24 Founding More Perfect Union 37:02 Brickyards: Building Community Trust 40:15 Success Stories from Brickyards 48:25 Recruiting and Training Brickyard Leaders 55:48 Final Thoughts and Getting Involved Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years.

Hannah Riley Bowles: Lessons on gender, power and negotiation

Oct 14, 2025 41 min

Join us in an insightful conversation with Hannah Riley Bowles, a professor at Harvard's Kennedy School and an expert in negotiation. In this episode, we delve into the intricacies of gender differences in negotiation, strategies for closing the gender pay gap, and the socio-economic and family dynamics influencing women's career advancement. Learn about the essential S.U.R.E framework for effective negotiation and uncover the impact of family support systems on career growth. Whether you're negotiating a salary, balancing family and work, or seeking relationship harmony, this discussion provides actionable advice and profound insights. See more of Hannah's work here: https://hbr.org/2021/01/negotiating-your-next-job https://hbr.org/2014/06/why-women-dont-negotiate-their-job-offers 00:00 Introduction: Gender and Negotiation 00:29 Meet Hannah Riley Bowles 01:09 Do Men and Women Negotiate Differently? 03:35 The SURE Framework for Negotiation 12:52 Women, Career Advancement, and Family 33:14 The Role of Grandparents and Extended Family 38:14 Conclusion: The Importance of Negotiation Training Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years.

Dave Ferguson: From Waymo to Nuro and the Future of Self-Driving Cars

Sep 30, 2025 48 min

Stan is joined by Dave Ferguson, Co-Founder and President of Nuro. In this episode, Dave discusses his transition from Waymo to Nuro, the pivotal shifts in their business model, and how they've managed to secure a monumental partnership with Uber and Lucid to create robo-taxis. Dave also opens up about the challenges faced during Nuro's evolution, from team restructuring to investor negotiations, and offers a glimpse into the future of autonomous vehicles. Don't miss this episode filled with valuable lessons on leadership, technology, and the path to a safer, autonomous future. 00:00 Introduction and Guest Overview 01:26 Dave Ferguson's Background and Early Career 03:24 Founding Nuro and Co-Founder Dynamics 05:45 The Role of Coaching in Leadership 07:06 Nuro's Initial Vision and Market Challenges 09:30 The Strategic Pivot and Its Implications 15:47 Navigating Partnerships and Investor Relations 18:34 Post-Pivot Challenges and Negotiations 24:40 Employee Motivation and Overcoming Friction 25:07 Honesty and Vulnerability in Leadership 26:18 Handling Employee Turnover 28:06 Introduction to Nuro's New Business Model 30:51 Partnerships with Uber and Lucid 34:39 The Importance of Trust in Negotiations 41:57 Future of Autonomous Vehicles 47:35 Conclusion and Final Thoughts Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years.

Sami Inkinen: The Triathlon Champion Who Built 2 Multi-Billion Dollar Companies

Sep 18, 2025 47 min

Join Stan as he dives deep into the remarkable entrepreneurial journey of Sami Inkinen in this episode of All Things Negotiation. A two-time successful entrepreneur, Inkinen co-founded Trulia, an online real estate marketplace, and Virta Health, a revolutionary company aimed at reversing type 2 diabetes. Throughout the conversation, Inkinen shares insights on grit, risk-taking, and authenticity in the business world. Discover the highs and lows of startup life, the importance of burn-the-lifeboats mentality, and invaluable lessons on negotiation and long-term relationships from a leader whose ventures are valued at multiple billions of dollars. Whether you're a budding entrepreneur or a business veteran, Inkinen's stories of overcoming obstacles, staying focused, and balancing personal life are bound to inspire and inform. 00:00 The Harsh Reality of Entrepreneurship 00:25 Introducing Sami Inkinen: A Rare Breed of Entrepreneur 01:08 Sami's Early Life and Entrepreneurial Journey 02:07 Grit and Achievements: From Triathlons to Rowing Across the Pacific 04:17 The Birth and Growth of Trulia 09:38 Overcoming Challenges at Trulia 12:34 Transition to Virta Health: A New Mission 15:09 Virta Health's Approach to Reversing Type 2 Diabetes 19:34 Challenges in the Healthcare Industry 24:00 The Power of Probabilistic Results 24:43 Taking Risks and Innovating in Healthcare 27:13 Burning the Lifeboats: A Philosophy for Entrepreneurs 35:44 Balancing Multiple Identities 38:52 The Importance of Authenticity and Vulnerability 44:11 Advice for Young Founders on Negotiation Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years.

Toyin Ajayi: Building a Multi-Billion Dollar Business That Delivers Healthcare Equity

Sep 3, 2025 50 min

In this episode, Stan interviews Dr. Toyin Ajayi, a physician, entrepreneur, and co-founder of Cityblock Health. They discuss the challenges of healthcare delivery for underserved populations, building trust, value-based care, entrepreneurship, and lessons in negotiation and persuasion. 00:00 - Introduction: The Art of Selling as a CEO 00:18 - Meet Dr. Toyin Ajayi & Cityblock Health 00:37 - Toyin’s Journey: Gaps in Medicaid Healthcare 01:48 - The Revolving Door of Healthcare 03:13 - Redesigning Care for Real Impact 04:33 - Problems Cityblock Health Solves 06:30 - Burnout & Moral Injury in Healthcare 08:09 - Aligning Incentives: Patients, Providers, Payers 09:02 - How Cityblock’s Model Works 10:00 - Negotiating with Insurers & Enterprise Sales 13:09 - Value-Based Arrangements & Preventative Care 15:40 - Misaligned Incentives in Healthcare 18:46 - The Role of Regulators & CMS 20:05 - Administrative Complexity in US Healthcare 22:05 - Building Trust with Patients 24:05 - Anecdotes: Earning Patient Trust 27:00 - For-Profit with a Mission: Aligning Investors & Impact 29:45 - Current Events: Medicaid Policy & Technology 32:00 - Advice for Entrepreneurs: Negotiation & Listening

