All Things Negotiation

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 Entrepreneurship00:25 Introducing Sami Inkinen: A Rare Breed of Entrepreneur01:08 Sami's Early Life and Entrepreneurial Journey02:07 Grit and Achievements: From Triathlons to Rowing Across the Pacific04:17 The Birth and Growth of Trulia09:38 Overcoming Challenges at Trulia12:34 Transition to Virta Health: A New Mission15:09 Virta Health's Approach to Reversing Type 2 Diabetes19:34 Challenges in the Healthcare Industry24:00 The Power of Probabilistic Results24:43 Taking Risks and Innovating in Healthcare27:13 Burning the Lifeboats: A Philosophy for Entrepreneurs35:44 Balancing Multiple Identities38:52 The Importance of Authenticity and Vulnerability44:11 Advice for Young Founders on NegotiationHost 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.

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 CEO00:18 - Meet Dr. Toyin Ajayi & Cityblock Health00:37 - Toyin’s Journey: Gaps in Medicaid Healthcare01:48 - The Revolving Door of Healthcare03:13 - Redesigning Care for Real Impact04:33 - Problems Cityblock Health Solves06:30 - Burnout & Moral Injury in Healthcare08:09 - Aligning Incentives: Patients, Providers, Payers09:02 - How Cityblock’s Model Works10:00 - Negotiating with Insurers & Enterprise Sales13:09 - Value-Based Arrangements & Preventative Care15:40 - Misaligned Incentives in Healthcare18:46 - The Role of Regulators & CMS20:05 - Administrative Complexity in US Healthcare22:05 - Building Trust with Patients24:05 - Anecdotes: Earning Patient Trust27:00 - For-Profit with a Mission: Aligning Investors & Impact29:45 - Current Events: Medicaid Policy & Technology32:00 - Advice for Entrepreneurs: Negotiation & Listening

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 Policy00:37 Meet Ed Alden: Trade Policy Expert01:18 Trump's Trade War: An Overview01:49 Historical Context of Global Trade03:33 Trump's Trade Philosophy and Goals05:40 Impact of Tariffs on the Economy07:24 Trump's Personal Involvement in Trade Negotiations08:27 Market Reactions and Economic Predictions14:27 Transactional Trade Deals vs. Strategic Agreements19:53 Challenges and Future of US Trade Policy25:16 Discussing Trump's Simplistic Approach to Complex Problems25:23 The Elephant in the Room: US-China Trade Relations25:30 Trump's Strategy: Building a Wall Around China?26:32 Biden's Coordinated Approach vs. Trump's Unilateral Actions28:30 The Consequences of Alienating Allies30:38 China's Strategic Win Amidst US Trade Policies32:46 China's Subtle Violations of Trade Rules36:04 The Rare Earth Minerals Negotiation38:30 Taiwan and Semiconductors: A Parallel Issue41:13 Congress's Abdication of Trade Authority44:27 The Historical Context of Tariffs50:24 Advising Trump on a Strategic Trade Approach

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 Overview01:04 Sarah Franklin's Trailblazer Moment at Salesforce02:37 Transition to CEO of Lattice and Culture Building04:39 Leading by Example and Empathy in Leadership07:25 Empowering Employees and Gender Dynamics in Leadership10:06 Challenges and Strategies for Women in Leadership14:17 Balancing Work and Family as a Female Leader20:29 Mentorship and Supporting Women in the Workplace29:55 Emotional Intelligence and Logical Decision Making39:16 Conclusion and Final Thoughts

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=podpageCheck out Matt's Conversation with Rachel Greenwald: https://bit.ly/4m2PMfGCheck out Matt's Podcast: https://www.fastersmarter.io/00:00 Building Relationships Through Communication00:31 Introducing Matt Abraham's: A Communication Expert02:02 The Importance of Strategic Communication03:36 Frameworks for Effective Communication07:18 Understanding Your Audience12:46 Managing Public Speaking Anxiety25:48 Effective Pitching Techniques29:08 Key Components of a Successful Pitch30:05 The Importance of Spontaneous Communication30:48 Pattern Recognition and Preparation33:10 Handling Difficult Conversations36:15 The Power of Listening40:59 Effective Social Media Communication42:01 The Value of Small Talk45:45 Advice for Young Professionals47:53 The Art of Apologizing53:41 Recommended Reading on Communication54:58 Conclusion and Final Thoughts

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 Pioneer01:09 Blockchain and Cryptocurrency Insights03:01 The Future of Payments and Stablecoins06:09 Disrupting Capital Markets with Blockchain08:18 Overcoming Blockchain Skepticism17:18 Navigating Regulatory and Lobbying Challenges27:53 Lessons from SoFi: Equity Splits and Fundraising31:33 The $10 Million Mistake32:12 Negotiating with Rakuten32:48 The SoftBank Pitch33:53 The $175 Million Commitment35:19 SoftBank Backs Out37:01 The Board Pitch39:42 Reallocating Founder Equity44:46 Lessons on Culture and Hiring48:51 Navigating Near-Death Experiences51:36 Final Thoughts on Negotiation

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 Faul01:04 Don Faul's Career Journey02:38 The CrossFit Experience08:39 Challenges and Changes at CrossFit19:56 Management and Innovation at CrossFit27:20 Reflections on Leadership and Negotiation28:05 Reflecting on Negotiation Lessons from the Marines28:30 Managing Emotions in High-Stress Situations29:52 The Importance of Taking a Step Back30:29 Early Career Decisions and Learning from Mistakes31:22 Navigating Free Speech Challenges at Facebook32:15 Internal Negotiations and Policy Conflicts41:23 Lessons from Pinterest: Scaling and Structuring46:47 Overcoming Challenges in Equity Compensation52:31 Negotiating with Big Brands as a Small Company56:59 Final Thoughts and Reflections

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.