All Things Negotiation

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• How to Have Difficult Conversations with Sheila Heen 27.05.2026 56хв

  Stan interviews longtime friend and Harvard professor Sheila Heen about why difficult conversations derail and how to handle them more effectively.They discuss the “hero/villain/victim” stories people tell when frustrated, how smart people can listen poorly by focusing on what’s wrong, and why many conflicts are “switch-track” disagreements where each person thinks the conversation is about something different. The conversation also covers political polarization, complex identities, and Heen’s course on negotiating money, wealth, happiness, and meaning.00:00 Intro03:06 What Makes Talks Hard04:30 Avoidance And Timing06:53 Family Conversation Traps08:54 Hero Villain Victim10:06 Respond To Feelings12:40 Switch Track Conversations14:25 Empathy Versus Assertion18:04 Loss19:43 Intent Versus Impact20:33 Comment Dilemma23:15 Intent/Impact Lesson27:34 Beyond Blame To Contribution29:50 Identity Fuels Polarization33:00 Antidotes To Political Divide34:50 Marriage Conflicts That Persist38:41 Negotiating Money And Self Worth42:36 Money Talks For Couples49:01 Lifestyle Creep And Meaning51:57 Lightning Round Conversation Tools54:58 Resources And FarewellCheck out Sheila at: https://www.stoneandheen.com/training-consultingBuy Her Book: https://www.stoneandheen.com/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.
• Negotiating the New Cold War with China 12.05.2026 51хв

  China expert Rush Doshi explains how the US should negotiate and compete with China amid deep mutual distrust and differing views of intentions. Rush Doshi is regarded as one of the leading voices on US policy toward China, and he argues that China’s strategy shifts with its perception of American power—ebbing and flowing with the state of US policy decisions.Stan and Rush discuss his insight from being in a key figure in the rooms of prior negotiations and how that shapes his view of the current state of US policies: what works and what doesn't.Rush points out the key weakness the US has when squaring up to China on the international stage, but he also shares what the US can do to win the competition.Check out Rush's book: https://www.rushdoshi.com/thelonggame01:41 China Reads US Power03:00 From Biding Time To Boldness04:16 Why Beijing Feels Confident05:11 Managing Distrustful Talks08:14 Biden Era Negotiation Phases10:06 Trade War And Rare Earth Shock13:58 Strategic Versus Tactical Bargaining16:30 Scale Decides Great Powers21:53 Allied Scale As The Answer24:08 Using Leverage With Allies25:24 Tariffs After Court Ruling25:51 Allied Scale For Minerals27:33 Sticks Versus Strategy28:03 Domestic Politics And Blowback30:45 Distraction And Strategic Opportunity32:13 Taiwan Policy In Flux34:22 Chips Deals And Credibility37:27 Strategic Ambiguity And Stability41:07 Managed Competition Framework46:08 Russia Ukraine And China48:12 Making The Case At Home50:27 Congress And Closing 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.
• Sal Khan on AI, Education, and the Future of Work 21.04.2026 50хв

  Sal Khan reflects on growing Khan Academy from tutoring cousins in 2004 into a nonprofit serving nearly 200 million registered users across 50+ languages with 350 staff, driven by a mission of free, world-class education for anyone, anywhere. Sal shares how he negotiated with himself and his collaborators to keep Khan Academy a non-profit organization that's mission-driven. He dives into the most prominent issues facing education today including systemic problems inherited from the incumbents in the space, as well as new challenges and opportunities being ushered in with the rise of AI technology. Check out schoolhouse.world. http://schoolhouse.world/Please consider donating to Khan Academyhttp://khanacademy.org/donate 00:00 Khan Academy Scale00:27 Why It Became An Institution02:05 Origin Story Tutoring Cousins04:15 Money Versus Mission06:51 Why Stay Nonprofit09:52 Working With School Systems12:52 Winning Teacher Trust15:58 District Negotiations And Privacy19:09 OpenAI Outreach And GPT-4 Demo22:10 Building Conmigo AI Tutor23:39 Beyond Tutoring Writing And Cheating24:03 AI Writing Coach Workflow24:50 Assessing Soft Skills26:27 Next Gen Standardized Tests26:56 Scaling Durable Skills Training28:20 Why He Wrote Brave New Words32:50 Rethinking What Schools Teach33:26 Who Sets Curriculum Signals37:13 Job Shock and Automation Fears39:28 Who Pays for Reskilling43:20 Screen Time and Healthy Tech45:18 Can Khan Reduce Inequality47:28 Global Impact Stories Wrap UpHost 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.
• Robert O'brien: An Insider's View on How Trump Actually Negotiates 01.04.2026 35хв

