All Things Negotiation

Join us in an insightful conversation with Hannah Riley Bowles, a professor at Harvard's Kennedy School and an expert in negotiation. In this episode, we delve into the intricacies of gender differences in negotiation, strategies for closing the gender pay gap, and the socio-economic and family dynamics influencing women's career advancement. Learn about the essential S.U.R.E framework for effective negotiation and uncover the impact of family support systems on career growth. Whether you're negotiating a salary, balancing family and work, or seeking relationship harmony, this discussion provides actionable advice and profound insights.See more of Hannah's work here: https://hbr.org/2021/01/negotiating-your-next-jobhttps://hbr.org/2014/06/why-women-dont-negotiate-their-job-offers00:00 Introduction: Gender and Negotiation00:29 Meet Hannah Riley Bowles01:09 Do Men and Women Negotiate Differently?03:35 The SURE Framework for Negotiation12:52 Women, Career Advancement, and Family33:14 The Role of Grandparents and Extended Family38:14 Conclusion: The Importance of Negotiation TrainingHost 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 is joined by Dave Ferguson, Co-Founder and President of Nuro. In this episode, Dave discusses his transition from Waymo to Nuro, the pivotal shifts in their business model, and how they've managed to secure a monumental partnership with Uber and Lucid to create robo-taxis. Dave also opens up about the challenges faced during Nuro's evolution, from team restructuring to investor negotiations, and offers a glimpse into the future of autonomous vehicles. Don't miss this episode filled with valuable lessons on leadership, technology, and the path to a safer, autonomous future.00:00 Introduction and Guest Overview01:26 Dave Ferguson's Background and Early Career03:24 Founding Nuro and Co-Founder Dynamics05:45 The Role of Coaching in Leadership07:06 Nuro's Initial Vision and Market Challenges09:30 The Strategic Pivot and Its Implications15:47 Navigating Partnerships and Investor Relations18:34 Post-Pivot Challenges and Negotiations24:40 Employee Motivation and Overcoming Friction25:07 Honesty and Vulnerability in Leadership26:18 Handling Employee Turnover28:06 Introduction to Nuro's New Business Model30:51 Partnerships with Uber and Lucid34:39 The Importance of Trust in Negotiations41:57 Future of Autonomous Vehicles47:35 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.

Join Stan as he dives deep into the remarkable entrepreneurial journey of Sami Inkinen in this episode of All Things Negotiation. A two-time successful entrepreneur, Inkinen co-founded Trulia, an online real estate marketplace, and Virta Health, a revolutionary company aimed at reversing type 2 diabetes. Throughout the conversation, Inkinen shares insights on grit, risk-taking, and authenticity in the business world. Discover the highs and lows of startup life, the importance of burn-the-lifeboats mentality, and invaluable lessons on negotiation and long-term relationships from a leader whose ventures are valued at multiple billions of dollars. Whether you're a budding entrepreneur or a business veteran, Inkinen's stories of overcoming obstacles, staying focused, and balancing personal life are bound to inspire and inform.00:00 The Harsh Reality of Entrepreneurship00:25 Introducing Sami Inkinen: A Rare Breed of Entrepreneur01:08 Sami's Early Life and Entrepreneurial Journey02:07 Grit and Achievements: From Triathlons to Rowing Across the Pacific04:17 The Birth and Growth of Trulia09:38 Overcoming Challenges at Trulia12:34 Transition to Virta Health: A New Mission15:09 Virta Health's Approach to Reversing Type 2 Diabetes19:34 Challenges in the Healthcare Industry24:00 The Power of Probabilistic Results24:43 Taking Risks and Innovating in Healthcare27:13 Burning the Lifeboats: A Philosophy for Entrepreneurs35:44 Balancing Multiple Identities38:52 The Importance of Authenticity and Vulnerability44:11 Advice for Young Founders on NegotiationHost 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 episode, Stan interviews Dr. Toyin Ajayi, a physician, entrepreneur, and co-founder of Cityblock Health. They discuss the challenges of healthcare delivery for underserved populations, building trust, value-based care, entrepreneurship, and lessons in negotiation and persuasion.00:00 - Introduction: The Art of Selling as a CEO00:18 - Meet Dr. Toyin Ajayi & Cityblock Health00:37 - Toyin’s Journey: Gaps in Medicaid Healthcare01:48 - The Revolving Door of Healthcare03:13 - Redesigning Care for Real Impact04:33 - Problems Cityblock Health Solves06:30 - Burnout & Moral Injury in Healthcare08:09 - Aligning Incentives: Patients, Providers, Payers09:02 - How Cityblock’s Model Works10:00 - Negotiating with Insurers & Enterprise Sales13:09 - Value-Based Arrangements & Preventative Care15:40 - Misaligned Incentives in Healthcare18:46 - The Role of Regulators & CMS20:05 - Administrative Complexity in US Healthcare22:05 - Building Trust with Patients24:05 - Anecdotes: Earning Patient Trust27:00 - For-Profit with a Mission: Aligning Investors & Impact29:45 - Current Events: Medicaid Policy & Technology32:00 - Advice for Entrepreneurs: Negotiation & Listening

