In this episode, Stan speaks with Mark Gainey, a highly successful tech entrepreneur who has built two prominent companies, Kanna Software and Strava. Mark shares his journey from learning the art of persuasion and negotiating in the business world to managing a global fitness app with over 125 million users. We dive deep into the pivotal moments of his career, including his early experiences at TA Associates, his enduring partnership with co-founder Michael Horvath, and the critical decisions that shaped Strava's success. Gain insights into effective communication, raising venture capital, handling board conflicts, and internationally expanding a business. Whether you're an aspiring entrepreneur or a seasoned professional, Mark's experiences and lessons are invaluable. 0:00 - Mastering the Art of Persuasion 0:25 - Introducing Mark Gainey: Tech Entrepreneur 1:19 - Early Career and Lessons Learned 1:51 - The Power of Cold Calling 4:21 - Meeting Co-Founder Michael Horvath 7:33 - Founding Kanna Software 9:35 - The Importance of Formal Agreements 12:14 - Pivoting to Success 17:00 - Starting Strava: A New Venture 18:50 - Building a Trusted Consumer Brand 20:30 - Strava's Unique Customer Stories 22:10 - Effective Communication with Co-Founders 26:16 - Raising Capital for Strava 28:46 - Navigating the Negotiation Process 29:43 - The Importance of Choosing the Right Partners 30:43 - Series B Funding and Unique Challenges 32:52 - Aligning Interests with Investors 37:28 - Board Conflicts and Leadership Changes 40:54 - Strava's Financial Turnaround and Paywall Strategy 52:31 - International Expansion and Cultural Nuances 56:33 - Book Recommendations 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 #markgainey #winning

In this episode of All Things Negotiation, Stan Christensen interviews Sam Yagan, a serial entrepreneur known for co-founding SparkNotes and OKCupid. The discussion explores the ubiquitous nature of negotiation in entrepreneurship, covering topics such as raising capital, managing co-founder relationships, negotiating acquisitions, dealing with unexpected legal challenges, and strategic decision-making within large organizations. Yagan shares personal stories and lessons learned from his journey, including a high-stakes negotiation during SparkNotes, the complex dynamics in running Match.com, and the significant decisions around the development of Tinder. Key insights include the importance of having credible alternatives, aligning interests with investors, and understanding both short-term and long-term implications of business strategies.

0:00 - Introduction to Negotiation in Everyday Life

0:27 - Meet Sam Yagen: Entrepreneurial Journey

1:16 - Early Days and Co-Founder Negotiations

2:37 - The SparkNotes Firing Incident

3:30 - Lessons from Legal Missteps

6:18 - E Donkey: Navigating Legal Ambiguities

9:24 - Facing the Music Industry Giants

11:13 - Testifying Before Congress

14:17 - The Birth of iTunes and Industry Transformation

16:58 - Advice for Aspiring Entrepreneurs

20:11 - Fundraising for OKCupid

24:41 - Aligning Interests with Investors

30:58 - Evaluating Character in Tough Situations

31:25 - Navigating M&A: Lessons from OkCupid's Sale

33:29 - The Art of Negotiation: Securing the Best Deal

43:12 - Transitioning from Startup to Corporate Leadership

44:00 - Internal Negotiations and Leadership Challenges

46:37 - Strategic Decisions: Mobile Apps and Market Leadership

50:41 - Tinder's Impact and Overcoming Resistance

54:36 - Rapid Fire Questions 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 #Samyagan #entrepreneurship

In this episode of All Things Negotiation, host Stan Christensen interviews Steven A. Cook, a senior fellow at the Council on Foreign Relations specializing in Middle Eastern and African Studies. They discuss the ongoing Israeli-Palestinian conflict, highlighting the roles of extremists on both sides in undermining peace efforts and covering the history that has led to this current moment. The conversation covers the influence of third parties like China and Russia in the Middle East, American influence on Israeli policies, and the potential consequences of Israel's actions post-October 7th. The discussion also touches on broader U.S. foreign policy issues, the rise of Iranian influence through Hezbollah, and the challenges of maintaining American strategic interests amidst internal political divisions.

Check out Steven's Book: The End of Ambition

00:00 - Introduction: Extremists and Moderates

00:35 - Guest Introduction: Stephen Cook

02:02 - Historical Context: US-Israel Relations

04:24 - The Oslo Accords and Their Aftermath

06:39 - The Second Intifada and Its Consequences

09:16 - Current State of Israeli-Palestinian Relations

16:22 - US Influence and Policy Challenges

28:48 - Iran and Hezbollah: Regional Dynamics

31:57 - US Foreign Policy: Continuity and Change

36:35 - Conclusion: The Future of US Involvement in the Middle East

In this episode of All Things Negotiation, host Stan Christensen interviews Molly Graham, a seasoned Silicon Valley professional with experience at Google, Facebook, and the Chan Zuckerberg Initiative. Molly shares her journey through tech, discussing gender dynamics in negotiations and the crucial lessons she’s learned working within the most successful companies of the startup-tech world. She shares her experiences from Google during its hyper-growth phase and Facebook's mobile-focused era, sharing strategic insights from the internal Cold Wars with Google and Apple, as well as lessons learned from some of the most talented negotiators on earth including Mark Zuckerberg and Bret Taylor during her time as the COO of Quip and CZI.

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.