  Former Trump Special Envoy for Hostage Affairs and National Security Advisor Robert C. O’Brien discusses behind-the-scenes negotiation lessons from hostage cases and major foreign-policy deals. O’Brien describes his approach as implementing President Trump’s decisions, crediting that alignment for successes including the Abraham Accords. He gives a candid look at what operations inside the Trump administration looks like. Robert and Stan weigh the merits and perils of Trump's personal negotiating style and the effects it might have on the U.S standing in the world.00:00 Trump Negotiation Style00:26 Meet Robert OBrien01:39 ASAP Rocky Case03:30 Tough Talk With Sweden05:27 From Hostages To NSA07:27 Abraham Accords Breakthrough10:59 Kushner And Internal Pushback12:07 West Bank Red Line14:25 Maximalism And Greenland17:35 Unpredictability And Kissinger19:48 Taiwan And China Strategy21:55 Allies And Burden Sharing24:38 Soleimani And Syria Deal27:51 Erdogan And Long Term Ties31:17 Negotiation Skills And UnityHost 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.
• Fareed Zakaria: Navigating a World of Rising Powers and Shifting Alliances 12.03.2026 46хв

  In this conversation with Fareed Zakaria, the discussion centers on negotiation as the core of foreign policy and the danger of confusing tactical success with strategic clarity. Zakaria weighs in on the U.S conflict in Iran and shares a dire warning about how it could affect U.S negotiations for years to come. Stan and Fareed discuss a wide range of bilateral relationships and the potential risk of an “imperial trap” we might be falling into as we erode trust and the post-1945 order.Check out Fareed on his podcast:https://www.cnn.com/audio/podcasts/fareed-zakaria-gpsAnd CNN: https://podcasts.apple.com/iq/podcast/fareed-zakaria-gps/id37778509000:00 Tactics vs Strategy01:33 Iran Talks Undermined03:46 Israel US Goals Diverge06:00 Iraq Lessons and Aims08:20 Pressuring Israel12:25 China Reads the Signals15:11 Tariffs and Trust18:01 Allies and Supply Chains21:55 India and Turkey23:11 Turkey Drifts Westward23:59 Pressuring Putin to Talk25:43 Both Sides and Overreach28:50 Norms Versus Guardrails32:00 Why Congress Stays Silent35:35 Can GOP Reclaim Reagan38:03 Democrats and Culture Wars42:10 Great Negotiators and WrapHost 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.
• Jenna Nicholas: Negotiating For Purpose And Profit 24.02.2026 45хв

  In this podcast episode, Stan welcomes investor and CEO Jenna Nicholas to discuss the growing inflection point where financial performance aligns with social and environmental impact. They explore Nicholas’s book, "The Enlightened Bottom Line: Exploring the Intersection of Spirituality, Business and Investing," including her motivation to interview investors and business leaders about transformational moments, values, and legacy. Nicholas shares case studies such as Patagonia’s Holdfast Collective structure to perpetuate environmental impact, Panera’s COVID-era partnership to provide school lunches through USDA support, and companies like Devoted Health and Barry-Wehmiller that connect trust and empathy to business performance. Check out Jenna's book at: https://www.jenna-nicholas.com/00:00 Impact Investing Inflection00:57 Negotiation Lessons Revisited01:48 Why Write The Book04:26 Patagonia And Panera Stories07:33 HEAL Framework Explained08:15 ESG Goes Mainstream14:46 Convincing The Skeptics17:00 Trust Purpose And Performance19:39 Spirituality At Work23:13 Embedding Values In Culture25:21 What Is Impact Experience33:40 Measuring Outcomes And Commitments35:50 Education Equity Breakthroughs41:47 Deep Listening As Persuasion44:36 Closing Thoughts And Book Plug
• Jeremy Andrus: The Turnaround Entrepreneur behind Traeger Grills 10.02.2026 1год 3хв

  In this revealing episode, Stan sits down with Jeremy Andrus, CEO of Traeger Grills, to delve into his gripping experiences in entrepreneurship and business transformation. Jeremy shares the tumultuous journey of rethinking and reinventing Traeger Grills amidst economic upheavals, tariffs, and a toxic corporate culture. The conversation covers the critical importance of negotiation, managing complex supplier relationships, leveraging partnerships with major retailers like Costco, and the power of transparency in leadership. Alongside anecdotes from his time at Skullcandy and a harrowing poisoning scare in China, Jeremy offers invaluable insights into building a resilient business that's not just about survival, but winning.00:27 Meet Jeremy Andres: CEO of Traeger Grills01:12 Navigating Challenges: COVID and Tariffs02:47 Reinvention and Survival Strategies05:38 Transparency and Team Communication10:43 Jeremy's Harvard Business School Journey13:16 Early Entrepreneurial Struggles17:17 Joining Skullcandy: The Early Days21:55 Negotiating Deals and Raising Capital29:05 Acquiring Traeger Grills: The Surprises30:04 Acquiring a 27-Year-Old Business30:35 Cultural Challenges and Realizations33:01 Negotiating a Buyout33:34 Revamping the Supply Chain34:37 Dealing with Toxic Culture36:59 Retail Negotiations and Battle Scars37:25 Costco's Tough Negotiation Tactics48:38 Supplier Negotiations in China55:54 Building Strong Supplier Relationships01:03:33 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. #AllThingsNegotiation #NegotiationStrategy #DealMaking #BusinessLeadership #EntrepreneurMindset #MethodicalThinking #BATNA #Leverage #SalesLeadership #FounderLife #CLevelLeadership #StrategicThinking #BusinessPodcast #StanAndJeremy #Traeger
• David Neeleman: The JetBlue founder who built five successful airlines 13.01.2026 43хв