In this episode, Stan hosts Edward Alden, a senior fellow at the Council on Foreign Relations and an expert on trade and trade policy. The discussion dives deep into President Trump's approach to tariffs and trade, examining the strategic rationale, economic impact, and international relations fallout.They discuss the historical context of the global trade order, the complexities of modern economic policies, and the potential long-term consequences for the U.S. economy and its global alliances. Through a critical lens, Alden and Stan explore whether Trump's tariff strategies are beneficial or detrimental, touching on specific examples like China's role and the contentious nature of the administration's negotiation tactics.00:00 Introduction to Tariffs and Trade Policy00:37 Meet Ed Alden: Trade Policy Expert01:18 Trump's Trade War: An Overview01:49 Historical Context of Global Trade03:33 Trump's Trade Philosophy and Goals05:40 Impact of Tariffs on the Economy07:24 Trump's Personal Involvement in Trade Negotiations08:27 Market Reactions and Economic Predictions14:27 Transactional Trade Deals vs. Strategic Agreements19:53 Challenges and Future of US Trade Policy25:16 Discussing Trump's Simplistic Approach to Complex Problems25:23 The Elephant in the Room: US-China Trade Relations25:30 Trump's Strategy: Building a Wall Around China?26:32 Biden's Coordinated Approach vs. Trump's Unilateral Actions28:30 The Consequences of Alienating Allies30:38 China's Strategic Win Amidst US Trade Policies32:46 China's Subtle Violations of Trade Rules36:04 The Rare Earth Minerals Negotiation38:30 Taiwan and Semiconductors: A Parallel Issue41:13 Congress's Abdication of Trade Authority44:27 The Historical Context of Tariffs50:24 Advising Trump on a Strategic Trade Approach

In this episode, we are joined by Sarah Franklin, CEO of Lattice and former President and Chief Marketing Officer at Salesforce. Sarah shares her journey from 16 successful years at Salesforce to leading one of the top HR tech companies. Listen to her insights on building confidence, negotiating culture, and empowering employees. Sarah also discusses the role gender has played in her career, offering valuable advice for young women in leadership. Learn about the importance of community, the value of emotions in the workplace, and her vision for a supportive infrastructure for women and families.00:00 Introduction and Guest Overview01:04 Sarah Franklin's Trailblazer Moment at Salesforce02:37 Transition to CEO of Lattice and Culture Building04:39 Leading by Example and Empathy in Leadership07:25 Empowering Employees and Gender Dynamics in Leadership10:06 Challenges and Strategies for Women in Leadership14:17 Balancing Work and Family as a Female Leader20:29 Mentorship and Supporting Women in the Workplace29:55 Emotional Intelligence and Logical Decision Making39:16 Conclusion and Final Thoughts

In this episode, we dive deep into the art of communication with Matt Abrahams, a Stanford GSB professor and author of 'Think Faster, Talk Smarter.' Matt discusses the importance of empathy in communication, how to be persuasive, effective listening, and dealing with anxiety. The conversation also explores practical frameworks for structured and spontaneous communication, pitching techniques, and navigating difficult conversations. Matt shares his insights on influential communicators and offers valuable advice for young professionals and anyone looking to improve their communication skills. Don't miss this insightful discussion filled with actionable tips and strategies!Check out Matt's book: https://geni.us/qZXj?redirect_from=podpageCheck out Matt's Conversation with Rachel Greenwald: https://bit.ly/4m2PMfGCheck out Matt's Podcast: https://www.fastersmarter.io/00:00 Building Relationships Through Communication00:31 Introducing Matt Abraham's: A Communication Expert02:02 The Importance of Strategic Communication03:36 Frameworks for Effective Communication07:18 Understanding Your Audience12:46 Managing Public Speaking Anxiety25:48 Effective Pitching Techniques29:08 Key Components of a Successful Pitch30:05 The Importance of Spontaneous Communication30:48 Pattern Recognition and Preparation33:10 Handling Difficult Conversations36:15 The Power of Listening40:59 Effective Social Media Communication42:01 The Value of Small Talk45:45 Advice for Young Professionals47:53 The Art of Apologizing53:41 Recommended Reading on Communication54:58 Conclusion and Final Thoughts

