All Things Negotiation

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 Persuasion0:25 - Introducing Mark Gainey: Tech Entrepreneur1:19 - Early Career and Lessons Learned1:51 - The Power of Cold Calling4:21 - Meeting Co-Founder Michael Horvath7:33 - Founding Kanna Software9:35 - The Importance of Formal Agreements12:14 - Pivoting to Success17:00 - Starting Strava: A New Venture18:50 - Building a Trusted Consumer Brand20:30 - Strava's Unique Customer Stories22:10 - Effective Communication with Co-Founders26:16 - Raising Capital for Strava28:46 - Navigating the Negotiation Process29:43 - The Importance of Choosing the Right Partners30:43 - Series B Funding and Unique Challenges32:52 - Aligning Interests with Investors37:28 - Board Conflicts and Leadership Changes40:54 - Strava's Financial Turnaround and Paywall Strategy52:31 - International Expansion and Cultural Nuances56:33 - Book Recommendations 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. #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 Life0:27 - Meet Sam Yagen: Entrepreneurial Journey1:16 - Early Days and Co-Founder Negotiations2:37 - The SparkNotes Firing Incident3:30 - Lessons from Legal Missteps6:18 - E Donkey: Navigating Legal Ambiguities9:24 - Facing the Music Industry Giants11:13 - Testifying Before Congress14:17 - The Birth of iTunes and Industry Transformation16:58 - Advice for Aspiring Entrepreneurs20:11 - Fundraising for OKCupid24:41 - Aligning Interests with Investors30:58 - Evaluating Character in Tough Situations31:25 - Navigating M&A: Lessons from OkCupid's Sale33:29 - The Art of Negotiation: Securing the Best Deal43:12 - Transitioning from Startup to Corporate Leadership44:00 - Internal Negotiations and Leadership Challenges46:37 - Strategic Decisions: Mobile Apps and Market Leadership50:41 - Tinder's Impact and Overcoming Resistance54:36 - Rapid Fire Questions 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. #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 Ambition00:00 - Introduction: Extremists and Moderates00:35 - Guest Introduction: Stephen Cook02:02 - Historical Context: US-Israel Relations04:24 - The Oslo Accords and Their Aftermath06:39 - The Second Intifada and Its Consequences09:16 - Current State of Israeli-Palestinian Relations16:22 - US Influence and Policy Challenges28:48 - Iran and Hezbollah: Regional Dynamics31:57 - US Foreign Policy: Continuity and Change36:35 - Conclusion: The Future of US Involvement in the Middle East

Molly Graham, a seasoned Silicon Valley professional from Google and Facebook, shares her unique journey through tech. She discusses the subtle yet crucial gender dynamics in negotiation, highlighting common hesitations women face. Explore her insights on the fierce internal competition during the Silicon Valley 'Cold War,' and how effective negotiation strategies were key to navigating this environment. Molly also reflects on her transition to Quip, detailing the complexities involved in its acquisition by Salesforce, and the importance of building lasting relationships in tech.

In this episode of All Things Negotiation, host Stan Christensen interviews Peter Metcalf, co-founder and former CEO of Black Diamond Equipment. They discuss Peter's journey from a young climber and boy scout to becoming a successful entrepreneur. The conversation delves into his experience working with Yvonne Chouinard at Patagonia, and the founding of Black Diamond. Peter shares valuable lessons on teamwork, trust, and the importance of having a clear vision in both climbing and negotiation. The conversation also examines the importance of relationships built through climbing, navigating financial challenges, the significance of company culture, and the idea that every crisis presents an opportunity. 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. Chapters (00:00) Introduction (02:08) Peter's Early Influences and Climbing Beginnings (04:12) Negotiation in Climbing: The Yosemite Experience (08:55) Remembering John Long (10:16) Transitioning to Patagonia: Lessons from Yvonne Chouinard (17:36) Negotiations the Founding of Black Diamond (22:18) Building a Team and Vision (25:39) Negotiation Lessons from Climbing (32:39) Building Relationships Through Climbing (34:21) Relocating Black Diamond to Salt Lake City (38:59) Negotiating Financial Challenges (51:16) Crisis as Opportunity: The Black Diamond Journey (52:40) Cultivating a Positive Company Culture (57:10) Negotiating Black Diamond’s Expansion to Europe and Scarpa #Negotiation #PeterMetcalf #blackdiamond #patagaonia #YvonChouinard #climbing #yosemite #scarpa #Stan Christensen