Check Out Molly's Substack

Glue Club

00:00 Introduction to Molly Graham

01:02 Negotiating offers

01:40 Gender Dynamics in Negotiation

05:39 Lessons from Facebook

07:50 The Cold War in Silicon Valley

16:58 Transitioning from Facebook to Quip

19:50 The Salesforce Acquisition of Quip

26:31 Insights on Mark Zuckerberg and Sheryl Sandberg

34:50 Current Endeavors: The Glue Club

In this episode of All Things Negotiation, host Stan Christensen interviews Peter Metcalf, co-founder and former CEO of Black Diamond Equipment. They discuss Peter's journey from a young climber and boy scout to becoming a successful entrepreneur. The conversation delves into his experience working with Yvonne Chouinard at Patagonia, and the founding of Black Diamond. Peter shares valuable lessons on teamwork, trust, and the importance of having a clear vision in both climbing and negotiation. The conversation also examines the importance of relationships built through climbing, navigating financial challenges, the significance of company culture, and the idea that every crisis presents an opportunity.

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.

Chapters

(00:00) Introduction

(02:08) Peter's Early Influences and Climbing Beginnings

(04:12) Negotiation in Climbing: The Yosemite Experience

(08:55) Remembering John Long

(10:16) Transitioning to Patagonia: Lessons from Yvonne Chouinard

(17:36) Negotiations the Founding of Black Diamond

(22:18) Building a Team and Vision

(25:39) Negotiation Lessons from Climbing

(32:39) Building Relationships Through Climbing

(34:21) Relocating Black Diamond to Salt Lake City

(38:59) Negotiating Financial Challenges

(51:16) Crisis as Opportunity: The Black Diamond Journey

(52:40) Cultivating a Positive Company Culture

(57:10) Negotiating Black Diamond’s Expansion to Europe and Scarpa

#Negotiation #PeterMetcalf #blackdiamond #patagaonia #YvonChouinard #climbing #yosemite #scarpa #Stan Christensen

In this episode of All Things Negotiation, host Stan Christensen interviews Dan Springer, former CEO of Docusign, and an entrepreneur successful at running both private and public companies. They discuss the intricacies of negotiation in both personal and professional contexts, the importance of playing the long game in career negotiations, and the dynamics of understanding multiple parties involved in negotiations. Dan shares insights on balancing short-term and long-term goals, frameworks for effective negotiation, and the significance of feedback in employee engagement. The conversation also delves into the role of venture capitalists, conflict resolution in negotiations, and personal reflections on negotiation style.

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.

Chapters

(00:00) Introduction

(01:19) Learnings from Harvard about Negotiation

(04:05) The Long Game in Career Negotiations

(07:59) Understanding the Parties in Negotiation

(14:35) Balancing Short-term and Long-term Goals in Negotiation

(18:59) Dan’s Career Journey and Lessons Learned

(21:48) Employee Feedback and Engagement

(24:34) Negotiating the Sale of Docusign to Oracle

(28:56) The Role of Venture Capitalists

(38:31) Leveraging Employee Feedback as a CEO

(36:06) Personal Reflections on Negotiation Style

#Negotiation #SteveYoung #Stan Christensen

In this episode of All Things Negotiation, Stan Christensen interviews Charles Kupchan, a senior fellow at the Council on Foreign Relations. They discuss the complexities of global politics, the importance of dialogue in a multipolar world, and the ongoing conflicts in Ukraine and Israel. Kupchan shares insights into the role of China in international diplomacy, the challenges of U.S.-China relations, and the cultural barriers to cooperation.

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.

Chapters

(00:00) The State of Global Politics

(03:03) Negotiating in a Multipolar World

(05:19) Establishing Trust in a Multipolar World

(08:57) Negotiating Peace in Ukraine

(11:55) How Enemies Become Friends

(16:21) The Role of China in Global Diplomacy

(25:36) The Challenge of U.S.-China Relations

(36:18) The Israel-Palestine Conflict

(42:08) The Future of U.S. Foreign Policy

(46:06) Reforming Globalization

#CharlesKupchan #globalpolitics #ukraine #israel #china #Negotiation #SteveYoung #Stan Christensen

In this episode of All Things Negotiation, Stan Christensen interviews Andy Rachleff, co-founder of Benchmark Capital and Wealthfront. They discuss various aspects of negotiation, entrepreneurship, and career advice, emphasizing the importance of product-market fit, trust in relationships, and the dynamics of venture capital partnerships. Rachleff shares insights from his extensive experience in the tech industry, offering valuable lessons for aspiring entrepreneurs and 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.

Andy Rachleff Guest Appearance on All the Hacks

Chapters

(00:00) Introduction

(01:25) Motivation for Teaching at Stanford

(03:03) Early Influences and Ambition

(04:08) Career Advice in Tech

(08:19) Ignore Your Parents Advice

(10:27) The Journey into Venture Capital

(13:15) Co-founding Benchmark as Egalitarian Partnership

(17:36) Negotiating Disagreements and Decision-Making

(21:20) Non-consensus Negotiation and Operating Experience in VC

(25:54) Evaluating Risk and Identifying Opportunities

(30:02) Understanding Product-Market Fit

(34:34) Pivoting as a Startup | Ben Horowitz and Marc Andreessen

(39:19) Lessons on Trust, Influence, and Negotiation

(43:30) Building Trust & Honesty

(48:12) Negotiation When Recruiting Candidates

(50:45) Fear of Loss vs Joy of Gain as a Motivator in Negotiation

(57:44) A Reluctant Operator at Wealthfront

(01:00:13) You Shouldn't Join a Company Pre-Product-Market Fit

(01:05:23) Learning from Influential Figures

#Negotiation #AndyRachleff #Stan Christensen #siliconvalley #techstartup