In this episode, we dive into an insightful conversation with Mike Cagney, an influential entrepreneur recognized for his pivotal role in the fintech space. Mike co-founded SoFi, one of the most successful financial startups of all time, and later established Figure Markets, emphasizing blockchain to innovate and disrupt traditional financial markets. We explore Mike's experiences with cryptocurrency, his strategies for navigating complex negotiations, and his views on the future of blockchain in the financial ecosystem. Mike also shares valuable lessons from his entrepreneurial journey, including the intricacies of managing investor relations, regulatory challenges, and cultural dynamics within a fast-growing startup. This episode is packed with actionable insights for entrepreneurs, fintech enthusiasts, and anyone interested in blockchain technology.00:23 Introducing Mike Cagney: FinTech Pioneer01:09 Blockchain and Cryptocurrency Insights03:01 The Future of Payments and Stablecoins06:09 Disrupting Capital Markets with Blockchain08:18 Overcoming Blockchain Skepticism17:18 Navigating Regulatory and Lobbying Challenges27:53 Lessons from SoFi: Equity Splits and Fundraising31:33 The $10 Million Mistake32:12 Negotiating with Rakuten32:48 The SoftBank Pitch33:53 The $175 Million Commitment35:19 SoftBank Backs Out37:01 The Board Pitch39:42 Reallocating Founder Equity44:46 Lessons on Culture and Hiring48:51 Navigating Near-Death Experiences51:36 Final Thoughts on Negotiation

In this episode, Don Faul, the CEO of CrossFit, shares his remarkable career journey, emphasizing the key lessons in leadership and negotiation he learned along the way. Starting his career as a Marine platoon commander, Don transitioned to Silicon Valley, working at Google, Facebook, and Pinterest during their early and hyper-growth phases before leading CrossFit. The discussion covers his leadership approach, negotiation tactics, and the strategies that helped transform CrossFit into a global fitness powerhouse. Whether you're interested in the dynamics of leadership, the intricacies of negotiation, or the evolution of a fitness brand, this episode offers a wealth of knowledge and inspiration. Tune in to learn about the negotiation principles Don applied both internally and externally and the importance of understanding and aligning with people's motivations.00:00 Introduction to Leadership and Guest Don Faul01:04 Don Faul's Career Journey02:38 The CrossFit Experience08:39 Challenges and Changes at CrossFit19:56 Management and Innovation at CrossFit27:20 Reflections on Leadership and Negotiation28:05 Reflecting on Negotiation Lessons from the Marines28:30 Managing Emotions in High-Stress Situations29:52 The Importance of Taking a Step Back30:29 Early Career Decisions and Learning from Mistakes31:22 Navigating Free Speech Challenges at Facebook32:15 Internal Negotiations and Policy Conflicts41:23 Lessons from Pinterest: Scaling and Structuring46:47 Overcoming Challenges in Equity Compensation52:31 Negotiating with Big Brands as a Small Company56:59 Final Thoughts and Reflections

In this episode, we delve into the remarkable journey of Chad Hutchinson, one of only seven individuals to have played in both the NFL and the MLB. Chad was both a pitcher for the St. Louis Cardinals and a quarterback for the Dallas Cowboys. But he didn't just hang up his boots and call it quits after his pro-sports career: he went back to the bottom of the finance world and worked his way to becoming a Partner at the successful PE firm Arctos, pioneering sports franchise acquisition. Discover how Chad transitioned from the ultra competitive world of sports to a thriving career in finance. Chad shares insights on his decision-making processes, from choosing between MLB and NFL offers to navigating complex negotiations with sports team owners in private equity. Learn about the values and lessons Chad acquired from his mentors and the pivotal moments that shaped his path. Don't miss Chad's inspiring story and his practical wisdom on achieving success in multiple high-stakes arenas.00:00 Introduction to Winning and Success00:19 Meet Chad Hutchinson: Dual-Sport Athlete01:03 Chad's Early Life and Sports Beginnings01:58 High School Breakthroughs and College Decisions04:32 Negotiation Lessons from Scott Boris08:19 Transition to Professional Baseball10:24 Steroid Era and Lessons from Mark McGuire16:25 Transition to Professional Football20:03 Negotiating with Jerry Jones26:13 First NFL Game Against Peyton Manning28:03 Transition from Sports to Finance29:12 Facing the Daunting Transition from Sports to Finance29:47 Building Marketable Skills and Networking30:39 Humbling Beginnings in the Workforce32:20 Navigating the Financial Crisis and Buying Distressed Assets33:26 Grit and Persistence in Business34:38 Experience at Sixth Street and Learning Agriculture39:21 Transition to OSE Partners and the Business of Sports51:56 Investing in College Sports and NIL58:20 Rapid Fire Questions and Final Thoughts

