In this compelling episode, Jake Harriman, founder of More Perfect Union, discusses his mission to bridge America's partisan divide through community service, civics, and social gatherings. Harriman, a former Marine with extensive combat experience in Iraq, shares how his military background and a transformational encounter in Southern Iraq pushed him to address extreme poverty in Africa through the nonprofit Nuru International. He later transitioned to More Perfect Union, inspired by the growing political divide in America. The conversation covers Harriman's active efforts in various communities, from rural Texas to urban Washington D.C., to unite people across political lines through structured activities and curated conversations. Key negotiation lessons emphasize active listening, empathy, and finding common ground.
00:00 Introduction to the Guest and His Mission
01:10 Jake's Military Background and Lessons Learned
02:10 Negotiation Stories from the Battlefield
12:37 A Life-Changing Experience in Iraq
17:33 Founding NRU International
19:42 Challenges and Successes in Africa
27:14 Negotiation Tactics in Challenging Environments
27:58 Ensuring Safety in Remote Areas
29:05 Building Trust with Local Leaders
30:45 Personal Stories of Security and Negotiation
32:03 Faith in the Military's Loyalty
33:23 Transition to More Perfect Union
35:24 Founding More Perfect Union
37:02 Brickyards: Building Community Trust
40:15 Success Stories from Brickyards
48:25 Recruiting and Training Brickyard Leaders
55:48 Final Thoughts and Getting Involved
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.
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-job
https://hbr.org/2014/06/why-women-dont-negotiate-their-job-offers
00:00 Introduction: Gender and Negotiation
00:29 Meet Hannah Riley Bowles
01:09 Do Men and Women Negotiate Differently?
03:35 The SURE Framework for Negotiation
12:52 Women, Career Advancement, and Family
33:14 The Role of Grandparents and Extended Family
38:14 Conclusion: The Importance of Negotiation Training
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.
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 Overview
01:26 Dave Ferguson's Background and Early Career
03:24 Founding Nuro and Co-Founder Dynamics
05:45 The Role of Coaching in Leadership
07:06 Nuro's Initial Vision and Market Challenges
09:30 The Strategic Pivot and Its Implications
15:47 Navigating Partnerships and Investor Relations
18:34 Post-Pivot Challenges and Negotiations
24:40 Employee Motivation and Overcoming Friction
25:07 Honesty and Vulnerability in Leadership
26:18 Handling Employee Turnover
28:06 Introduction to Nuro's New Business Model
30:51 Partnerships with Uber and Lucid
34:39 The Importance of Trust in Negotiations
41:57 Future of Autonomous Vehicles
47:35 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.
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 Entrepreneurship
00:25 Introducing Sami Inkinen: A Rare Breed of Entrepreneur
01:08 Sami's Early Life and Entrepreneurial Journey
02:07 Grit and Achievements: From Triathlons to Rowing Across the Pacific
04:17 The Birth and Growth of Trulia
09:38 Overcoming Challenges at Trulia
12:34 Transition to Virta Health: A New Mission
15:09 Virta Health's Approach to Reversing Type 2 Diabetes
19:34 Challenges in the Healthcare Industry
24:00 The Power of Probabilistic Results
24:43 Taking Risks and Innovating in Healthcare
27:13 Burning the Lifeboats: A Philosophy for Entrepreneurs
35:44 Balancing Multiple Identities
38:52 The Importance of Authenticity and Vulnerability
44:11 Advice for Young Founders on Negotiation
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.
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 CEO
00:18 - Meet Dr. Toyin Ajayi & Cityblock Health
00:37 - Toyin’s Journey: Gaps in Medicaid Healthcare
01:48 - The Revolving Door of Healthcare
03:13 - Redesigning Care for Real Impact
04:33 - Problems Cityblock Health Solves
06:30 - Burnout & Moral Injury in Healthcare
08:09 - Aligning Incentives: Patients, Providers, Payers
09:02 - How Cityblock’s Model Works
10:00 - Negotiating with Insurers & Enterprise Sales
13:09 - Value-Based Arrangements & Preventative Care
15:40 - Misaligned Incentives in Healthcare
18:46 - The Role of Regulators & CMS
20:05 - Administrative Complexity in US Healthcare
22:05 - Building Trust with Patients
24:05 - Anecdotes: Earning Patient Trust
27:00 - For-Profit with a Mission: Aligning Investors & Impact
29:45 - Current Events: Medicaid Policy & Technology
32:00 - 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 Policy
00:37 Meet Ed Alden: Trade Policy Expert
01:18 Trump's Trade War: An Overview01:49 Historical Context of Global Trade
03:33 Trump's Trade Philosophy and Goals
05:40 Impact of Tariffs on the Economy
07:24 Trump's Personal Involvement in Trade Negotiations
08:27 Market Reactions and Economic Predictions
14:27 Transactional Trade Deals vs. Strategic Agreements
19:53 Challenges and Future of US Trade Policy
25:16 Discussing Trump's Simplistic Approach to Complex Problems
25:23 The Elephant in the Room: US-China Trade Relations
25:30 Trump's Strategy: Building a Wall Around China?