Edward Alden: Trump’s Trade and Tariff Negotiations

Aug 20, 2025 39 min

In this episode, Stan hosts Edward Alden, a senior fellow at the Council on Foreign Relations and an expert on trade and trade policy. The discussion dives deep into President Trump's approach to tariffs and trade, examining the strategic rationale, economic impact, and international relations fallout.They discuss the historical context of the global trade order, the complexities of modern economic policies, and the potential long-term consequences for the U.S. economy and its global alliances. Through a critical lens, Alden and Stan explore whether Trump's tariff strategies are beneficial or detrimental, touching on specific examples like China's role and the contentious nature of the administration's negotiation tactics. 00:00 Introduction to Tariffs and Trade Policy 00:37 Meet Ed Alden: Trade Policy Expert 01:18 Trump's Trade War: An Overview01:49 Historical Context of Global Trade 03:33 Trump's Trade Philosophy and Goals 05:40 Impact of Tariffs on the Economy 07:24 Trump's Personal Involvement in Trade Negotiations 08:27 Market Reactions and Economic Predictions 14:27 Transactional Trade Deals vs. Strategic Agreements 19:53 Challenges and Future of US Trade Policy 25:16 Discussing Trump's Simplistic Approach to Complex Problems 25:23 The Elephant in the Room: US-China Trade Relations 25:30 Trump's Strategy: Building a Wall Around China? 26:32 Biden's Coordinated Approach vs. Trump's Unilateral Actions 28:30 The Consequences of Alienating Allies 30:38 China's Strategic Win Amidst US Trade Policies 32:46 China's Subtle Violations of Trade Rules 36:04 The Rare Earth Minerals Negotiation 38:30 Taiwan and Semiconductors: A Parallel Issue 41:13 Congress's Abdication of Trade Authority 44:27 The Historical Context of Tariffs 50:24 Advising Trump on a Strategic Trade Approach

Sarah Franklin: Leading in Tech as a Female CEO

Aug 6, 2025 38 min

In this episode, we are joined by Sarah Franklin, CEO of Lattice and former President and Chief Marketing Officer at Salesforce. Sarah shares her journey from 16 successful years at Salesforce to leading one of the top HR tech companies. Listen to her insights on building confidence, negotiating culture, and empowering employees. Sarah also discusses the role gender has played in her career, offering valuable advice for young women in leadership. Learn about the importance of community, the value of emotions in the workplace, and her vision for a supportive infrastructure for women and families. 00:00 Introduction and Guest Overview 01:04 Sarah Franklin's Trailblazer Moment at Salesforce 02:37 Transition to CEO of Lattice and Culture Building 04:39 Leading by Example and Empathy in Leadership 07:25 Empowering Employees and Gender Dynamics in Leadership 10:06 Challenges and Strategies for Women in Leadership 14:17 Balancing Work and Family as a Female Leader 20:29 Mentorship and Supporting Women in the Workplace 29:55 Emotional Intelligence and Logical Decision Making 39:16 Conclusion and Final Thoughts

Matt Abrahams: How to Think Faster, Talk Smarter

Jul 23, 2025 56 min

In this episode, we dive deep into the art of communication with Matt Abrahams, a Stanford GSB professor and author of 'Think Faster, Talk Smarter.' Matt discusses the importance of empathy in communication, how to be persuasive, effective listening, and dealing with anxiety. The conversation also explores practical frameworks for structured and spontaneous communication, pitching techniques, and navigating difficult conversations. Matt shares his insights on influential communicators and offers valuable advice for young professionals and anyone looking to improve their communication skills. Don't miss this insightful discussion filled with actionable tips and strategies! Check out Matt's book: https://geni.us/qZXj?redirect_from=podpage Check out Matt's Conversation with Rachel Greenwald: https://bit.ly/4m2PMfG Check out Matt's Podcast: https://www.fastersmarter.io/ 00:00 Building Relationships Through Communication 00:31 Introducing Matt Abraham's: A Communication Expert 02:02 The Importance of Strategic Communication 03:36 Frameworks for Effective Communication 07:18 Understanding Your Audience 12:46 Managing Public Speaking Anxiety 25:48 Effective Pitching Techniques 29:08 Key Components of a Successful Pitch 30:05 The Importance of Spontaneous Communication 30:48 Pattern Recognition and Preparation 33:10 Handling Difficult Conversations 36:15 The Power of Listening 40:59 Effective Social Media Communication 42:01 The Value of Small Talk 45:45 Advice for Young Professionals 47:53 The Art of Apologizing 53:41 Recommended Reading on Communication 54:58 Conclusion and Final Thoughts

Mike Cagney: Negotiation and the Blockchain

Jul 8, 2025 57 min

In this episode, we dive into an insightful conversation with Mike Cagney, an influential entrepreneur recognized for his pivotal role in the fintech space. Mike co-founded SoFi, one of the most successful financial startups of all time, and later established Figure Markets, emphasizing blockchain to innovate and disrupt traditional financial markets. We explore Mike's experiences with cryptocurrency, his strategies for navigating complex negotiations, and his views on the future of blockchain in the financial ecosystem. Mike also shares valuable lessons from his entrepreneurial journey, including the intricacies of managing investor relations, regulatory challenges, and cultural dynamics within a fast-growing startup. This episode is packed with actionable insights for entrepreneurs, fintech enthusiasts, and anyone interested in blockchain technology. 00:23 Introducing Mike Cagney: FinTech Pioneer 01:09 Blockchain and Cryptocurrency Insights 03:01 The Future of Payments and Stablecoins 06:09 Disrupting Capital Markets with Blockchain 08:18 Overcoming Blockchain Skepticism 17:18 Navigating Regulatory and Lobbying Challenges 27:53 Lessons from SoFi: Equity Splits and Fundraising 31:33 The $10 Million Mistake 32:12 Negotiating with Rakuten 32:48 The SoftBank Pitch 33:53 The $175 Million Commitment35:19 SoftBank Backs Out 37:01 The Board Pitch 39:42 Reallocating Founder Equity 44:46 Lessons on Culture and Hiring 48:51 Navigating Near-Death Experiences 51:36 Final Thoughts on Negotiation

