Stan chats with Joel Clark, the CEO of Kodiak Cakes. Joel takes us through his 25-year journey building the original whole grain protein-packed pancake mix company. Joel shares insights on early misconceptions about negotiation, the importance of open and transparent discussions, and how he negotiated his way through relationships with suppliers, retailers, and family members. Learn about the humble beginnings of Kodiak Cakes, the importance of standing for something, and Joel's strategies for forming strong partnerships. Don't miss this action-packed entrepreneurial story full of highs and lows, valuable lessons, and tips on successfully navigating the complex world of business negotiations.

00:00 Introduction to Negotiation

00:36 Meet Joel Clark: CEO of Kodiak Cakes

01:27 The Humble Beginnings of Kodiak Cakes

03:21 From Neighborhood Sales to Gift Shops

05:49 Breaking into Grocery Stores07:53 Building Relationships and Overcoming Challenges

12:40 Cold Calling and Early Sales Strategies

17:50 Balancing a Job and Growing a Business

19:49 Supplier Relationships and Product Quality

23:07 The Importance of Trust in Business

27:55 Rebuilding Trust and Early Decisions

28:36 Quitting the Job and Distribution Wins

29:06 Working with Family and Launching New Products

29:50 Bringing in a New Partner

32:04 Challenges and Successes with Costco

36:02 Consumer Feedback and Brand Integrity

39:41 Family Business Dynamics

44:55 Raising Capital and Choosing the Right Partners

50:36 Conclusion and Reflections

In this episode, Stan interviews Keith Rabois, an esteemed entrepreneur and venture capitalist known for his pivotal role in companies like PayPal, Square, and LinkedIn. Keith discusses the crucial role of persuasion in scaling a company, sharing stories from his early entrepreneurial days and providing valuable advice for startups on raising capital and negotiation. Keith delves into his philosophy of negotiation, the art of hiring relentlessly resourceful talent, managing employee motivation, and the importance of clarity in negotiations. The conversation also explores Keith's approach to investing, emphasizing the need for founders to possess persuasive skills, and highlights memorable pitches from companies like Airbnb. Keith offers practical advice for those looking to break into startups or secure meetings with influential figures. This rich dialogue is filled with actionable insights and real-world examples that aspiring entrepreneurs and investors will find invaluable.

00:00 The Importance of Persuasion in Scaling a Company

00:25 Introducing Keith Rabois: Entrepreneur and Investor

01:16 Keith's Negotiation Philosophy and Tactics

05:03 Lessons from PayPal and Other Early Ventures

10:13 Recruiting and Identifying Talent

14:05 Management and Employee Motivation

20:22 Transitioning to an Investor Role

23:16 The Path to CEO: Sales vs. Technical Founders

24:23 The Art of Persuasive Pitches: Lessons from Airbnb

27:14 Evaluating Teams: The CEO's Role

28:33 Friends and Family in Business: Risks and Rewards

32:03 Navigating Leadership Conflicts: Lessons from PayPal

34:39 Measuring Inputs vs. Outputs: Risk and Persuasion

36:28 Career-Changing Persuasion: From Law to Tech

40:08 Getting Noticed: How to Pitch to Investors

41:26 Persistence Pays Off: Breaking into Startups

42:16 Long-Term Relationships in Business

43:30 Full Circle: A Fun Anecdote

44:24 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.

#Negotiation #keithrabois #stanchristensen

Stan has an insightful discussion with Robert Cialdini, a renowned professor at Arizona State University and author of the best-selling book, 'Influence'.

In this episode, we explore the principles of influence and how they can be applied in various aspects of life, from personal relationships to business negotiations. Robert Cialdini shares practical tips on building rapport, the power of reciprocity, social proof, authority, and the importance of preparation. Learn how small changes in your communication can lead to significant differences in outcomes and discover techniques to enhance your persuasive abilities ethically and effectively. Whether you're looking to improve your negotiation skills or simply want to understand the science behind influence, this episode is packed with valuable insights.

Read Robert's books:

Persuasion- https://bit.ly/4lZ29KL

Presuasion- https://amzn.to/443BK7Z

Michael Lewis' Book - https://bit.ly/4cSpV6Y

00:00 Introduction to Influence

00:25 Meet Robert Cialdini

01:16 The Intersection of Influence and Negotiation

02:00 Principle of Liking

07:45 Principle of Reciprocity

14:06 Principle of Social Proof

16:56 Principle of Scarcity

23:30 Principle of Authority

26:12 Evaluating Authority and Implementation

26:44 The Power of Commitment: The Chicago Restaurant Story

28:58 Handling Stubborn Opinions with Concentrated Listening

33:12 The Importance of Preparation in Negotiation

36:11 Priming: Setting the Stage for Influence

45:28 Ethical Influence and Teaching Strategies