26:32 Biden's Coordinated Approach vs. Trump's Unilateral Actions
28:30 The Consequences of Alienating Allies
30:38 China's Strategic Win Amidst US Trade Policies
32:46 China's Subtle Violations of Trade Rules
36:04 The Rare Earth Minerals Negotiation
38:30 Taiwan and Semiconductors: A Parallel Issue
41:13 Congress's Abdication of Trade Authority
44:27 The Historical Context of Tariffs
50:24 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 Overview
01:04 Sarah Franklin's Trailblazer Moment at Salesforce
02:37 Transition to CEO of Lattice and Culture Building
04:39 Leading by Example and Empathy in Leadership
07:25 Empowering Employees and Gender Dynamics in Leadership
10:06 Challenges and Strategies for Women in Leadership
14:17 Balancing Work and Family as a Female Leader
20:29 Mentorship and Supporting Women in the Workplace
29:55 Emotional Intelligence and Logical Decision Making
39:16 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=podpage
Check out Matt's Conversation with Rachel Greenwald: https://bit.ly/4m2PMfG
Check out Matt's Podcast: https://www.fastersmarter.io/
00:00 Building Relationships Through Communication
00:31 Introducing Matt Abraham's: A Communication Expert
02:02 The Importance of Strategic Communication
03:36 Frameworks for Effective Communication
07:18 Understanding Your Audience
12:46 Managing Public Speaking Anxiety
25:48 Effective Pitching Techniques
29:08 Key Components of a Successful Pitch
30:05 The Importance of Spontaneous Communication
30:48 Pattern Recognition and Preparation
33:10 Handling Difficult Conversations
36:15 The Power of Listening
40:59 Effective Social Media Communication
42:01 The Value of Small Talk
45:45 Advice for Young Professionals
47:53 The Art of Apologizing
53:41 Recommended Reading on Communication
54:58 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 Pioneer
01:09 Blockchain and Cryptocurrency Insights
03:01 The Future of Payments and Stablecoins
06:09 Disrupting Capital Markets with Blockchain
08:18 Overcoming Blockchain Skepticism
17:18 Navigating Regulatory and Lobbying Challenges
27:53 Lessons from SoFi: Equity Splits and Fundraising
31:33 The $10 Million Mistake
32:12 Negotiating with Rakuten
32:48 The SoftBank Pitch
33:53 The $175 Million Commitment35:19 SoftBank Backs Out
37:01 The Board Pitch
39:42 Reallocating Founder Equity
44:46 Lessons on Culture and Hiring
48:51 Navigating Near-Death Experiences
51:36 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 Faul
01:04 Don Faul's Career Journey
02:38 The CrossFit Experience
08:39 Challenges and Changes at CrossFit
19:56 Management and Innovation at CrossFit
27:20 Reflections on Leadership and Negotiation
28:05 Reflecting on Negotiation Lessons from the Marines
28:30 Managing Emotions in High-Stress Situations
29:52 The Importance of Taking a Step Back
30:29 Early Career Decisions and Learning from Mistakes
31:22 Navigating Free Speech Challenges at Facebook
32:15 Internal Negotiations and Policy Conflicts
41:23 Lessons from Pinterest: Scaling and Structuring
46:47 Overcoming Challenges in Equity Compensation
52:31 Negotiating with Big Brands as a Small Company
56:59 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 Success
00:19 Meet Chad Hutchinson: Dual-Sport Athlete
01:03 Chad's Early Life and Sports Beginnings
01:58 High School Breakthroughs and College Decisions
04:32 Negotiation Lessons from Scott Boris
08:19 Transition to Professional Baseball
10:24 Steroid Era and Lessons from Mark McGuire
16:25 Transition to Professional Football
20:03 Negotiating with Jerry Jones
26:13 First NFL Game Against Peyton Manning
28:03 Transition from Sports to Finance
29:12 Facing the Daunting Transition from Sports to Finance
29:47 Building Marketable Skills and Networking
30:39 Humbling Beginnings in the Workforce
32:20 Navigating the Financial Crisis and Buying Distressed Assets
33:26 Grit and Persistence in Business
34:38 Experience at Sixth Street and Learning Agriculture
39:21 Transition to OSE Partners and the Business of Sports
51:56 Investing in College Sports and NIL
58:20 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/3F1aGfx
00:00 Introduction and Guest Overview
01:36 General McChrystal's Book: On Character
03:46 Leadership and Team Dynamics in Special Operations
06:34 The Hunt for Al-Qaeda Leader Zarqawi
12:12 Building Trust and Managing Risk in Military Operations
20:00 Interagency Collaboration and Negotiation
34:17 Challenges of Leading International Forces in Afghanistan
36:14 Navigating International Military Partnerships
38:53 The Importance of National Character
42:23 Building Trust with President Karzai
47:41 Challenges in Command and Communication
51:22 Reflections on Leadership and Negotiation
51:56 The Need for Character in Politics
01:01:52 Negotiating with Difficult Parties
01:10:23 Lessons from Military History
01:11:45 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 #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 Negotiation