Don Faul: Platoon Leader → Silicon Valley Executive → CrossFit CEO

Jun 25, 2025 57 min

In this episode, Don Faul, the CEO of CrossFit, shares his remarkable career journey, emphasizing the key lessons in leadership and negotiation he learned along the way. Starting his career as a Marine platoon commander, Don transitioned to Silicon Valley, working at Google, Facebook, and Pinterest during their early and hyper-growth phases before leading CrossFit. The discussion covers his leadership approach, negotiation tactics, and the strategies that helped transform CrossFit into a global fitness powerhouse. Whether you're interested in the dynamics of leadership, the intricacies of negotiation, or the evolution of a fitness brand, this episode offers a wealth of knowledge and inspiration. Tune in to learn about the negotiation principles Don applied both internally and externally and the importance of understanding and aligning with people's motivations. 00:00 Introduction to Leadership and Guest Don Faul 01:04 Don Faul's Career Journey 02:38 The CrossFit Experience 08:39 Challenges and Changes at CrossFit 19:56 Management and Innovation at CrossFit 27:20 Reflections on Leadership and Negotiation 28:05 Reflecting on Negotiation Lessons from the Marines 28:30 Managing Emotions in High-Stress Situations 29:52 The Importance of Taking a Step Back 30:29 Early Career Decisions and Learning from Mistakes 31:22 Navigating Free Speech Challenges at Facebook 32:15 Internal Negotiations and Policy Conflicts 41:23 Lessons from Pinterest: Scaling and Structuring 46:47 Overcoming Challenges in Equity Compensation 52:31 Negotiating with Big Brands as a Small Company 56:59 Final Thoughts and Reflections

Chad Hutchinson: From NFL quarterback to buying sports teams

Jun 3, 2025 1 hr 2 min

In this episode, we delve into the remarkable journey of Chad Hutchinson, one of only seven individuals to have played in both the NFL and the MLB. Chad was both a pitcher for the St. Louis Cardinals and a quarterback for the Dallas Cowboys. But he didn't just hang up his boots and call it quits after his pro-sports career: he went back to the bottom of the finance world and worked his way to becoming a Partner at the successful PE firm Arctos, pioneering sports franchise acquisition. Discover how Chad transitioned from the ultra competitive world of sports to a thriving career in finance. Chad shares insights on his decision-making processes, from choosing between MLB and NFL offers to navigating complex negotiations with sports team owners in private equity. Learn about the values and lessons Chad acquired from his mentors and the pivotal moments that shaped his path. Don't miss Chad's inspiring story and his practical wisdom on achieving success in multiple high-stakes arenas. 00:00 Introduction to Winning and Success 00:19 Meet Chad Hutchinson: Dual-Sport Athlete 01:03 Chad's Early Life and Sports Beginnings 01:58 High School Breakthroughs and College Decisions 04:32 Negotiation Lessons from Scott Boris 08:19 Transition to Professional Baseball 10:24 Steroid Era and Lessons from Mark McGuire 16:25 Transition to Professional Football 20:03 Negotiating with Jerry Jones 26:13 First NFL Game Against Peyton Manning 28:03 Transition from Sports to Finance 29:12 Facing the Daunting Transition from Sports to Finance 29:47 Building Marketable Skills and Networking 30:39 Humbling Beginnings in the Workforce 32:20 Navigating the Financial Crisis and Buying Distressed Assets 33:26 Grit and Persistence in Business 34:38 Experience at Sixth Street and Learning Agriculture 39:21 Transition to OSE Partners and the Business of Sports 51:56 Investing in College Sports and NIL 58:20 Rapid Fire Questions and Final Thoughts

Four-Star General Stanley McChrystal: What War Taught Me About Resolving Conflict

May 20, 2025 1 hr 12 min

In this episode, we are honored to have a conversation with General Stanley McChrystal, a legendary military leader. We delve deep into his thoughts on the importance of negotiation in the military, his experiences leading JSOC operations in Iraq and Afghanistan, and the crucial role of character in leadership. General McChrystal shares valuable insights from his new book, 'On Character: Choices That Define a Life,' and discusses the intricate art of negotiation, from dealing with heads of state to commanding elite special forces, and the value of relationships in both military and civilian spheres. Read the General's New Book: https://bit.ly/3F1aGfx 00:00 Introduction and Guest Overview 01:36 General McChrystal's Book: On Character 03:46 Leadership and Team Dynamics in Special Operations 06:34 The Hunt for Al-Qaeda Leader Zarqawi 12:12 Building Trust and Managing Risk in Military Operations 20:00 Interagency Collaboration and Negotiation 34:17 Challenges of Leading International Forces in Afghanistan 36:14 Navigating International Military Partnerships 38:53 The Importance of National Character 42:23 Building Trust with President Karzai 47:41 Challenges in Command and Communication 51:22 Reflections on Leadership and Negotiation 51:56 The Need for Character in Politics 01:01:52 Negotiating with Difficult Parties 01:10:23 Lessons from Military History 01:11:45 Conclusion and Final Thoughts Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years. #Negotiation #Stanleymcchrystal #StanChristensen

