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

In this episode, host Stan sits down with the dynamic Sarah Robb O'Hagan, former executive at Virgin Atlantic, Nike, Gatorade, and Equinox, and the author of 'Extreme You: Step Up, Stand Out, Kick Ass, Repeat.' They discuss the crucial role of building trust in negotiations, navigating complex turnarounds, and the importance of taking risks in one's career. Sarah shares insights from her diverse career, including working with Richard Branson, leading transformative projects at Nike, and managing turnarounds at Gatorade and Equinox. The conversation also delves into gender dynamics in leadership, the significance of resilience, and the power of teamwork. Tune in for an engaging and insightful discussion on leadership, negotiation, and personal growth.

Check out Sarah's Book here: https://bit.ly/42d1n3m

00:00 Introduction to Sarah Rob O'Hagan

01:05 Sarah's Early Career at Virgin Atlantic

03:29 Lessons from Nike and Gender Dynamics

05:56 Navigating Internal Conflicts at Nike

09:37 Advice for Young Professionals

14:15 The Importance of Diversity in Teams

20:16 Challenges and Strategies at Gatorade

28:15 Transforming Equinox Fitness

30:03 Sales vs. Marketing: The Eternal Struggle

32:04 Gender Dynamics in Leadership

34:11 Growing Up in New Zealand: A Unique Perspective on Gender

37:36 The Power of Confidence and Risk-Taking

41:24 Mentorship and Gender in the Workplace

43:16 Tina Turner's Inspirational Journey

44:26 Leading Through Crisis at EXOS

49:17 The Importance of Resilience and Teamwork

50:34 Influential Figures and Final Thoughts

Stan sits down with Tom Barton, a seasoned executive with 25 years of experience in technology infrastructure and software companies. In this episode, they delve into Tom's journey, discussing everything from raising capital to managing employees and negotiating high-stakes deals. Tom shares intriguing stories from his time at Planet Labs, a space company revolutionizing satellite imagery, and Rackable Systems, which he helped take public. Learn about the unique challenges of working with millennials, navigating ethical dilemmas, and the intricate details of negotiating compensation and acquisitions in the tech industry. This conversation is packed with valuable lessons in leadership, transparency, and strategic thinking.

00:56 Tom Barton's Career at Planet Labs

02:49 Challenges with Millennial Employees

04:27 Ethical Dilemmas and Negotiations

09:12 Acquisitions and Negotiation Strategies

17:33 Transition from Operations to Venture Capital

25:19 Introduction to Todd Ford and Initial Challenges

25:36 Discovering Rackable Systems

26:25 Securing Investment and Growing the Company

27:52 Competing with Industry Giants

29:02 Innovative Solutions and Key Partnerships

33:35 Employee Growth and Compensation Challenges

37:15 Negotiation Lessons and Transparency

40:16 Taking Rackable Public and Future Ventures

40:38 Founding Antares and the Vision for Space Software

43:20 Insights on Venture Capital and Investment Strategies

47:24 Lightning Round: Personal Insights and Recommendations

In this episode, Olympic medalist and world record holder, Shannon Rowbury, shares her journey as a professional athlete, emphasizing gender dynamics in sports negotiation and her 20-year relationship with Nike. Shannon discusses the importance of confidence and strength in negotiations, the challenges women athletes face, her personal experience with doping issues, and the transition from sports to her current business career. Join the conversation to gain insights into the world of professional sports, gender inequalities, and valuable lessons for both life and business.

Check out Shannons Medalist Mindset: https://weststrategygroup.com/

Anson Dorrance YouTube video: https://www.youtube.com/watch?v=QY8uB2cQVV4

00:00 Introduction and Guest Overview

01:09 Shannon's Athletic Journey

03:13 Negotiating with Nike

10:42 Challenges for Women Athletes

20:52 Doping in Sports

26:54 Transition to Business

31:19 Personal Insights and Conclusion

In this episode, we sit down with Daragh Murphy, co-founder of Imprint, a leading fintech company in the co-branded credit card space. Daragh shares his journey from being an Irish immigrant to achieving $100 million in revenue in just fouryears. We delve into his background in law and management consulting, discussing how these experiences have shaped his approach to negotiation and entrepreneurship. Dara reveals insights into the challenges of enterprise sales, the importance of building trust, managing internal frictions, and the nuances of fundraising. Whether you're an aspiring entrepreneur or a seasoned business leader, Daragh's stories and strategies will provide valuable lessons on navigating the complex landscape of startups and scaling a successfulenterprise.

Daragh Recommends: https://www.amazon.com/Who-Michael-Ovitz/dp/1591845548

00:55 Daragh Murphy's Background and Journey to the US

02:18 Transition from Law to Entrepreneurship

08:11 Founding Imprint During the Pandemic

12:32 Imprint's Business Model and Success

14:15 Challenges and Strategies in Enterprise Sales

30:53 Maintaining Momentum in Long Sales Cycles

31:47 Addressing Gender Dynamics in Sales

32:44 Handling Client Concerns and Building Trust

33:35 Strategies for Selling to Large Enterprises

37:39 Internal Operations and Reducing Friction

41:02 Hiring and Values Alignment

46:10 Persuading Senior Talent to Join a Startup

51:25 Dealing with Employee Compensation and Retention

54:21 Fundraising and Negotiating with Investors

60:00 Quickfire Questions and FinalThoughts

Stan is joined by Paul Salem, a co-managing partner of one of the most successful private equity firms, Providence Equity. Paul shares his early struggles of job hunting on Wall Street, the persistence that landed him an initial gig at Prudential, and his fascinating career journey through various highs and lows. He details his work in private equity deals, the aggressive moves that paid off, and some that didn’t. Paul also talks about his impactful post-Providence career in nonprofits, including his role at the Woods Hole Institute. Learn about the critical negotiation skills that played pivotal roles throughout his career and get inspired by his relentless drive and optimism.

Watch Paul's Ted Talk: https://www.ted.com/talks/paul_salem_luck

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 #paulsalem #Stan Christensen