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

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 Pioneer

01:09 Blockchain and Cryptocurrency Insights

03:01 The Future of Payments and Stablecoins

06:09 Disrupting Capital Markets with Blockchain

08:18 Overcoming Blockchain Skepticism

17:18 Navigating Regulatory and Lobbying Challenges

27:53 Lessons from SoFi: Equity Splits and Fundraising

31:33 The $10 Million Mistake

32:12 Negotiating with Rakuten

32:48 The SoftBank Pitch

33:53 The $175 Million Commitment35:19 SoftBank Backs Out

37:01 The Board Pitch

39:42 Reallocating Founder Equity

44:46 Lessons on Culture and Hiring

48:51 Navigating Near-Death Experiences

51:36 Final Thoughts on Negotiation

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 Faul

01:04 Don Faul's Career Journey

02:38 The CrossFit Experience

08:39 Challenges and Changes at CrossFit

19:56 Management and Innovation at CrossFit

27:20 Reflections on Leadership and Negotiation

28:05 Reflecting on Negotiation Lessons from the Marines

28:30 Managing Emotions in High-Stress Situations

29:52 The Importance of Taking a Step Back

30:29 Early Career Decisions and Learning from Mistakes

31:22 Navigating Free Speech Challenges at Facebook

32:15 Internal Negotiations and Policy Conflicts

41:23 Lessons from Pinterest: Scaling and Structuring

46:47 Overcoming Challenges in Equity Compensation

52:31 Negotiating with Big Brands as a Small Company

56:59 Final Thoughts and Reflections

In this episode, we delve into the remarkable journey of Chad Hutchinson, one of only seven individuals to have played in both the NFL and the MLB. Chad was both a pitcher for the St. Louis Cardinals and a quarterback for the Dallas Cowboys. But he didn't just hang up his boots and call it quits after his pro-sports career: he went back to the bottom of the finance world and worked his way to becoming a Partner at the successful PE firm Arctos, pioneering sports franchise acquisition.

Discover how Chad transitioned from the ultra competitive world of sports to a thriving career in finance. Chad shares insights on his decision-making processes, from choosing between MLB and NFL offers to navigating complex negotiations with sports team owners in private equity. Learn about the values and lessons Chad acquired from his mentors and the pivotal moments that shaped his path. Don't miss Chad's inspiring story and his practical wisdom on achieving success in multiple high-stakes arenas.

00:00 Introduction to Winning and Success

00:19 Meet Chad Hutchinson: Dual-Sport Athlete

01:03 Chad's Early Life and Sports Beginnings

01:58 High School Breakthroughs and College Decisions

04:32 Negotiation Lessons from Scott Boris

08:19 Transition to Professional Baseball

10:24 Steroid Era and Lessons from Mark McGuire

16:25 Transition to Professional Football

20:03 Negotiating with Jerry Jones

26:13 First NFL Game Against Peyton Manning

28:03 Transition from Sports to Finance

29:12 Facing the Daunting Transition from Sports to Finance

29:47 Building Marketable Skills and Networking

30:39 Humbling Beginnings in the Workforce

32:20 Navigating the Financial Crisis and Buying Distressed Assets

33:26 Grit and Persistence in Business

34:38 Experience at Sixth Street and Learning Agriculture

39:21 Transition to OSE Partners and the Business of Sports

51:56 Investing in College Sports and NIL

58:20 Rapid Fire Questions and Final Thoughts

In this episode, we are honored to have a conversation with General Stanley McChrystal, a legendary military leader. We delve deep into his thoughts on the importance of negotiation in the military, his experiences leading JSOC operations in Iraq and Afghanistan, and the crucial role of character in leadership. General McChrystal shares valuable insights from his new book, 'On Character: Choices That Define a Life,' and discusses the intricate art of negotiation, from dealing with heads of state to commanding elite special forces, and the value of relationships in both military and civilian spheres.

Read the General's New Book: https://bit.ly/3F1aGfx

00:00 Introduction and Guest Overview

01:36 General McChrystal's Book: On Character

03:46 Leadership and Team Dynamics in Special Operations

06:34 The Hunt for Al-Qaeda Leader Zarqawi

12:12 Building Trust and Managing Risk in Military Operations

20:00 Interagency Collaboration and Negotiation

34:17 Challenges of Leading International Forces in Afghanistan

36:14 Navigating International Military Partnerships

38:53 The Importance of National Character

42:23 Building Trust with President Karzai

47:41 Challenges in Command and Communication

51:22 Reflections on Leadership and Negotiation

51:56 The Need for Character in Politics

01:01:52 Negotiating with Difficult Parties

01:10:23 Lessons from Military History

01:11:45 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 #Stanleymcchrystal #StanChristensen

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