Joel Clark: Turning Kodiak Cakes into a household name

May 13, 2025 50 min

Stan chats with Joel Clark, the CEO of Kodiak Cakes. Joel takes us through his 25-year journey building the original whole grain protein-packed pancake mix company. Joel shares insights on early misconceptions about negotiation, the importance of open and transparent discussions, and how he negotiated his way through relationships with suppliers, retailers, and family members. Learn about the humble beginnings of Kodiak Cakes, the importance of standing for something, and Joel's strategies for forming strong partnerships. Don't miss this action-packed entrepreneurial story full of highs and lows, valuable lessons, and tips on successfully navigating the complex world of business negotiations. 00:00 Introduction to Negotiation 00:36 Meet Joel Clark: CEO of Kodiak Cakes 01:27 The Humble Beginnings of Kodiak Cakes 03:21 From Neighborhood Sales to Gift Shops 05:49 Breaking into Grocery Stores07:53 Building Relationships and Overcoming Challenges 12:40 Cold Calling and Early Sales Strategies 17:50 Balancing a Job and Growing a Business 19:49 Supplier Relationships and Product Quality 23:07 The Importance of Trust in Business 27:55 Rebuilding Trust and Early Decisions 28:36 Quitting the Job and Distribution Wins 29:06 Working with Family and Launching New Products 29:50 Bringing in a New Partner 32:04 Challenges and Successes with Costco 36:02 Consumer Feedback and Brand Integrity 39:41 Family Business Dynamics 44:55 Raising Capital and Choosing the Right Partners 50:36 Conclusion and Reflections

Keith Rabois: Negotiation Lessons From the Startup Trenches.

Apr 30, 2025 43 min

In this episode, Stan interviews Keith Rabois, an esteemed entrepreneur and venture capitalist known for his pivotal role in companies like PayPal, Square, and LinkedIn. Keith discusses the crucial role of persuasion in scaling a company, sharing stories from his early entrepreneurial days and providing valuable advice for startups on raising capital and negotiation. Keith delves into his philosophy of negotiation, the art of hiring relentlessly resourceful talent, managing employee motivation, and the importance of clarity in negotiations. The conversation also explores Keith's approach to investing, emphasizing the need for founders to possess persuasive skills, and highlights memorable pitches from companies like Airbnb. Keith offers practical advice for those looking to break into startups or secure meetings with influential figures. This rich dialogue is filled with actionable insights and real-world examples that aspiring entrepreneurs and investors will find invaluable. 00:00 The Importance of Persuasion in Scaling a Company 00:25 Introducing Keith Rabois: Entrepreneur and Investor 01:16 Keith's Negotiation Philosophy and Tactics 05:03 Lessons from PayPal and Other Early Ventures 10:13 Recruiting and Identifying Talent 14:05 Management and Employee Motivation 20:22 Transitioning to an Investor Role 23:16 The Path to CEO: Sales vs. Technical Founders 24:23 The Art of Persuasive Pitches: Lessons from Airbnb 27:14 Evaluating Teams: The CEO's Role 28:33 Friends and Family in Business: Risks and Rewards 32:03 Navigating Leadership Conflicts: Lessons from PayPal 34:39 Measuring Inputs vs. Outputs: Risk and Persuasion 36:28 Career-Changing Persuasion: From Law to Tech 40:08 Getting Noticed: How to Pitch to Investors 41:26 Persistence Pays Off: Breaking into Startups 42:16 Long-Term Relationships in Business 43:30 Full Circle: A Fun Anecdote 44:24 Conclusion and Final Thoughts Host Stan Christensen has spent his career working as a professional negotiator in a vari...

Robert Cialdini: The godfather of influence tackles negotiation

Apr 22, 2025 53 min

Stan has an insightful discussion with Robert Cialdini, a renowned professor at Arizona State University and author of the best-selling book, 'Influence'. In this episode, we explore the principles of influence and how they can be applied in various aspects of life, from personal relationships to business negotiations. Robert Cialdini shares practical tips on building rapport, the power of reciprocity, social proof, authority, and the importance of preparation. Learn how small changes in your communication can lead to significant differences in outcomes and discover techniques to enhance your persuasive abilities ethically and effectively. Whether you're looking to improve your negotiation skills or simply want to understand the science behind influence, this episode is packed with valuable insights. Read Robert's books: Persuasion- https://bit.ly/4lZ29KL Presuasion- https://amzn.to/443BK7Z Michael Lewis' Book - https://bit.ly/4cSpV6Y 00:00 Introduction to Influence 00:25 Meet Robert Cialdini 01:16 The Intersection of Influence and Negotiation 02:00 Principle of Liking 07:45 Principle of Reciprocity 14:06 Principle of Social Proof 16:56 Principle of Scarcity 23:30 Principle of Authority 26:12 Evaluating Authority and Implementation 26:44 The Power of Commitment: The Chicago Restaurant Story 28:58 Handling Stubborn Opinions with Concentrated Listening 33:12 The Importance of Preparation in Negotiation 36:11 Priming: Setting the Stage for Influence 45:28 Ethical Influence and Teaching Strategies

Sarah Robb O'Hagan: Stepping up and stepping out

Apr 8, 2025 54 min

In this episode, host Stan sits down with the dynamic Sarah Robb O'Hagan, former executive at Virgin Atlantic, Nike, Gatorade, and Equinox, and the author of 'Extreme You: Step Up, Stand Out, Kick Ass, Repeat.' They discuss the crucial role of building trust in negotiations, navigating complex turnarounds, and the importance of taking risks in one's career. Sarah shares insights from her diverse career, including working with Richard Branson, leading transformative projects at Nike, and managing turnarounds at Gatorade and Equinox. The conversation also delves into gender dynamics in leadership, the significance of resilience, and the power of teamwork. Tune in for an engaging and insightful discussion on leadership, negotiation, and personal growth. Check out Sarah's Book here: https://bit.ly/42d1n3m 00:00 Introduction to Sarah Rob O'Hagan 01:05 Sarah's Early Career at Virgin Atlantic 03:29 Lessons from Nike and Gender Dynamics 05:56 Navigating Internal Conflicts at Nike 09:37 Advice for Young Professionals 14:15 The Importance of Diversity in Teams 20:16 Challenges and Strategies at Gatorade 28:15 Transforming Equinox Fitness 30:03 Sales vs. Marketing: The Eternal Struggle 32:04 Gender Dynamics in Leadership 34:11 Growing Up in New Zealand: A Unique Perspective on Gender 37:36 The Power of Confidence and Risk-Taking 41:24 Mentorship and Gender in the Workplace 43:16 Tina Turner's Inspirational Journey 44:26 Leading Through Crisis at EXOS 49:17 The Importance of Resilience and Teamwork 50:34 Influential Figures and Final Thoughts