In this episode, we are honored to have a conversation with General Stanley McChrystal, a legendary military leader. We delve deep into his thoughts on the importance of negotiation in the military, his experiences leading JSOC operations in Iraq and Afghanistan, and the crucial role of character in leadership. General McChrystal shares valuable insights from his new book, 'On Character: Choices That Define a Life,' and discusses the intricate art of negotiation, from dealing with heads of state to commanding elite special forces, and the value of relationships in both military and civilian spheres.Read the General's New Book: https://bit.ly/3F1aGfx00:00 Introduction and Guest Overview01:36 General McChrystal's Book: On Character03:46 Leadership and Team Dynamics in Special Operations06:34 The Hunt for Al-Qaeda Leader Zarqawi12:12 Building Trust and Managing Risk in Military Operations20:00 Interagency Collaboration and Negotiation34:17 Challenges of Leading International Forces in Afghanistan36:14 Navigating International Military Partnerships38:53 The Importance of National Character42:23 Building Trust with President Karzai47:41 Challenges in Command and Communication51:22 Reflections on Leadership and Negotiation51:56 The Need for Character in Politics01:01:52 Negotiating with Difficult Parties01:10:23 Lessons from Military History01:11:45 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. #Negotiation #Stanleymcchrystal #StanChristensen

Stan chats with Joel Clark, the CEO of Kodiak Cakes. Joel takes us through his 25-year journey building the original whole grain protein-packed pancake mix company. Joel shares insights on early misconceptions about negotiation, the importance of open and transparent discussions, and how he negotiated his way through relationships with suppliers, retailers, and family members. Learn about the humble beginnings of Kodiak Cakes, the importance of standing for something, and Joel's strategies for forming strong partnerships. Don't miss this action-packed entrepreneurial story full of highs and lows, valuable lessons, and tips on successfully navigating the complex world of business negotiations.00:00 Introduction to Negotiation00:36 Meet Joel Clark: CEO of Kodiak Cakes01:27 The Humble Beginnings of Kodiak Cakes03:21 From Neighborhood Sales to Gift Shops05:49 Breaking into Grocery Stores07:53 Building Relationships and Overcoming Challenges12:40 Cold Calling and Early Sales Strategies17:50 Balancing a Job and Growing a Business19:49 Supplier Relationships and Product Quality23:07 The Importance of Trust in Business27:55 Rebuilding Trust and Early Decisions28:36 Quitting the Job and Distribution Wins29:06 Working with Family and Launching New Products29:50 Bringing in a New Partner32:04 Challenges and Successes with Costco36:02 Consumer Feedback and Brand Integrity39:41 Family Business Dynamics44:55 Raising Capital and Choosing the Right Partners50:36 Conclusion and Reflections

In this episode, Stan interviews Keith Rabois, an esteemed entrepreneur and venture capitalist known for his pivotal role in companies like PayPal, Square, and LinkedIn. Keith discusses the crucial role of persuasion in scaling a company, sharing stories from his early entrepreneurial days and providing valuable advice for startups on raising capital and negotiation. Keith delves into his philosophy of negotiation, the art of hiring relentlessly resourceful talent, managing employee motivation, and the importance of clarity in negotiations. The conversation also explores Keith's approach to investing, emphasizing the need for founders to possess persuasive skills, and highlights memorable pitches from companies like Airbnb. Keith offers practical advice for those looking to break into startups or secure meetings with influential figures. This rich dialogue is filled with actionable insights and real-world examples that aspiring entrepreneurs and investors will find invaluable.00:00 The Importance of Persuasion in Scaling a Company00:25 Introducing Keith Rabois: Entrepreneur and Investor01:16 Keith's Negotiation Philosophy and Tactics05:03 Lessons from PayPal and Other Early Ventures10:13 Recruiting and Identifying Talent14:05 Management and Employee Motivation20:22 Transitioning to an Investor Role23:16 The Path to CEO: Sales vs. Technical Founders24:23 The Art of Persuasive Pitches: Lessons from Airbnb27:14 Evaluating Teams: The CEO's Role28:33 Friends and Family in Business: Risks and Rewards32:03 Navigating Leadership Conflicts: Lessons from PayPal34:39 Measuring Inputs vs. Outputs: Risk and Persuasion36:28 Career-Changing Persuasion: From Law to Tech40:08 Getting Noticed: How to Pitch to Investors41:26 Persistence Pays Off: Breaking into Startups42:16 Long-Term Relationships in Business43:30 Full Circle: A Fun Anecdote44:24 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. #Negotiation #keithrabois #stanchristensen

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.