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 variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years.
#Negotiation #keithrabois #stanchristensen