Tom Barton: Scaling, Strategy & Negotiation

Mar 26, 2025 47 min

Stan sits down with Tom Barton, a seasoned executive with 25 years of experience in technology infrastructure and software companies. In this episode, they delve into Tom's journey, discussing everything from raising capital to managing employees and negotiating high-stakes deals. Tom shares intriguing stories from his time at Planet Labs, a space company revolutionizing satellite imagery, and Rackable Systems, which he helped take public. Learn about the unique challenges of working with millennials, navigating ethical dilemmas, and the intricate details of negotiating compensation and acquisitions in the tech industry. This conversation is packed with valuable lessons in leadership, transparency, and strategic thinking. 00:56 Tom Barton's Career at Planet Labs 02:49 Challenges with Millennial Employees 04:27 Ethical Dilemmas and Negotiations 09:12 Acquisitions and Negotiation Strategies 17:33 Transition from Operations to Venture Capital 25:19 Introduction to Todd Ford and Initial Challenges 25:36 Discovering Rackable Systems 26:25 Securing Investment and Growing the Company 27:52 Competing with Industry Giants 29:02 Innovative Solutions and Key Partnerships 33:35 Employee Growth and Compensation Challenges 37:15 Negotiation Lessons and Transparency 40:16 Taking Rackable Public and Future Ventures 40:38 Founding Antares and the Vision for Space Software 43:20 Insights on Venture Capital and Investment Strategies 47:24 Lightning Round: Personal Insights and Recommendations

Shannon Rowbury: Gender & Negotiation with an Olympic medalist

Mar 19, 2025 34 min

In this episode, Olympic medalist and world record holder, Shannon Rowbury, shares her journey as a professional athlete, emphasizing gender dynamics in sports negotiation and her 20-year relationship with Nike. Shannon discusses the importance of confidence and strength in negotiations, the challenges women athletes face, her personal experience with doping issues, and the transition from sports to her current business career. Join the conversation to gain insights into the world of professional sports, gender inequalities, and valuable lessons for both life and business. Check out Shannons Medalist Mindset: https://weststrategygroup.com/ Anson Dorrance YouTube video: https://www.youtube.com/watch?v=QY8uB2cQVV4 00:00 Introduction and Guest Overview 01:09 Shannon's Athletic Journey 03:13 Negotiating with Nike 10:42 Challenges for Women Athletes 20:52 Doping in Sports 26:54 Transition to Business 31:19 Personal Insights and Conclusion

Daragh Murphy: Unicorn CEO Reveals Enterprise Sales Playbook

Mar 12, 2025 1 hr 2 min

In this episode, we sit down with Daragh Murphy, co-founder of Imprint, a leading fintech company in the co-branded credit card space. Daragh shares his journey from being an Irish immigrant to achieving $100 million in revenue in just fouryears. We delve into his background in law and management consulting, discussing how these experiences have shaped his approach to negotiation and entrepreneurship. Dara reveals insights into the challenges of enterprise sales, the importance of building trust, managing internal frictions, and the nuances of fundraising. Whether you're an aspiring entrepreneur or a seasoned business leader, Daragh's stories and strategies will provide valuable lessons on navigating the complex landscape of startups and scaling a successfulenterprise. Daragh Recommends: https://www.amazon.com/Who-Michael-Ovitz/dp/1591845548 00:55 Daragh Murphy's Background and Journey to the US 02:18 Transition from Law to Entrepreneurship 08:11 Founding Imprint During the Pandemic 12:32 Imprint's Business Model and Success 14:15 Challenges and Strategies in Enterprise Sales 30:53 Maintaining Momentum in Long Sales Cycles 31:47 Addressing Gender Dynamics in Sales 32:44 Handling Client Concerns and Building Trust 33:35 Strategies for Selling to Large Enterprises 37:39 Internal Operations and Reducing Friction 41:02 Hiring and Values Alignment 46:10 Persuading Senior Talent to Join a Startup 51:25 Dealing with Employee Compensation and Retention 54:21 Fundraising and Negotiating with Investors 60:00 Quickfire Questions and FinalThoughts

Paul Salem: How Persistence Wins in Private Equity

Mar 5, 2025 1 hr 3 min

Stan is joined by Paul Salem, a co-managing partner of one of the most successful private equity firms, Providence Equity. Paul shares his early struggles of job hunting on Wall Street, the persistence that landed him an initial gig at Prudential, and his fascinating career journey through various highs and lows. He details his work in private equity deals, the aggressive moves that paid off, and some that didn’t. Paul also talks about his impactful post-Providence career in nonprofits, including his role at the Woods Hole Institute. Learn about the critical negotiation skills that played pivotal roles throughout his career and get inspired by his relentless drive and optimism. Watch Paul's Ted Talk: https://www.ted.com/talks/paul_salem_luck Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years. #Negotiation #paulsalem #Stan Christensen

Adam Segal: Cybersecurity and Global Diplomacy

Feb 27, 2025 32 min

In this episode, Stan is joined by Adam Segal, a senior fellow at the Council on Foreign Relations, to discuss cybersecurity, cyber warfare, and US-China relations. They explore the complexities of negotiating over cyber activities, the fragmented state of the global internet, and the economic and strategic implications of cyberattacks. Adam also provides insights into the military comparison between the US and China, the potential for conflict over Taiwan, and the importance of ongoing diplomatic dialogue. Listen to delve into these pressing issues and understand the nuanced dynamics of international cybersecurity and military strategy. Read Adam's Report: https://www.cfr.org/task-force-report/confronting-reality-in-cyberspace 00:00 Introduction and Guest Overview 01:10 The Internet's Broken Promise 02:58 Diplomacy in Cyberspace 03:59 China's Cyber Exploits 04:51 Understanding Cyber Attacks 08:23 Negotiating Cyber Norms 13:39 Defending Forward: U.S. Cyber Strategy 18:17 China-U.S. Cyber Relations 21:27 Artificial Intelligence and Cybersecurity 26:02 Military Strength and Strategic Ambiguity 32:51 Escalation and De-escalation Strategies 34:38 Conclusion and Final Thoughts Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years.

