All Things Negotiation

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 Success00:19 Meet Chad Hutchinson: Dual-Sport Athlete01:03 Chad's Early Life and Sports Beginnings01:58 High School Breakthroughs and College Decisions04:32 Negotiation Lessons from Scott Boris08:19 Transition to Professional Baseball10:24 Steroid Era and Lessons from Mark McGuire16:25 Transition to Professional Football20:03 Negotiating with Jerry Jones26:13 First NFL Game Against Peyton Manning28:03 Transition from Sports to Finance29:12 Facing the Daunting Transition from Sports to Finance29:47 Building Marketable Skills and Networking30:39 Humbling Beginnings in the Workforce32:20 Navigating the Financial Crisis and Buying Distressed Assets33:26 Grit and Persistence in Business34:38 Experience at Sixth Street and Learning Agriculture39:21 Transition to OSE Partners and the Business of Sports51:56 Investing in College Sports and NIL58:20 Rapid Fire Questions and Final Thoughts

In this engaging conversation, General Stanley McChrystal, a retired U.S. Army general, shares insights from his military leadership and his new book, focusing on character. He discusses the critical role of negotiation, recounts strategies for building trust among international forces, and emphasizes the need for integrity in leadership. McChrystal reflects on high-stakes military operations, the challenges of interagency collaboration, and lessons learned from past conflicts, showcasing how these experiences can inform both military and civilian negotiations.

Joel Clark, CEO of Kodiak Cakes, shares his inspiring journey from a childhood idea to leading a successful whole grain pancake brand. He discusses the power of trust and transparency in negotiations, particularly with suppliers and retailers. Joel reflects on the challenges of balancing a job while nurturing a growing business and the importance of consumer feedback in shaping brand integrity. The conversation also touches on the complexities of family dynamics in business and how strong partnerships can overcome hurdles.

Keith Rabois, a renowned entrepreneur and venture capitalist, shares insights from his successful stints at PayPal, Square, and LinkedIn. He emphasizes the power of persuasion in scaling companies and offers a unique negotiation philosophy focused on goal clarity. Keith discusses hiring resourceful talent, fostering employee motivation, and memorable pitches he's witnessed, including Airbnb's. He provides actionable tips for aspiring entrepreneurs on securing meetings with influential figures, showcasing how impactful connections can drive success.

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/4lZ29KLPresuasion- https://amzn.to/443BK7Z Michael Lewis' Book - https://bit.ly/4cSpV6Y00:00 Introduction to Influence00:25 Meet Robert Cialdini01:16 The Intersection of Influence and Negotiation02:00 Principle of Liking07:45 Principle of Reciprocity14:06 Principle of Social Proof16:56 Principle of Scarcity23:30 Principle of Authority26:12 Evaluating Authority and Implementation26:44 The Power of Commitment: The Chicago Restaurant Story28:58 Handling Stubborn Opinions with Concentrated Listening33:12 The Importance of Preparation in Negotiation36:11 Priming: Setting the Stage for Influence45:28 Ethical Influence and Teaching Strategies

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/42d1n3m00:00 Introduction to Sarah Rob O'Hagan01:05 Sarah's Early Career at Virgin Atlantic03:29 Lessons from Nike and Gender Dynamics05:56 Navigating Internal Conflicts at Nike09:37 Advice for Young Professionals14:15 The Importance of Diversity in Teams20:16 Challenges and Strategies at Gatorade28:15 Transforming Equinox Fitness30:03 Sales vs. Marketing: The Eternal Struggle32:04 Gender Dynamics in Leadership34:11 Growing Up in New Zealand: A Unique Perspective on Gender37:36 The Power of Confidence and Risk-Taking41:24 Mentorship and Gender in the Workplace43:16 Tina Turner's Inspirational Journey44:26 Leading Through Crisis at EXOS49:17 The Importance of Resilience and Teamwork50:34 Influential Figures and Final Thoughts

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 Labs02:49 Challenges with Millennial Employees04:27 Ethical Dilemmas and Negotiations09:12 Acquisitions and Negotiation Strategies17:33 Transition from Operations to Venture Capital25:19 Introduction to Todd Ford and Initial Challenges25:36 Discovering Rackable Systems26:25 Securing Investment and Growing the Company27:52 Competing with Industry Giants29:02 Innovative Solutions and Key Partnerships33:35 Employee Growth and Compensation Challenges37:15 Negotiation Lessons and Transparency40:16 Taking Rackable Public and Future Ventures40:38 Founding Antares and the Vision for Space Software43:20 Insights on Venture Capital and Investment Strategies47:24 Lightning Round: Personal Insights and Recommendations

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=QY8uB2cQVV400:00 Introduction and Guest Overview01:09 Shannon's Athletic Journey03:13 Negotiating with Nike10:42 Challenges for Women Athletes20:52 Doping in Sports26:54 Transition to Business31:19 Personal Insights and Conclusion

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 US02:18 Transition from Law to Entrepreneurship08:11 Founding Imprint During the Pandemic12:32 Imprint's Business Model and Success14:15 Challenges and Strategies in Enterprise Sales30:53 Maintaining Momentum in Long Sales Cycles31:47 Addressing Gender Dynamics in Sales32:44 Handling Client Concerns and Building Trust33:35 Strategies for Selling to Large Enterprises37:39 Internal Operations and Reducing Friction41:02 Hiring and Values Alignment46:10 Persuading Senior Talent to Join a Startup51:25 Dealing with Employee Compensation and Retention54:21 Fundraising and Negotiating with Investors60:00 Quickfire Questions and FinalThoughts

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_luckHost 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