All Things Negotiation

Angela Duckworth, bestselling author of Grit, returns with a powerful new idea: success depends not only on your character and perseverance, but also on the people, places, cultures, and environments surrounding you.In her new book, Situated: Find the People and Places That Bring Out Your Best, the University of Pennsylvania and Wharton professor explains why grit and willpower are sometimes not enough. Instead of always asking, “What’s wrong with me?” Angela suggests asking a different question: “What’s wrong with my situation—and how can i change it?”In this conversation, Angela explains how to intentionally create situations that make success, better relationships, and positive change more likely. They explore how to recognize a culture that is holding you back, choose influential peers, find mentors without awkwardly asking someone to “be your mentor,” and design an environment that makes good decisions easier.Angela also discusses what Taylor Swift understood about the power of place, how parents shape children through behavior rather than lectures, and how changing the situation helped Angela and her husband navigate a crisis in their marriage. The conversation concludes with a wider examination of political polarization, social media, smartphones, public education, and the environments that increasingly separate us from people who think differently.Topics include:• Why grit is necessary but not sufficient• How your environment shapes your behavior and identity• When perseverance becomes a reason to remain in the wrong situation• How culture and peer groups influence career decisions• Practical strategies for finding mentors• Parenting through modeling rather than lecturing• Changing the situation instead of trying to change your spouse• Social media, smartphones, and political polarization• How to design surroundings that bring out your bestGet Angela Duckworth’s new book, Situated: Find the People and Places That Bring Out Your Best:https://www.angeladuckworth.com/situatedGet Angela's Best Selling Book Grit: https://www.angeladuckworth.com/gritAngela Duckworth is a professor of psychology at the University of Pennsylvania and the author of the international bestseller Grit: The Power of Passion and Perseverance, which has sold more than five million copies. Her new book is Situated: Find the People and Places That Bring Out Your Best.

Blake Mycoskie, founder of TOMS Shoes, joins Stan to discuss his entrepreneurial journey through the lens of negotiation, from losing The Amazing Race due to wrong assumptions to building TOMS’ one-for-one model that donated over 100 million pairs of shoes. He shares negotiation lessons from supply-chain struggles in Argentina and China, early PR-driven demand he couldn’t fulfill, and a costly Nordstrom deal he “won” by refusing boxes that later backfired. After selling TOMS for nearly $1B and moving to Jackson Hole, Blake describes losing purpose, falling into deep depression, and seeking external fixes before realizing fulfillment required inner work. He explains the role of community, reducing mental-health stigma, his No Magic Pill podcast, and his “Enough” bracelet nonprofit supporting mental-health causes.------------------------------------No Magic Pill Podcast: https://www.youtube.com/@NoMagicPillwithBlakeMycoskiePersonal Website: https://blakemycoskie.com/Enough: https://blakemycoskie.com/enoughMorning Water: https://blakemycoskie.com/morning-water00:00 External Success Inner Crash00:43 Meet Blake And The Big Life02:04 Amazing Race Lesson04:14 Risk Conviction And Early Hustles06:28 Argentina Spark And Career Advice08:35 Supply Chain Negotiation Reality13:22 LA Times Orders And Customer Emails15:48 Retail Growth And Channel Control17:39 Airport Fan Moment And Storytelling21:10 Breaking Into Retail By Showing Up23:36 Nordstrom Box Negotiation Backfire24:59 Nordstrom Box Fiasco25:51 Stubborn Values Lessons27:56 Post Exit Purpose Crash30:23 Core Wound Enoughness32:08 No Magic Pill Podcast39:37 Community Beats Stigma46:00 Serve Others Daily48:28 First Steps for Help49:51 Enough Bracelet Movement52:40 Closing Reflections

