All Things Negotiation

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

In this episode, Stan is joined by Adam Segal, a senior fellow at the Council on Foreign Relations, to discuss cybersecurity, cyber warfare, and US-China relations. They explore the complexities of negotiating over cyber activities, the fragmented state of the global internet, and the economic and strategic implications of cyberattacks. Adam also provides insights into the military comparison between the US and China, the potential for conflict over Taiwan, and the importance of ongoing diplomatic dialogue. Listen to delve into these pressing issues and understand the nuanced dynamics of international cybersecurity and military strategy.Read Adam's Report: https://www.cfr.org/task-force-report/confronting-reality-in-cyberspace00:00 Introduction and Guest Overview01:10 The Internet's Broken Promise02:58 Diplomacy in Cyberspace03:59 China's Cyber Exploits04:51 Understanding Cyber Attacks08:23 Negotiating Cyber Norms13:39 Defending Forward: U.S. Cyber Strategy18:17 China-U.S. Cyber Relations21:27 Artificial Intelligence and Cybersecurity26:02 Military Strength and Strategic Ambiguity32:51 Escalation and De-escalation Strategies34:38 Conclusion and Final ThoughtsHost 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 podcast episode, Stan interviews Guy Kawasaki, the legendary marketer and chief evangelist at Canva. Kawasaki shares his valuable experiences from working with Steve Jobs at Apple, emphasizing lessons in trustworthiness, persuasion, and negotiation. Highlights include captivating stories from his early career at Apple and insights into negotiating with large and small developers, as well as reflections on the negotiation styles of Steve Jobs and Elon Musk. Guy also discusses the importance of listening, having a growth mindset, and resilience, while offering actionable tips on negotiation strategies. This episode is a must-watch for anyone interested in mastering the art of negotiation and persuasion.Check out Guy's Podcast here: https://guykawasaki.com/remarkable-people/00:00 Introduction to Negotiation Insights00:24 Guy Kawasaki's Early Career and Apple Days00:46 The Importance of Trust and Listening03:41 Lessons from the Jewelry Business06:09 Evangelism at Apple07:27 Steve Jobs' Unique Leadership Style11:43 Comparing Steve Jobs and Elon Musk13:24 Melanie Perkins and Canva's Success15:41 Challenges with Developer Relations at Apple19:19 Negotiation with Digital Research21:55 Valuable Lessons in Negotiation22:32 Evangelizing the Macintosh25:51 The Power of Listening in Negotiation28:22 Embracing a Growth Mindset30:19 The Importance of Grit and Resilience33:45 The Art of Saying Yes39:35 Building Trust and Persuasion41:10 Conclusion and Final Thoughts

In this episode, Stan interviews Scott Brown, co-founder of the Harvard Negotiation Project, about the complex art of negotiating with children. The conversation delves into practical strategies for negotiating with kids of all ages, from toddlers to teenagers to adult children. Scott shares personal anecdotes and professional insights, drawing from his extensive career in conflict resolution and parenting. Topics include managing your own emotions, setting clear rules, handling power struggles, sibling rivalry, and the evolving dynamics as children grow older. Whether you're a parent looking to improve your negotiating skills or just curious about the intersection of negotiation and parenting, this discussion offers valuable lessons and heartfelt advice. Get Scott's book here: https://www.amazon.com/Negotiate-Kids-Even-Think-Shouldnt/dp/0670031828 00:00 Introduction to Negotiation with Scott Brown 00:21 Scott Brown's Career and Background 01:00 International Conflict Resolution Experiences 05:17 Negotiating with Children: An Overview 18:54 The Importance of Emotional Management in Parenting 23:36 Balancing Discipline and Punishment 29:04 Consistency in Parenting Rules 30:25 The Power of Apologizing 31:01 Effective Listening Strategies 32:55 Warm and Expressive Parenting 36:21 Changing Gender Roles in Parenting 38:41 Negotiating with Teenagers 40:19 Managing Screen Time and Social Media 42:02 Transitioning to Adult Child Relationships 47:57 Handling Power Struggles with Young Kids 49:59 Dealing with Sibling Rivalry 54:48 Parenting as a Negotiation 55:55 The Importance of Parent-Child Relationships #Negotiation #scottbrown #stanchristensen