Negotiation Dynamics in Tech Rivalries

In this episode of All Things Negotiation, host Stan Christensen interviews Molly Graham, a seasoned Silicon Valley professional with experience at Google, Facebook, and the Chan Zuckerberg Initiative. Molly shares her journey through tech, discussing gender dynamics in negotiations and the crucial lessons she’s learned working within the most successful companies of the startup-tech world. She shares her experiences from Google during its hyper-growth phase and Facebook's mobile-focused era, sharing strategic insights from the internal Cold Wars with Google and Apple, as well as lessons learned from some of the most talented negotiators on earth including Mark Zuckerberg  and Bret Taylor during her time as the COO of Quip and CZI.

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.

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Glue Club

00:00 Introduction to Molly Graham

01:02 Negotiating offers

01:40 Gender Dynamics in Negotiation

05:39 Lessons from Facebook

07:50 The Cold War in Silicon Valley

16:58 Transitioning from Facebook to Quip

19:50 The Salesforce Acquisition of Quip

26:31 Insights on Mark Zuckerberg and Sheryl Sandberg

34:50 Current Endeavors: The Glue Club