  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 Air02:21 The Sale to Southwest Airlines04:43 Challenges at Southwest and Moving On06:33 Founding WestJet and Navitaire09:40 The Birth of JetBlue11:17 JetBlue's Success and Differentiation13:29 Negotiating with Boeing and Airbus16:03 Customer Engagement and Communication Strategies22:14 Total Transparency and Accountability22:39 The Valentine's Day Massacre Crisis25:43 Lessons from Getting Fired29:51 Founding Azul Airlines32:18 Navigating Cross-Cultural Challenges34:14 The Success of Breeze Airways42:25 Effective Negotiation Strategies43:34 Advice for Young ProfessionalsHost 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.
• Chip Conley: The entrepreneur who reinvented three industries 09.12.2025 56хв

  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/@TheMidlifeChrysalisPodcastModern Elder Academy: https://www.meawisdom.com/Chip’s podcast: https://www.youtube.com/@TheMidlifeChrysalisPodcast00:00 Introduction to Karmic Capitalism00:20 Meet Chip Conley: Entrepreneurial Journey02:48 Founding Joie de Vivre Hotel Chain05:55 Negotiating with Bands and Tour Managers11:26 Risk and Decision Making in Business15:21 Hotel Vitale: A Case Study in Negotiation19:26 Managing Through Economic Downturns23:34 Transition to Airbnb and Burning Man Involvement29:20 The Ethos of Burning Man29:39 Negotiation Strategies and Personal Stories31:46 Joining Airbnb: A New Challenge33:08 Building Culture and Facing Challenges at Airbnb36:33 Navigating Co-Founder Dynamics40:28 Regulation and Host Relations45:02 Founding the Modern Elder Academy48:09 Helping People Navigate Midlife Transitions52:25 The Value of Wisdom and Experience54:56 Conclusion and Final Thoughts
• David Rubenstein: Carlyle Co-Founder on Negotiation Lessons from Wall Street to Washington 20.11.2025 49хв

  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 Persuasion01:00 Building Relationships: Insights from David Rubenstein01:38 Developing an Outgoing Personality03:34 Lessons from Ted Sorenson04:47 The Role of Persistence in Fundraising08:17 Recruiting and Integrity at Carlisle11:36 Leadership Transitions at Carlisle14:36 Current Political Climate and Bipartisanship21:07 International Relations and Allies23:06 Presidential Power and Persuasion25:45 Trump's Popularity in the Middle East26:52 Reflecting on Jimmy Carter's Legacy28:08 Challenges in Leading Nonprofit Organizations32:19 The Role of Presidents in Negotiation33:05 Evaluating Presidential Effectiveness38:48 Obama's Struggles with Bipartisanship40:39 Supreme Court Confirmations and Politics42:03 Perspectives on Reagan and Bush45:19 Biden's Negotiation Challenges46:27 US-China Relations47:52 The Importance of Negotiation Skills50:12 Conclusion and Final Thoughts
• Jake Harriman: Building Trust Across Political Lines at More Perfect Union 04.11.2025 56хв

  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 Mission01:10 Jake's Military Background and Lessons Learned02:10 Negotiation Stories from the Battlefield12:37 A Life-Changing Experience in Iraq17:33 Founding NRU International19:42 Challenges and Successes in Africa27:14 Negotiation Tactics in Challenging Environments27:58 Ensuring Safety in Remote Areas29:05 Building Trust with Local Leaders30:45 Personal Stories of Security and Negotiation32:03 Faith in the Military's Loyalty33:23 Transition to More Perfect Union35:24 Founding More Perfect Union37:02 Brickyards: Building Community Trust40:15 Success Stories from Brickyards48:25 Recruiting and Training Brickyard Leaders55:48 Final Thoughts and Getting InvolvedHost 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.
• Hannah Riley Bowles: Lessons on gender, power and negotiation 14.10.2025 41хв

  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.
• Dave Ferguson: From Waymo to Nuro and the Future of Self-Driving Cars 30.09.2025 48хв

  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.
• Sami Inkinen: The Triathlon Champion Who Built 2 Multi-Billion Dollar Companies 18.09.2025 47хв

  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.
• Toyin Ajayi: Building a Multi-Billion Dollar Business That Delivers Healthcare Equity 03.09.2025 50хв

  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
• Edward Alden: Trump’s Trade and Tariff Negotiations 20.08.2025 39хв

  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
• Sarah Franklin: Leading in Tech as a Female CEO 06.08.2025 38хв

  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
• Matt Abrahams: How to Think Faster, Talk Smarter 23.07.2025 56хв

  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
• Mike Cagney: Negotiation and the Blockchain 08.07.2025 57хв

  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
• Don Faul: Platoon Leader → Silicon Valley Executive → CrossFit CEO 25.06.2025 57хв

  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