In this episode of All Things Negotiation, host Stan Christensen interviews Dan Springer, former CEO of Docusign, and an entrepreneur successful at running both private and public companies. They discuss the intricacies of negotiation in both personal and professional contexts, the importance of playing the long game in career negotiations, and the dynamics of understanding multiple parties involved in negotiations. Dan shares insights on balancing short-term and long-term goals, frameworks for effective negotiation, and the significance of feedback in employee engagement. The conversation also delves into the role of venture capitalists, conflict resolution in negotiations, and personal reflections on negotiation style. 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. Chapters (00:00) Introduction (01:19) Learnings from Harvard about Negotiation (04:05) The Long Game in Career Negotiations (07:59) Understanding the Parties in Negotiation (14:35) Balancing Short-term and Long-term Goals in Negotiation (18:59) Dan’s Career Journey and Lessons Learned (21:48) Employee Feedback and Engagement (24:34) Negotiating the Sale of Docusign to Oracle (28:56) The Role of Venture Capitalists (38:31) Leveraging Employee Feedback as a CEO (36:06) Personal Reflections on Negotiation Style #Negotiation #SteveYoung #Stan Christensen

In this episode of All Things Negotiation, Stan Christensen interviews Charles Kupchan, a senior fellow at the Council on Foreign Relations. They discuss the complexities of global politics, the importance of dialogue in a multipolar world, and the ongoing conflicts in Ukraine and Israel. Kupchan shares insights into the role of China in international diplomacy, the challenges of U.S.-China relations, and the cultural barriers to cooperation. 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. Chapters (00:00) The State of Global Politics (03:03) Negotiating in a Multipolar World (05:19) Establishing Trust in a Multipolar World (08:57) Negotiating Peace in Ukraine (11:55) How Enemies Become Friends (16:21) The Role of China in Global Diplomacy (25:36) The Challenge of U.S.-China Relations (36:18) The Israel-Palestine Conflict (42:08) The Future of U.S. Foreign Policy (46:06) Reforming Globalization #CharlesKupchan #globalpolitics #ukraine #israel #china #Negotiation #SteveYoung #Stan Christensen

In this episode of All Things Negotiation, Stan Christensen interviews Andy Rachleff, co-founder of Benchmark Capital and Wealthfront. They discuss various aspects of negotiation, entrepreneurship, and career advice, emphasizing the importance of product-market fit, trust in relationships, and the dynamics of venture capital partnerships. Rachleff shares insights from his extensive experience in the tech industry, offering valuable lessons for aspiring entrepreneurs and professionals. 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. Andy Rachleff Guest Appearance on All the Hacks Chapters (00:00) Introduction (01:25) Motivation for Teaching at Stanford (03:03) Early Influences and Ambition (04:08) Career Advice in Tech (08:19) Ignore Your Parents Advice (10:27) The Journey into Venture Capital (13:15) Co-founding Benchmark as Egalitarian Partnership (17:36) Negotiating Disagreements and Decision-Making (21:20) Non-consensus Negotiation and Operating Experience in VC (25:54) Evaluating Risk and Identifying Opportunities (30:02) Understanding Product-Market Fit (34:34) Pivoting as a Startup | Ben Horowitz and Marc Andreessen (39:19) Lessons on Trust, Influence, and Negotiation (43:30) Building Trust & Honesty (48:12) Negotiation When Recruiting Candidates (50:45) Fear of Loss vs Joy of Gain as a Motivator in Negotiation (57:44) A Reluctant Operator at Wealthfront (01:00:13) You Shouldn't Join a Company Pre-Product-Market Fit (01:05:23) Learning from Influential Figures #Negotiation #AndyRachleff #Stan Christensen #siliconvalley #techstartup

In episode one of All Things Negotiation, Steve Young discusses the integral role of negotiation in football, sharing insights from his career as a Hall of Fame quarterback and Superbowl MVP. He emphasizes the importance of accountability, communication, and building relationships with teammates and coaches. Young also reflects on the evolution of player empowerment in the NFL and the significance of understanding opponents through negotiation. The conversation explores leadership, presence, and the impact of fame on Steve's life. 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. Chapters (0:00) Intro (1:22) Importance of Negotiation in Football (2:48) Negotiating with Agents and Team Dynamics (7:42) Steve Young as a Contestant on Who Wants To Be A Millionaire (9:59) Quarterback Accountability and Negotiation (16:36) Negotiating with Difficult Personalities (22:52) Negotiating Steve's Relationship with Jerry Rice (26:20) Getting Objective Data in Negotiation (27:36) Finding His Receivers (29:43) The Role of Negotiating in Coaching (32:37) Confronting His Coach George Seifert (34:54) Player Leverage in Present Day NFL (37:44) Finding Presence and Awareness as Quarterback (40:24) Becoming Superbowl MVP (44:58) Meeting Celebrities (48:22) Three Things to Change in the NFL (52:00) Tom Brady (55:13) Patrick Mahomes (57:18) Peyton Manning (59:00) Steve's Suggestions on NFL Rule Changes (1:00:03) Conclusion #Negotiation #SteveYoung #StanChristensen #NFL

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 #SteveYoung #Stan Christensen