In this episode of All Things Negotiation, Stanford professor and former U.S. Ambassador to Russia Michael McFaul discusses the difference between autocrats and democrats. How leaders like Putin, Xi, and Trump think differently than leaders who seek to protect democratic institutions. As someone who has known Putin since before his rise to power, Ambassador Mcfaul explains why he is not interested in personal friendship with American leaders and how offering unilateral concessions yields nothing in return.Ambassador McFaul reflects on the Obama-era Iran nuclear deal, arguing it successfully constrained Iran’s program and that Trump’s withdrawal accelerated Iran’s capacity while failing to meet stated objectives. He explains how autocrats are paranoid about democratic ideas, and he traces Putin’s evolution and obsession with Ukraine. The conversation covers leadership, U.S. polarization and isolationism, President Zelensky’s wartime transformation, the strategic importance of aiding Ukraine for European security and Taiwan deterrence, and how China uses international institutions and new multilateral bodies while maintaining a limited partnership with Russia.Check out Michael’s new book: https://www.amazon.com/Autocrats-vs-Democrats-America-Disorder/dp/B0DW2GWHLQ02:59 IRAN & THE NUCLEAR DEAL06:21 UNDERSTANDING PUTIN14:14 NEGOTIATING WITH PUTIN18:47 TRUMP & THE AUTOCRATIC PLAYBOOK22:38 NAVALNY25:13 POSSIBLE BUMPER28:21 BEGIN ENDING28:28 UKRAINE & ZELENSKY39:37 CHINA & XI47:25 MOVE FORWARD50:07 ALLIES & CLOSING

Stan talks with Roger Carstens, former U.S. Special Presidential Envoy for Hostage Affairs and ex–Army Ranger/Special Forces officer, about high-stakes hostage negotiations and the realities of persuading adversaries. Carstens explains how the hostage office was created after U.S. failures in Syria, argues engagement is essential despite “we don’t negotiate” rhetoric, and reports his team helped bring home 65 Americans and over 250 non-Americans. He details preparation methods, identifying true decision-makers, and the often tougher “interagency combat” inside Washington. Case discussions include Russia prisoner swaps involving Viktor Bout, expanding negotiations into a multi-country deal, efforts to include Alexei Navalny, and the importance of allies. He describes President Biden’s deep involvement with Gaza hostage families, contrasts Iranian tactics with other states, and emphasizes trust, empathy, transparency, intuition, and creativity.01:55 Military Roots of Negotiation02:57 Special Forces Mindset05:22 Hostage Envoy Office Origins07:21 Why You Must Engage09:38 Inside a Russia Swap Prep10:50 Finding the Real Decision Makers14:50 Interagency Friction and Resilience17:00 Families as Creative Partners19:53 What Makes a Fair Trade24:05 Hardest Negotiation Is Internal25:27 Victor Bout After Release26:28 Enlarging the Swap With Allies28:35 Navalny on the Table33:18 Allies and Trust at the Top34:10 Biden and Gaza Hostage Families36:47 Tragedy on the Call38:45 White House Takes Lead40:26 Relationships First41:42 Iranian Negotiation Games44:02 Winning Over the Taliban47:45 Maduro and Venezuela Lessons53:07 Intuition and Judgment58:28 China and Building Rapport01:01:39 Surging Trust Fast01:06:33 Lightning Round and ClosingHost 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.

Stan interviews Christa Gannon about founding Fresh Lifelines for Youth (FLY) after volunteering with incarcerated teens and asking what could have prevented their involvement with the justice system. A former UC Santa Barbara basketball All-American and Stanford Law graduate, Gannon describes negotiating with fear to take a nontraditional path, learning entrepreneurial lessons from sports, and using deep listening to co-design programs with youth around legal education, mentoring, and leadership development. She discusses the demographics and trauma many justice-involved youth face, the use of role plays to teach life skills and conflict resolution, and the importance of authenticity, consistency, and humility in earning trust. The conversation covers persuading system stakeholders and donors with shared goals, outcomes, and youth-centered storytelling, plus FLY’s results in reducing recidivism and building hope, and Gannon’s later transition from CEO and her work supporting leadership transitions.Check out FLY: https://flyprogram.org00:00 Vision Beyond Prison00:22 Choosing a Different Path02:29 Claiming the Torch04:23 Athlete Mindset for Leadership05:52 Juvenile Hall Catalyst07:31 Founding FLY Mission09:00 Credibility and Permission10:49 Who the Youth Are13:23 Deep Listening Co Creation15:36 Teaching Through Role Plays18:21 Persuading Systems and Stakeholders20:06 Authenticity Builds Buy In23:02 Trust Story Football Mentor25:34 Role Plays in Real Life26:28 Mentor Program Lesson27:51 Volunteer Consistency Matters29:19 Parents Gangs Ripple Effects31:56 Replacing Gang Belonging32:34 Justice System Stakeholders34:43 Donors Stories Ethics39:10 Measuring Youth Outcomes40:32 Teaching Conflict Skills41:44 Meeting Kids Where They Are44:34 Work Family Balance48:29 Founder Transition Bridge50:28 Transition Advice ClosingHost 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.