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.
Stan talks with Roger Carstens, former U.S. Special Presidential Envoy for Hostage Affairs and ex–Army Ranger/Special Forces officer, about high-stakes hostage negotiations and the realities of persuading adversaries. Carstens explains how the hostage office was created after U.S. failures in Syria, argues engagement is essential despite “we don’t negotiate” rhetoric, and reports his team helped bring home 65 Americans and over 250 non-Americans. He details preparation methods, identifying true decision-makers, and the often tougher “interagency combat” inside Washington. Case discussions include Russia prisoner swaps involving Viktor Bout, expanding negotiations into a multi-country deal, efforts to include Alexei Navalny, and the importance of allies. He describes President Biden’s deep involvement with Gaza hostage families, contrasts Iranian tactics with other states, and emphasizes trust, empathy, transparency, intuition, and creativity. 01:55 Military Roots of Negotiation 02:57 Special Forces Mindset 05:22 Hostage Envoy Office Origins 07:21 Why You Must Engage 09:38 Inside a Russia Swap Prep 10:50 Finding the Real Decision Makers 14:50 Interagency Friction and Resilience 17:00 Families as Creative Partners 19:53 What Makes a Fair Trade 24:05 Hardest Negotiation Is Internal 25:27 Victor Bout After Release 26:28 Enlarging the Swap With Allies 28:35 Navalny on the Table 33:18 Allies and Trust at the Top 34:10 Biden and Gaza Hostage Families 36:47 Tragedy on the Call 38:45 White House Takes Lead 40:26 Relationships First 41:42 Iranian Negotiation Games 44:02 Winning Over the Taliban 47:45 Maduro and Venezuela Lessons 53:07 Intuition and Judgment 58:28 China and Building Rapport 01:01:39 Surging Trust Fast 01:06:33 Lightning Round and Closing 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 interviews Christa Gannon about founding Fresh Lifelines for Youth (FLY) after volunteering with incarcerated teens and asking what could have prevented their involvement with the justice system. A former UC Santa Barbara basketball All-American and Stanford Law graduate, Gannon describes negotiating with fear to take a nontraditional path, learning entrepreneurial lessons from sports, and using deep listening to co-design programs with youth around legal education, mentoring, and leadership development. She discusses the demographics and trauma many justice-involved youth face, the use of role plays to teach life skills and conflict resolution, and the importance of authenticity, consistency, and humility in earning trust. The conversation covers persuading system stakeholders and donors with shared goals, outcomes, and youth-centered storytelling, plus FLY’s results in reducing recidivism and building hope, and Gannon’s later transition from CEO and her work supporting leadership transitions. Check out FLY: https://flyprogram.org 00:00 Vision Beyond Prison 00:22 Choosing a Different Path 02:29 Claiming the Torch 04:23 Athlete Mindset for Leadership 05:52 Juvenile Hall Catalyst 07:31 Founding FLY Mission 09:00 Credibility and Permission 10:49 Who the Youth Are 13:23 Deep Listening Co Creation 15:36 Teaching Through Role Plays1 8:21 Persuading Systems and Stakeholders 20:06 Authenticity Builds Buy In 23:02 Trust Story Football Mentor 25:34 Role Plays in Real Life 26:28 Mentor Program Lesson 27:51 Volunteer Consistency Matters 29:19 Parents Gangs Ripple Effects 31:56 Replacing Gang Belonging 32:34 Justice System Stakeholders 34:43 Donors Stories Ethics 39:10 Measuring Youth Outcomes 40:32 Teaching Conflict Skills 41:44 Meeting Kids Where They Are 44:34 Work Family Balance 48:29 Founder Transition Bridge 50:28 Transition Advice Closing 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 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 Intro 03:06 What Makes Talks Hard 04:30 Avoidance And Timing 06:53 Family Conversation Traps 08:54 Hero Villain Victim 10:06 Respond To Feelings 12:40 Switch Track Conversations 14:25 Empathy Versus Assertion 18:04 Loss 19:43 Intent Versus Impact 20:33 Comment Dilemma 23:15 Intent/Impact Lesson 27:34 Beyond Blame To Contribution 29:50 Identity Fuels Polarization 33:00 Antidotes To Political Divide 34:50 Marriage Conflicts That Persist 38:41 Negotiating Money And Self Worth 42:36 Money Talks For Couples 49:01 Lifestyle Creep And Meaning 51:57 Lightning Round Conversation Tools 54:58 Resources And Farewell Check out Sheila at: https://www.stoneandheen.com/training-consulting Buy 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.