Guy Kawasaki: Stories From a Silicon Valley Legend

Feb 19, 2025 41 min

In this podcast episode, Stan interviews Guy Kawasaki, the legendary marketer and chief evangelist at Canva. Kawasaki shares his valuable experiences from working with Steve Jobs at Apple, emphasizing lessons in trustworthiness, persuasion, and negotiation. Highlights include captivating stories from his early career at Apple and insights into negotiating with large and small developers, as well as reflections on the negotiation styles of Steve Jobs and Elon Musk. Guy also discusses the importance of listening, having a growth mindset, and resilience, while offering actionable tips on negotiation strategies. This episode is a must-watch for anyone interested in mastering the art of negotiation and persuasion. Check out Guy's Podcast here: https://guykawasaki.com/remarkable-people/ 00:00 Introduction to Negotiation Insights00:24 Guy Kawasaki's Early Career and Apple Days00:46 The Importance of Trust and Listening03:41 Lessons from the Jewelry Business06:09 Evangelism at Apple07:27 Steve Jobs' Unique Leadership Style11:43 Comparing Steve Jobs and Elon Musk13:24 Melanie Perkins and Canva's Success15:41 Challenges with Developer Relations at Apple19:19 Negotiation with Digital Research21:55 Valuable Lessons in Negotiation22:32 Evangelizing the Macintosh25:51 The Power of Listening in Negotiation28:22 Embracing a Growth Mindset30:19 The Importance of Grit and Resilience33:45 The Art of Saying Yes39:35 Building Trust and Persuasion41:10 Conclusion and Final Thoughts

Scott Brown: How to Negotiate With Your Kids

Feb 4, 2025 57 min

In this episode, Stan interviews Scott Brown, co-founder of the Harvard Negotiation Project, about the complex art of negotiating with children. The conversation delves into practical strategies for negotiating with kids of all ages, from toddlers to teenagers to adult children. Scott shares personal anecdotes and professional insights, drawing from his extensive career in conflict resolution and parenting. Topics include managing your own emotions, setting clear rules, handling power struggles, sibling rivalry, and the evolving dynamics as children grow older. Whether you're a parent looking to improve your negotiating skills or just curious about the intersection of negotiation and parenting, this discussion offers valuable lessons and heartfelt advice. Get Scott's book here: https://www.amazon.com/Negotiate-Kids-Even-Think-Shouldnt/dp/0670031828 00:00 Introduction to Negotiation with Scott Brown 00:21 Scott Brown's Career and Background 01:00 International Conflict Resolution Experiences 05:17 Negotiating with Children: An Overview 18:54 The Importance of Emotional Management in Parenting 23:36 Balancing Discipline and Punishment 29:04 Consistency in Parenting Rules 30:25 The Power of Apologizing 31:01 Effective Listening Strategies 32:55 Warm and Expressive Parenting 36:21 Changing Gender Roles in Parenting 38:41 Negotiating with Teenagers 40:19 Managing Screen Time and Social Media 42:02 Transitioning to Adult Child Relationships 47:57 Handling Power Struggles with Young Kids 49:59 Dealing with Sibling Rivalry 54:48 Parenting as a Negotiation 55:55 The Importance of Parent-Child Relationships #Negotiation #scottbrown #stanchristensen

Tien Tzuo, CEO of Zuora: A Negotiation Journey From Tech Founder to Public Company CEO.

Jan 21, 2025 49 min

In this episode, Stan talks with Tien Tzuo, the CEO of Zuora, to discover the power of negotiations in both tech startups and public companies. Tien shares his journey from being an early employee at Salesforce to founding and growing Zuora into a public company. The discussion covers a wide range of topics including negotiating with employees, investors, and within organizational structures. Tien highlights the importance of understanding the other party's needs, internal team alignment, handling conflict, and maintaining a larger vision. He also discusses the transition from running a private company to a public one, and his current experience with Zuora. Tien's insights are invaluable for entrepreneurs, managers, and anyone looking to improve their negotiation skills. Tune in to learn about the nuances of negotiations and leadership from a seasoned Silicon Valley executive. 00:00 Introduction to Negotiation Types 00:27 Guest Introduction: Teen, CEO of Zuora 01:04 Early Career and Sales Experience 03:14 Lessons from Salesforce and Starting Zuora 05:51 Scaling a Company: From Startup to Public 11:03 Navigating Organizational Change 17:22 Conflict Resolution and Team Dynamics 22:21 Hiring, Firing, and Employee Negotiations 26:44 Transitioning to a Public Company 27:07 Understanding the Investor's Perspective 28:44 Simplifying the Message for Public Investors 29:56 Transitioning from Public to Private 31:19 Raising Capital: Stories and Strategies 37:21 The Importance of Internal Negotiations 48:15 Lessons from Personal Negotiations 49:06 Conclusion and Final Thoughts

