All Things Negotiation

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

In this episode, Stan talks with Tien Tzuo, the CEO of Zuora, to discover the power of negotiations in both tech startups and public companies. Tien shares his journey from being an early employee at Salesforce to founding and growing Zuora into a public company. The discussion covers a wide range of topics including negotiating with employees, investors, and within organizational structures. Tien highlights the importance of understanding the other party's needs, internal team alignment, handling conflict, and maintaining a larger vision. He also discusses the transition from running a private company to a public one, and his current experience with Zuora. Tien's insights are invaluable for entrepreneurs, managers, and anyone looking to improve their negotiation skills. Tune in to learn about the nuances of negotiations and leadership from a seasoned Silicon Valley executive. 00:00 Introduction to Negotiation Types 00:27 Guest Introduction: Teen, CEO of Zuora 01:04 Early Career and Sales Experience 03:14 Lessons from Salesforce and Starting Zuora 05:51 Scaling a Company: From Startup to Public 11:03 Navigating Organizational Change 17:22 Conflict Resolution and Team Dynamics 22:21 Hiring, Firing, and Employee Negotiations 26:44 Transitioning to a Public Company 27:07 Understanding the Investor's Perspective 28:44 Simplifying the Message for Public Investors 29:56 Transitioning from Public to Private 31:19 Raising Capital: Stories and Strategies 37:21 The Importance of Internal Negotiations 48:15 Lessons from Personal Negotiations 49:06 Conclusion and Final Thoughts

In this episode Stan talks with political expert Reed Galen, who has held senior roles in notable Republican campaigns and is a co-founder of the Lincoln Project. Galen is also podcast host for The Home Front. We explore Trump’s unique approach to negotiation, the Democratic Party's challenges in reaching voters, and what both parties can learn from past campaigns. Reed shares his analysis of Trump’s recent victory over Kamala Harris, the importance of proactive messaging, and how Democrats can better align with cultural values. This episode offers a comprehensive understanding of political strategy, negotiation, and the current state of American politics. Check out Reed's Podcast here: https://apple.co/4jgBTKq Check out Ree'ds Substack Here: https://bit.ly/4gIPgBp 00:00 Trump's Early Realizations and Motivations 00:31 Introducing Reed Galen: Political Expert 01:23 Analyzing the 2024 Election: Trump vs. Harris 03:38 The Republican Communication Strategy 06:30 Democratic Party's Cultural Disconnect 09:36 Internal Democratic Politics and Candidate Selection 29:39 Trump's Dominance and Negotiation Style 33:51 Reflecting on Washington DC and Political Dynamics 34:49 The Republican Senate's Stance on Trump 36:16 Trump's Authoritarian Tactics and Internal Conflicts 38:01 Democratic Strategies and Challenges 40:21 The Need for Democratic Leadership and Proactive Messaging 45:24 Economic and Cultural Impacts of Trump's Policies 49:32 Bridging the Political Divide and Community Engagement 53:54 The Role of Social Media in Political Discourse 58:08 Conclusion and Future Directions 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 #ReedGalen #StanChristensen

Michael Stoppelman, who transitioned from Google to Yelp and now invests as an angel, shares his journey of scaling Yelp's engineering team. He dives into the nuances of negotiation in hiring and team management, highlighting the balance between autonomy and direction in fast-growing companies. Stoppelman offers tips for effective entrepreneurial pitches and innovative talent acquisition in tech. His experiences reveal how to foster collaboration and handle conflicts, making for engaging insights for entrepreneurs and engineers alike.

In this episode, we delve into Russia's strategies in weaponizing risk to negotiate with the West over Ukraine. Featuring Andrea Kendall-Taylor, Senior Fellow at the Center for New American Security and a former CIA intelligence officer, the discussion covers the historical context of Russia's aggressive tactics from post-Soviet Union conflicts to recent invasions. We analyze the West's responses, the current state of the Ukraine war, and strategies to bring Putin to the negotiation table. Additionally, we explore the concerning rise of authoritarianism globally and within the United States, highlighting parallels with democratic backsliding. Andrea's insights from her recent book, 'The Origins of Elected Strongmen,' sheds light on how these trends threaten global democracy. Tune in for an in-depth understanding of these complex geopolitical dynamics. Check out Andrea's Book: https://amzn.to/3VB6EPR 00:00 Introduction 01:34 Historical Context: Post-Soviet Russia 05:08 Russia's Aggression: From Georgia to Crimea 10:48 The 2022 Invasion: Missteps and Responses 17:43 Global Implications: The Axis of Upheaval 27:18 Negotiation Strategies and Authoritarianism 37:28 Personalism in Politics: U.S. and Beyond 51:25 Conclusion: Reflections and Future Outlook

In this episode, we delve into the art of navigating difficult conversations with Joseph Grenny, author of 'Crucial Conversations,' which has sold over 5 million copies. Joseph shares his expertise on why tough conversations are essential, offering strategies on how to initiate, conduct, and measure the effectiveness of these dialogues. We explore the importance of being suspicious of our own narratives and the role of psychological safety in fostering open communication. Additionally, Joseph discusses his impactful nonprofit endeavors, including The Other Side Academy, which supports individuals with histories of crime and addiction. Learn how real-life applications of these principles are transforming lives and creating supportive communities. Check out Crucial Conversations: https://bit.ly/3ZyiAEv Check out Other Side Academy: https://bit.ly/3Vk0Lq0 00:00 Introduction and Guest Background 00:36 The Importance of Crucial Conversations 01:22 Challenges in Communication 02:29 Learning to Speak Up 05:02 Influence of Social Context 08:44 Balancing Individual and Organizational Interests 11:51 The Power of Storytelling 15:23 Building Trust in Conversations 17:35 Navigating Difficult Conversations 21:49 Effective Negotiation Strategies 25:32 The Principle of Reciprocity 28:11 Starting Difficult Conversations 29:10 Truth and Love in Crucial Conversations 36:19 The Other Side Academy: Transforming Lives 42:51 Peer Accountability and Ethical Standards 49:59 The Other Side Village: A New Beginning 51:12 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 #josephgrenney #StanChristensen

Curtis Feeny, a master networker with experience at Harvard Business School and Voyager Capital, shares invaluable insights on building genuine connections. He emphasizes the impact of understanding formative experiences and the importance of remembering names. Curtis discusses the power of saying yes and being proactive in networking to create meaningful relationships. He highlights how community involvement can expand professional networks and advocates for empathy and preparation as key strategies in successful negotiations.