All Things Negotiation

Stan Christensen
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Negotiation is the art of persuasion and influence. All of us do it every day, yet there aren’t obvious ways to learn to do it effectively. 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. On this podcast, he interviews the experts, people who have accumulated negotiation stories worth telling. Listening to this podcast will give you an edge, and the confidence you need to be prepared for even the most challenging negotiations.

  1. David Neeleman: The JetBlue founder who built five successful airlines

    13 JAN

    David Neeleman: The JetBlue founder who built five successful airlines

    In this episode, Stan welcomes David Neeleman, a renowned figure in the airline industry, for an in-depth conversation on the intricacies of building successful airlines. David, who has founded five airlines including JetBlue and Breeze Airways, shares his insights on effective negotiation, leadership, and personal growth. The discussion covers his career journey, significant milestones, key strategies in negotiating with stakeholders, and maintaining a strong company culture. David also opens up about challenges, including his time at Southwest Airlines and the infamous Valentine's Day crisis at JetBlue, and the lessons learned from these experiences. 01:04 David Neeleman's Early Career and Morris Air 02:21 The Sale to Southwest Airlines 04:43 Challenges at Southwest and Moving On 06:33 Founding WestJet and Navitaire 09:40 The Birth of JetBlue 11:17 JetBlue's Success and Differentiation 13:29 Negotiating with Boeing and Airbus 16:03 Customer Engagement and Communication Strategies 22:14 Total Transparency and Accountability 22:39 The Valentine's Day Massacre Crisis 25:43 Lessons from Getting Fired 29:51 Founding Azul Airlines 32:18 Navigating Cross-Cultural Challenges 34:14 The Success of Breeze Airways 42:25 Effective Negotiation Strategies 43:34 Advice for Young 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.

    44 min
  2. Chip Conley: The entrepreneur who reinvented three industries

    09/12/2025

    Chip Conley: The entrepreneur who reinvented three industries

    In this episode, Stan talks with Chip Conley, an iconic entrepreneur and the founder of the Joie De Vivre hotel chain, a key player in Airbnb, and the creator of the Modern Elder Academy. They dive into the principles of karmic capitalism, lessons learned from building and scaling multiple successful businesses, and strategies for maintaining a good reputation. Chip shares his experiences at Airbnb, dealing with regulation challenges, and the importance of inter-generational collaboration. They also discuss the Modern Elder Academy, where Chip helps individuals navigate midlife transitions and find new purpose. This episode is rich with lessons in negotiation, leadership, and holistic thinking. Check out: Chip’s Youtube: https://www.youtube.com/@TheMidlifeChrysalisPodcast Modern Elder Academy: https://www.meawisdom.com/ Chip’s podcast: https://www.youtube.com/@TheMidlifeChrysalisPodcast 00:00 Introduction to Karmic Capitalism 00:20 Meet Chip Conley: Entrepreneurial Journey 02:48 Founding Joie de Vivre Hotel Chain 05:55 Negotiating with Bands and Tour Managers 11:26 Risk and Decision Making in Business 15:21 Hotel Vitale: A Case Study in Negotiation 19:26 Managing Through Economic Downturns 23:34 Transition to Airbnb and Burning Man Involvement 29:20 The Ethos of Burning Man 29:39 Negotiation Strategies and Personal Stories 31:46 Joining Airbnb: A New Challenge 33:08 Building Culture and Facing Challenges at Airbnb 36:33 Navigating Co-Founder Dynamics 40:28 Regulation and Host Relations 45:02 Founding the Modern Elder Academy 48:09 Helping People Navigate Midlife Transitions 52:25 The Value of Wisdom and Experience 54:56 Conclusion and Final Thoughts

    57 min
  3. David Rubenstein: Carlyle Co-Founder on Negotiation Lessons from Wall Street to Washington

    20/11/2025

    David Rubenstein: Carlyle Co-Founder on Negotiation Lessons from Wall Street to Washington

    In this insightful episode you will learn about the power of persuasion and negotiation from David Rubenstein, co-founder of The Carlyle Group. Dive into his extensive experience in relationship-building, fundraising, and leadership. Discover Rubenstein's methods for becoming an effective communicator and the significance of self-deprecating humor and active listening in negotiations. Gain an insider's perspective on political dynamics, U.S. presidencies, and nonprofit leadership as Rubenstein shares stories from his distinguished career. Whether in business, politics, or personal relationships, find out how persistence, integrity, and bipartisanship are key to success. 00:00 Introduction: The Power of Persuasion 01:00 Building Relationships: Insights from David Rubenstein 01:38 Developing an Outgoing Personality 03:34 Lessons from Ted Sorenson 04:47 The Role of Persistence in Fundraising 08:17 Recruiting and Integrity at Carlisle 11:36 Leadership Transitions at Carlisle 14:36 Current Political Climate and Bipartisanship 21:07 International Relations and Allies 23:06 Presidential Power and Persuasion 25:45 Trump's Popularity in the Middle East 26:52 Reflecting on Jimmy Carter's Legacy 28:08 Challenges in Leading Nonprofit Organizations 32:19 The Role of Presidents in Negotiation 33:05 Evaluating Presidential Effectiveness 38:48 Obama's Struggles with Bipartisanship 40:39 Supreme Court Confirmations and Politics 42:03 Perspectives on Reagan and Bush 45:19 Biden's Negotiation Challenges 46:27 US-China Relations 47:52 The Importance of Negotiation Skills 50:12 Conclusion and Final Thoughts

    49 min
  4. Jake Harriman: Building Trust Across Political Lines at More Perfect Union

    04/11/2025

    Jake Harriman: Building Trust Across Political Lines at More Perfect Union

    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.

    57 min
  5. Hannah Riley Bowles: Lessons on gender, power and negotiation

    14/10/2025

    Hannah Riley Bowles: Lessons on gender, power and 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-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.

    41 min
  6. Dave Ferguson: From Waymo to Nuro and the Future of Self-Driving Cars

    30/09/2025

    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.

    48 min
  7. Sami Inkinen: The Triathlon Champion Who Built 2 Multi-Billion Dollar Companies

    18/09/2025

    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.

    47 min
  8. Toyin Ajayi: Building a Multi-Billion Dollar Business That Delivers Healthcare Equity

    03/09/2025

    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

    51 min
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About

Negotiation is the art of persuasion and influence. All of us do it every day, yet there aren’t obvious ways to learn to do it effectively. 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. On this podcast, he interviews the experts, people who have accumulated negotiation stories worth telling. Listening to this podcast will give you an edge, and the confidence you need to be prepared for even the most challenging negotiations.

Information

  • Creator
    Stan Christensen
  • Years Active
    2024 - 2026
  • Episodes
    42
  • Rating
    Clean
  • Copyright
    © Stan Christensen
  • Show Website
    All Things Negotiation

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