Reed Galen: Lesson's From Trump's Election Win

Jan 7, 2025 1 hr 2 min

In this episode Stan talks with political expert Reed Galen, who has held senior roles in notable Republican campaigns and is a co-founder of the Lincoln Project. Galen is also podcast host for The Home Front. We explore Trump’s unique approach to negotiation, the Democratic Party's challenges in reaching voters, and what both parties can learn from past campaigns. Reed shares his analysis of Trump’s recent victory over Kamala Harris, the importance of proactive messaging, and how Democrats can better align with cultural values. This episode offers a comprehensive understanding of political strategy, negotiation, and the current state of American politics. Check out Reed's Podcast here: https://apple.co/4jgBTKq Check out Ree'ds Substack Here: https://bit.ly/4gIPgBp 00:00 Trump's Early Realizations and Motivations 00:31 Introducing Reed Galen: Political Expert 01:23 Analyzing the 2024 Election: Trump vs. Harris 03:38 The Republican Communication Strategy 06:30 Democratic Party's Cultural Disconnect 09:36 Internal Democratic Politics and Candidate Selection 29:39 Trump's Dominance and Negotiation Style 33:51 Reflecting on Washington DC and Political Dynamics 34:49 The Republican Senate's Stance on Trump 36:16 Trump's Authoritarian Tactics and Internal Conflicts 38:01 Democratic Strategies and Challenges 40:21 The Need for Democratic Leadership and Proactive Messaging 45:24 Economic and Cultural Impacts of Trump's Policies 49:32 Bridging the Political Divide and Community Engagement 53:54 The Role of Social Media in Political Discourse 58:08 Conclusion and Future Directions Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years. #Negotiation #ReedGalen #StanChristensen

Michael Stoppelman: Managing at a Hyper-Growth Startup

Dec 17, 2024 35 min

In this episode, we delve into the professional journey of Michael Stoppelman, who transitioned from Google to Yelp and then to angel investing. Learn about his experiences starting at Google pre-IPO, growing Yelp's engineering team from 6 to 500, and managing complex engineering and product management dynamics. Michael shares his insights on negotiation in hiring, team management, and balancing constraints in startups. He gives valuable advice for entrepreneurs and engineers on building teams, handling conflicts, and navigating career transitions. 00:00 Introduction to Michael Stoppelman 01:24 Early Days at Google 07:29 Transition to Yelp 10:00 Building and Managing Engineering Teams 14:08 Handling Conflicts and Negotiations 21:56 Compensation and Titles 28:16 Angel Investing Insights 33:15 Advice for Aspiring Engineers 35:17 Conclusion Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years. #Negotiation #Stan Christensen

Andrea Kendall-Taylor: How Putin Has Weaponized Risk

Dec 10, 2024 52 min

In this episode, we delve into Russia's strategies in weaponizing risk to negotiate with the West over Ukraine. Featuring Andrea Kendall-Taylor, Senior Fellow at the Center for New American Security and a former CIA intelligence officer, the discussion covers the historical context of Russia's aggressive tactics from post-Soviet Union conflicts to recent invasions. We analyze the West's responses, the current state of the Ukraine war, and strategies to bring Putin to the negotiation table. Additionally, we explore the concerning rise of authoritarianism globally and within the United States, highlighting parallels with democratic backsliding. Andrea's insights from her recent book, 'The Origins of Elected Strongmen,' sheds light on how these trends threaten global democracy. Tune in for an in-depth understanding of these complex geopolitical dynamics. Check out Andrea's Book: https://amzn.to/3VB6EPR 00:00 Introduction 01:34 Historical Context: Post-Soviet Russia 05:08 Russia's Aggression: From Georgia to Crimea 10:48 The 2022 Invasion: Missteps and Responses 17:43 Global Implications: The Axis of Upheaval 27:18 Negotiation Strategies and Authoritarianism 37:28 Personalism in Politics: U.S. and Beyond 51:25 Conclusion: Reflections and Future Outlook

Joseph Grenny: Best-Selling Author of "Crucial Conversations" on How to Have Crucial Negotiations

Dec 3, 2024 51 min

In this episode, we delve into the art of navigating difficult conversations with Joseph Grenny, author of 'Crucial Conversations,' which has sold over 5 million copies. Joseph shares his expertise on why tough conversations are essential, offering strategies on how to initiate, conduct, and measure the effectiveness of these dialogues. We explore the importance of being suspicious of our own narratives and the role of psychological safety in fostering open communication. Additionally, Joseph discusses his impactful nonprofit endeavors, including The Other Side Academy, which supports individuals with histories of crime and addiction. Learn how real-life applications of these principles are transforming lives and creating supportive communities. Check out Crucial Conversations: https://bit.ly/3ZyiAEv Check out Other Side Academy: https://bit.ly/3Vk0Lq0 00:00 Introduction and Guest Background 00:36 The Importance of Crucial Conversations 01:22 Challenges in Communication 02:29 Learning to Speak Up 05:02 Influence of Social Context 08:44 Balancing Individual and Organizational Interests 11:51 The Power of Storytelling 15:23 Building Trust in Conversations 17:35 Navigating Difficult Conversations 21:49 Effective Negotiation Strategies 25:32 The Principle of Reciprocity 28:11 Starting Difficult Conversations 29:10 Truth and Love in Crucial Conversations 36:19 The Other Side Academy: Transforming Lives 42:51 Peer Accountability and Ethical Standards 49:59 The Other Side Village: A New Beginning 51:12 Conclusion and Final Thoughts Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years. #Negotiation #josephgrenney #StanChristensen

Curtis Feeny: A Master Networker on how to build meaningful connections.