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/thelonggame 01:41 China Reads US Power 03:00 From Biding Time To Boldness 04:16 Why Beijing Feels Confident 05:11 Managing Distrustful Talks 08:14 Biden Era Negotiation Phases 10:06 Trade War And Rare Earth Shock 13:58 Strategic Versus Tactical Bargaining 16:30 Scale Decides Great Powers 21:53 Allied Scale As The Answer 24:08 Using Leverage With Allies 25:24 Tariffs After Court Ruling 25:51 Allied Scale For Minerals 27:33 Sticks Versus Strategy 28:03 Domestic Politics And Blowback 30:45 Distraction And Strategic Opportunity 32:13 Taiwan Policy In Flux 34:22 Chips Deals And Credibility 37:27 Strategic Ambiguity And Stability 41:07 Managed Competition Framework 46:08 Russia Ukraine And China4 8:12 Making The Case At Home 50:27 Congress And Closing 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.
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 Academy http://khanacademy.org/donate 00:00 Khan Academy Scale 00:27 Why It Became An Institution 02:05 Origin Story Tutoring Cousins 04:15 Money Versus Mission 06:51 Why Stay Nonprofit 09:52 Working With School Systems 12:52 Winning Teacher Trust 15:58 District Negotiations And Privacy 19:09 OpenAI Outreach And GPT-4 Demo 22:10 Building Conmigo AI Tutor 23:39 Beyond Tutoring Writing And Cheating 24:03 AI Writing Coach Workflow 24:50 Assessing Soft Skills 26:27 Next Gen Standardized Tests 26:56 Scaling Durable Skills Training 28:20 Why He Wrote Brave New Words 32:50 Rethinking What Schools Teach 33:26 Who Sets Curriculum Signals 37:13 Job Shock and Automation Fears 39:28 Who Pays for Reskilling 43:20 Screen Time and Healthy Tech 45:18 Can Khan Reduce Inequality 47:28 Global Impact Stories Wrap Up 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.
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 Style 00:26 Meet Robert OBrien 01:39 ASAP Rocky Case 03:30 Tough Talk With Sweden 05:27 From Hostages To NSA 07:27 Abraham Accords Breakthrough 10:59 Kushner And Internal Pushback 12:07 West Bank Red Line 14:25 Maximalism And Greenland 17:35 Unpredictability And Kissinger 19:48 Taiwan And China Strategy 21:55 Allies And Burden Sharing 24:38 Soleimani And Syria Deal 27:51 Erdogan And Long Term Ties 31:17 Negotiation Skills And Unity 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 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-gps And CNN: https://podcasts.apple.com/iq/podcast/fareed-zakaria-gps/id377785090 00:00 Tactics vs Strategy 01:33 Iran Talks Undermined 03:46 Israel US Goals Diverge 06:00 Iraq Lessons and Aims 08:20 Pressuring Israel 12:25 China Reads the Signals 15:11 Tariffs and Trust 18:01 Allies and Supply Chains 21:55 India and Turkey 23:11 Turkey Drifts Westward 23:59 Pressuring Putin to Talk 25:43 Both Sides and Overreach 28:50 Norms Versus Guardrails 32:00 Why Congress Stays Silent 35:35 Can GOP Reclaim Reagan 38:03 Democrats and Culture Wars 42:10 Great Negotiators and Wrap 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 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 Inflection 00:57 Negotiation Lessons Revisited 01:48 Why Write The Book 04:26 Patagonia And Panera Stories 07:33 HEAL Framework Explained 08:15 ESG Goes Mainstream 14:46 Convincing The Skeptics 17:00 Trust Purpose And Performance 19:39 Spirituality At Work 23:13 Embedding Values In Culture 25:21 What Is Impact Experience 33:40 Measuring Outcomes And Commitments 35:50 Education Equity Breakthroughs 41:47 Deep Listening As Persuasion 44:36 Closing Thoughts And Book Plug
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 Grills 01:12 Navigating Challenges: COVID and Tariffs 02:47 Reinvention and Survival Strategies 05:38 Transparency and Team Communication 10:43 Jeremy's Harvard Business School Journey 13:16 Early Entrepreneurial Struggles 17:17 Joining Skullcandy: The Early Days 21:55 Negotiating Deals and Raising Capital 29:05 Acquiring Traeger Grills: The Surprises 30:04 Acquiring a 27-Year-Old Business 30:35 Cultural Challenges and Realizations 33:01 Negotiating a Buyout 33:34 Revamping the Supply Chain 34:37 Dealing with Toxic Culture 36:59 Retail Negotiations and Battle Scars 37:25 Costco's Tough Negotiation Tactics 48:38 Supplier Negotiations in China 55:54 Building Strong Supplier Relationships 01:03:33 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. #AllThingsNegotiation #NegotiationStrategy #DealMaking #BusinessLeadership #EntrepreneurMindset #MethodicalThinking #BATNA #Leverage #SalesLeadership #FounderLife #CLevelLeadership #StrategicThinking #BusinessPodcast #StanAndJeremy #Traeger
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.
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
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
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
