All Things Negotiation

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

In this episode, we delve into the professional journey of Michael Stoppelman, who transitioned from Google to Yelp and then to angel investing. Learn about his experiences starting at Google pre-IPO, growing Yelp's engineering team from 6 to 500, and managing complex engineering and product management dynamics. Michael shares his insights on negotiation in hiring, team management, and balancing constraints in startups. He gives valuable advice for entrepreneurs and engineers on building teams, handling conflicts, and navigating career transitions. 00:00 Introduction to Michael Stoppelman 01:24 Early Days at Google 07:29 Transition to Yelp 10:00 Building and Managing Engineering Teams 14:08 Handling Conflicts and Negotiations 21:56 Compensation and Titles 28:16 Angel Investing Insights 33:15 Advice for Aspiring Engineers 35:17 Conclusion 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 #Stan Christensen

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.

In this episode, Stan speaks with Mark Gainey, a highly successful tech entrepreneur who has built two prominent companies, Kana Software and Strava. Mark shares his journey from learning the art of persuasion and negotiating in the business world to managing a global fitness app with over 125 million users. We dive deep into the pivotal moments of his career, including his early experiences at TA Associates, his enduring partnership with co-founder Michael Horvath, and the critical decisions that shaped Strava's success. Gain insights into effective communication, raising venture capital, handling board conflicts, and internationally expanding a business. Whether you're an aspiring entrepreneur or a seasoned professional, Mark's experiences and lessons are invaluable. 0:00 - Mastering the Art of Persuasion 0:25 - Introducing Mark Gainey: Tech Entrepreneur 1:19 - Early Career and Lessons Learned 1:51 - The Power of Cold Calling 4:21 - Meeting Co-Founder Michael Horvath 7:33 - Founding Kanna Software 9:35 - The Importance of Formal Agreements 12:14 - Pivoting to Success 17:00 - Starting Strava: A New Venture 18:50 - Building a Trusted Consumer Brand 20:30 - Strava's Unique Customer Stories 22:10 - Effective Communication with Co-Founders 26:16 - Raising Capital for Strava 28:46 - Navigating the Negotiation Process 29:43 - The Importance of Choosing the Right Partners 30:43 - Series B Funding and Unique Challenges 32:52 - Aligning Interests with Investors 37:28 - Board Conflicts and Leadership Changes 40:54 - Strava's Financial Turnaround and Paywall Strategy 52:31 - International Expansion and Cultural Nuances 56:33 - Book Recommendations 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 #markgainey #winning

In this episode of All Things Negotiation, Stan Christensen interviews Sam Yagan, a serial entrepreneur known for co-founding SparkNotes and OKCupid. The discussion explores the ubiquitous nature of negotiation in entrepreneurship, covering topics such as raising capital, managing co-founder relationships, negotiating acquisitions, dealing with unexpected legal challenges, and strategic decision-making within large organizations. Yagan shares personal stories and lessons learned from his journey, including a high-stakes negotiation during SparkNotes, the complex dynamics in running Match.com, and the significant decisions around the development of Tinder. Key insights include the importance of having credible alternatives, aligning interests with investors, and understanding both short-term and long-term implications of business strategies. 0:00 - Introduction to Negotiation in Everyday Life 0:27 - Meet Sam Yagen: Entrepreneurial Journey 1:16 - Early Days and Co-Founder Negotiations 2:37 - The SparkNotes Firing Incident 3:30 - Lessons from Legal Missteps 6:18 - E Donkey: Navigating Legal Ambiguities 9:24 - Facing the Music Industry Giants 11:13 - Testifying Before Congress 14:17 - The Birth of iTunes and Industry Transformation 16:58 - Advice for Aspiring Entrepreneurs 20:11 - Fundraising for OKCupid 24:41 - Aligning Interests with Investors 30:58 - Evaluating Character in Tough Situations 31:25 - Navigating M&A: Lessons from OkCupid's Sale 33:29 - The Art of Negotiation: Securing the Best Deal 43:12 - Transitioning from Startup to Corporate Leadership 44:00 - Internal Negotiations and Leadership Challenges 46:37 - Strategic Decisions: Mobile Apps and Market Leadership 50:41 - Tinder's Impact and Overcoming Resistance 54:36 - Rapid Fire Questions 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 #Samyagan #entrepreneurship

In this episode of All Things Negotiation, host Stan Christensen interviews Steven A. Cook, a senior fellow at the Council on Foreign Relations specializing in Middle Eastern and African Studies. They discuss the ongoing Israeli-Palestinian conflict, highlighting the roles of extremists on both sides in undermining peace efforts and covering the history that has led to this current moment. The conversation covers the influence of third parties like China and Russia in the Middle East, American influence on Israeli policies, and the potential consequences of Israel's actions post-October 7th. The discussion also touches on broader U.S. foreign policy issues, the rise of Iranian influence through Hezbollah, and the challenges of maintaining American strategic interests amidst internal political divisions. Check out Steven's Book: The End of Ambition 00:00 - Introduction: Extremists and Moderates 00:35 - Guest Introduction: Stephen Cook 02:02 - Historical Context: US-Israel Relations 04:24 - The Oslo Accords and Their Aftermath 06:39 - The Second Intifada and Its Consequences 09:16 - Current State of Israeli-Palestinian Relations 16:22 - US Influence and Policy Challenges 28:48 - Iran and Hezbollah: Regional Dynamics 31:57 - US Foreign Policy: Continuity and Change 36:35 - Conclusion: The Future of US Involvement in the Middle East

In this episode of All Things Negotiation, host Stan Christensen interviews Molly Graham, a seasoned Silicon Valley professional with experience at Google, Facebook, and the Chan Zuckerberg Initiative. Molly shares her journey through tech, discussing gender dynamics in negotiations and the crucial lessons she’s learned working within the most successful companies of the startup-tech world. She shares her experiences from Google during its hyper-growth phase and Facebook's mobile-focused era, sharing strategic insights from the internal Cold Wars with Google and Apple, as well as lessons learned from some of the most talented negotiators on earth including Mark Zuckerberg  and Bret Taylor during her time as the COO of Quip and CZI. 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. Check Out Molly's Substack Glue Club 00:00 Introduction to Molly Graham 01:02 Negotiating offers 01:40 Gender Dynamics in Negotiation 05:39 Lessons from Facebook 07:50 The Cold War in Silicon Valley 16:58 Transitioning from Facebook to Quip 19:50 The Salesforce Acquisition of Quip 26:31 Insights on Mark Zuckerberg and Sheryl Sandberg 34:50 Current Endeavors: The Glue Club