Nov 26, 2024 39 min

In this episode, we delve into the art of relationship building with Curtis Feeney, who is considered to be a master networker. Curtis discusses his success strategies for how to build and maintain relationships, including responsiveness, preparedness, and making thoughtful introductions. He also emphasizes the importance of understanding people's formative years, appreciating every individual you meet, and leveraging personal interactions to create meaningful relationships.He shares how he's applied these strategies throughout his impressive career, which spans roles at Harvard Business School, Trammell Crow Corporation, Stanford Management Company, and Voyager Capital. 0:00 - Introduction and Guest Background 1:33 - Formative Years and Early Influences 3:31 - Building Relationships and Networking 6:00 - Meeting Influential People 14:20 - Philosophy on Success and Relationships 19:47 - The Importance of Genuine Connections 19:58 - The Power of Remembering Names 20:25 - Understanding Different Perspectives 20:47 - Books That Shape Our Understanding 21:40 - Judging People Beyond Beliefs 22:26 - Key Strategies in Negotiation 23:52 - The Annual Barbecue Tradition 25:55 - The Value of Saying Yes 27:44 - Building Networks in New Places 29:36 - Lessons from Trammell Crow 32:11 - The Role of Responsiveness 35:59 - Advice for the Younger Generation Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years. #Negotiation #Curtis Feeny #Stan Christensen

Mark Gainey: Winning Through Negotiation with Strava co-founder

Nov 19, 2024 59 min

In this episode, Stan speaks with Mark Gainey, a highly successful tech entrepreneur who has built two prominent companies, Kana Software and Strava. Mark shares his journey from learning the art of persuasion and negotiating in the business world to managing a global fitness app with over 125 million users. We dive deep into the pivotal moments of his career, including his early experiences at TA Associates, his enduring partnership with co-founder Michael Horvath, and the critical decisions that shaped Strava's success. Gain insights into effective communication, raising venture capital, handling board conflicts, and internationally expanding a business. Whether you're an aspiring entrepreneur or a seasoned professional, Mark's experiences and lessons are invaluable.0:00 - Mastering the Art of Persuasion0:25 - Introducing Mark Gainey: Tech Entrepreneur1:19 - Early Career and Lessons Learned1:51 - The Power of Cold Calling4:21 - Meeting Co-Founder Michael Horvath7:33 - Founding Kanna Software9:35 - The Importance of Formal Agreements12:14 - Pivoting to Success17:00 - Starting Strava: A New Venture18:50 - Building a Trusted Consumer Brand20:30 - Strava's Unique Customer Stories22:10 - Effective Communication with Co-Founders26:16 - Raising Capital for Strava28:46 - Navigating the Negotiation Process29:43 - The Importance of Choosing the Right Partners30:43 - Series B Funding and Unique Challenges32:52 - Aligning Interests with Investors37:28 - Board Conflicts and Leadership Changes40:54 - Strava's Financial Turnaround and Paywall Strategy52:31 - International Expansion and Cultural Nuances56:33 - Book Recommendations and Final ThoughtsHost Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years. #Negotiation #markgainey #winning

Sam Yagan: Why Negotiation Was Critical

Nov 12, 2024 54 min

In this episode of All Things Negotiation, Stan Christensen interviews Sam Yagan, a serial entrepreneur known for co-founding SparkNotes and OKCupid. The discussion explores the ubiquitous nature of negotiation in entrepreneurship, covering topics such as raising capital, managing co-founder relationships, negotiating acquisitions, dealing with unexpected legal challenges, and strategic decision-making within large organizations. Yagan shares personal stories and lessons learned from his journey, including a high-stakes negotiation during SparkNotes, the complex dynamics in running Match.com, and the significant decisions around the development of Tinder. Key insights include the importance of having credible alternatives, aligning interests with investors, and understanding both short-term and long-term implications of business strategies. 0:00 - Introduction to Negotiation in Everyday Life 0:27 - Meet Sam Yagen: Entrepreneurial Journey 1:16 - Early Days and Co-Founder Negotiations 2:37 - The SparkNotes Firing Incident 3:30 - Lessons from Legal Missteps 6:18 - E Donkey: Navigating Legal Ambiguities 9:24 - Facing the Music Industry Giants 11:13 - Testifying Before Congress 14:17 - The Birth of iTunes and Industry Transformation 16:58 - Advice for Aspiring Entrepreneurs 20:11 - Fundraising for OKCupid 24:41 - Aligning Interests with Investors 30:58 - Evaluating Character in Tough Situations 31:25 - Navigating M&A: Lessons from OkCupid's Sale 33:29 - The Art of Negotiation: Securing the Best Deal 43:12 - Transitioning from Startup to Corporate Leadership 44:00 - Internal Negotiations and Leadership Challenges 46:37 - Strategic Decisions: Mobile Apps and Market Leadership 50:41 - Tinder's Impact and Overcoming Resistance 54:36 - Rapid Fire Questions and Final Thoughts Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years. #N...

Steven Cook: How to Negotiate With Israel

Nov 5, 2024 40 min

In this episode of All Things Negotiation, host Stan Christensen interviews Steven A. Cook, a senior fellow at the Council on Foreign Relations specializing in Middle Eastern and African Studies. They discuss the ongoing Israeli-Palestinian conflict, highlighting the roles of extremists on both sides in undermining peace efforts and covering the history that has led to this current moment. The conversation covers the influence of third parties like China and Russia in the Middle East, American influence on Israeli policies, and the potential consequences of Israel's actions post-October 7th. The discussion also touches on broader U.S. foreign policy issues, the rise of Iranian influence through Hezbollah, and the challenges of maintaining American strategic interests amidst internal political divisions. Check out Steven's Book: The End of Ambition 00:00 - Introduction: Extremists and Moderates 00:35 - Guest Introduction: Stephen Cook 02:02 - Historical Context: US-Israel Relations 04:24 - The Oslo Accords and Their Aftermath 06:39 - The Second Intifada and Its Consequences 09:16 - Current State of Israeli-Palestinian Relations 16:22 - US Influence and Policy Challenges 28:48 - Iran and Hezbollah: Regional Dynamics 31:57 - US Foreign Policy: Continuity and Change 36:35 - Conclusion: The Future of US Involvement in the Middle East

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Podcast details

Created by: Stan Christensen
Status: Active
Latest episode: Oct 27, 2026
Episodes: 57
Release period: Monthly
Avg. episode length: 52 min
Explicit: No
Language: English

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