00:36 Meet Joel Clark: CEO of Kodiak Cakes
01:27 The Humble Beginnings of Kodiak Cakes
03:21 From Neighborhood Sales to Gift Shops
05:49 Breaking into Grocery Stores07:53 Building Relationships and Overcoming Challenges
12:40 Cold Calling and Early Sales Strategies
17:50 Balancing a Job and Growing a Business
19:49 Supplier Relationships and Product Quality
23:07 The Importance of Trust in Business
27:55 Rebuilding Trust and Early Decisions
28:36 Quitting the Job and Distribution Wins
29:06 Working with Family and Launching New Products
29:50 Bringing in a New Partner
32:04 Challenges and Successes with Costco
36:02 Consumer Feedback and Brand Integrity
39:41 Family Business Dynamics
44:55 Raising Capital and Choosing the Right Partners
50:36 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 Company
00:25 Introducing Keith Rabois: Entrepreneur and Investor
01:16 Keith's Negotiation Philosophy and Tactics
05:03 Lessons from PayPal and Other Early Ventures
10:13 Recruiting and Identifying Talent
14:05 Management and Employee Motivation
20:22 Transitioning to an Investor Role
23:16 The Path to CEO: Sales vs. Technical Founders
24:23 The Art of Persuasive Pitches: Lessons from Airbnb
27:14 Evaluating Teams: The CEO's Role
28:33 Friends and Family in Business: Risks and Rewards
32:03 Navigating Leadership Conflicts: Lessons from PayPal
34:39 Measuring Inputs vs. Outputs: Risk and Persuasion
36:28 Career-Changing Persuasion: From Law to Tech
40:08 Getting Noticed: How to Pitch to Investors
41:26 Persistence Pays Off: Breaking into Startups
42:16 Long-Term Relationships in Business
43:30 Full Circle: A Fun Anecdote
44:24 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 #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/4lZ29KL
Presuasion- https://amzn.to/443BK7Z
Michael Lewis' Book - https://bit.ly/4cSpV6Y
00:00 Introduction to Influence
00:25 Meet Robert Cialdini
01:16 The Intersection of Influence and Negotiation
02:00 Principle of Liking
07:45 Principle of Reciprocity
14:06 Principle of Social Proof
16:56 Principle of Scarcity
23:30 Principle of Authority
26:12 Evaluating Authority and Implementation
26:44 The Power of Commitment: The Chicago Restaurant Story
28:58 Handling Stubborn Opinions with Concentrated Listening
33:12 The Importance of Preparation in Negotiation
36:11 Priming: Setting the Stage for Influence
45:28 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/42d1n3m
00:00 Introduction to Sarah Rob O'Hagan
01:05 Sarah's Early Career at Virgin Atlantic
03:29 Lessons from Nike and Gender Dynamics
05:56 Navigating Internal Conflicts at Nike
09:37 Advice for Young Professionals
14:15 The Importance of Diversity in Teams
20:16 Challenges and Strategies at Gatorade
28:15 Transforming Equinox Fitness
30:03 Sales vs. Marketing: The Eternal Struggle
32:04 Gender Dynamics in Leadership
34:11 Growing Up in New Zealand: A Unique Perspective on Gender
37:36 The Power of Confidence and Risk-Taking
41:24 Mentorship and Gender in the Workplace
43:16 Tina Turner's Inspirational Journey
44:26 Leading Through Crisis at EXOS
49:17 The Importance of Resilience and Teamwork
50:34 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 Labs
02:49 Challenges with Millennial Employees
04:27 Ethical Dilemmas and Negotiations
09:12 Acquisitions and Negotiation Strategies
17:33 Transition from Operations to Venture Capital
25:19 Introduction to Todd Ford and Initial Challenges
25:36 Discovering Rackable Systems
26:25 Securing Investment and Growing the Company
27:52 Competing with Industry Giants
29:02 Innovative Solutions and Key Partnerships
33:35 Employee Growth and Compensation Challenges
37:15 Negotiation Lessons and Transparency
40:16 Taking Rackable Public and Future Ventures
40:38 Founding Antares and the Vision for Space Software
43:20 Insights on Venture Capital and Investment Strategies
47:24 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=QY8uB2cQVV4
00:00 Introduction and Guest Overview
01:09 Shannon's Athletic Journey
03:13 Negotiating with Nike
10:42 Challenges for Women Athletes
20:52 Doping in Sports
26:54 Transition to Business
31:19 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 US
02:18 Transition from Law to Entrepreneurship
08:11 Founding Imprint During the Pandemic
12:32 Imprint's Business Model and Success
14:15 Challenges and Strategies in Enterprise Sales
30:53 Maintaining Momentum in Long Sales Cycles
31:47 Addressing Gender Dynamics in Sales
32:44 Handling Client Concerns and Building Trust
33:35 Strategies for Selling to Large Enterprises
37:39 Internal Operations and Reducing Friction
41:02 Hiring and Values Alignment
46:10 Persuading Senior Talent to Join a Startup
51:25 Dealing with Employee Compensation and Retention
54:21 Fundraising and Negotiating with Investors
60:00 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_luck
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 #paulsalem #Stan Christensen