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All Things Negotiation

Stan Christensen

A podcast about negotiation, persuasion, and influence—taught through real stories.

Hosted by Stan Christensen, who has taught negotiation at Stanford University for over 20 years, this bi-weekly podcast features founders, executives, investors, and foreign policy experts sharing real-world negotiation experiences.

Episodes explore how leaders negotiate with venture capitalists, employees, customers, boards, and governments—and what actually works when the stakes are high.

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  • 26 episodes
  • monthly
  • Avg 52 min
  • English

Episodes 26

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  • Sep 30, 2025 · 48 min

    Dave Ferguson: From Waymo to Nuro and the Future of Self-Driving Cars

    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.

  • Sep 18, 2025 · 47 min

    Sami Inkinen: The Triathlon Champion Who Built 2 Multi-Billion Dollar Companies

    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.

  • Sep 3, 2025 · 50 min

    Toyin Ajayi: Building a Multi-Billion Dollar Business That Delivers Healthcare Equity

    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

  • Aug 20, 2025 · 39 min

    Edward Alden: Trump’s Trade and Tariff Negotiations

    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

  • Aug 6, 2025 · 38 min

    Sarah Franklin: Leading in Tech as a Female CEO

    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

  • Jul 23, 2025 · 56 min

    Matt Abrahams: How to Think Faster, Talk Smarter

    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

Showing 21–26 of 26 episodes