Stan Christensen is an Adjunct Lecturer at Stanford University and host of All Things Negotiation, a series that explores high-stakes decision-making and negotiation with top industry experts. With a unique blend of academic theory and real-world consulting, Stan teaches sales professionals, business leaders, and students how to navigate complex conversations with authenticity, strategic preparation, and long-term relationship management. Drawing from his experiences with the Harvard Negotiation Project and international mediation, Stan helps leaders master persuasion, influence, and collaborative outcomes.

SHOW SUMMARY

In this episode of Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by negotiation expert Stan Christensen. They discuss the principles of authentic negotiation, how to prepare for high-stakes conversations, and why long-term relationship management is crucial in sales. Stan shares tactical strategies for navigating difficult conversations, managing emotions, and ensuring fairness in negotiations. Through personal stories and practical advice, this episode is a masterclass in blending integrity with strategy to win in sales negotiations.

KEY TAKEAWAYS

Authenticity in Negotiation: Stay true to your word, align your behavior with your values, and build trust.
Curiosity Over Assumptions: Be intensely curious about the other party’s needs—ask questions and listen deeply.
Negotiation is Relationship Management: It’s not about a one-time win; it’s about managing long-term partnerships.
Preparation is Key: Come into negotiations with a clear framework, agenda, and objective criteria.
Fairness First: Leading with fairness creates credibility and fosters collaboration.
Strategic Pausing: Don’t be afraid to pause when negotiations stall—it shows control and resets the tone.
Co-Creation Over Confrontation: Invite the other side to collaborate on the outcome for mutually beneficial results.

HIGHLIGHT QUOTES

Be interested, not interesting.

If you’re authentic, you have to be true to your word—not only in how you think and what you say, but how you behave.

Negotiation is an ongoing relationship where there will be multiple rounds.

There’s nothing more persuasive than being open to persuasion.

Trust the other side to be a co-creator of the process that leads to the outcome.

Lead with fairness.

📌 FOLLOW THE CONVERSATION

Connect with Stan:

➡️Stan's LinkedIn: https://www.linkedin.com/in/stanchris/

➡️Stan's Youtube Channel: https://www.youtube.com/@AllThingsNegotiation

Learn more about Darrell and Larry:

➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/

➡️Website: https://www.sellingfromtheheart.net

ADDITIONAL RESOURCES

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