Podcast appearances and mentions of stan christensen

Do you really win the negotiation if it means losing the relationship?You might think that successful negotiation means getting what you want here and now. But Stan Christensen says this short-sighted view is selling many negotiators short.Christensen is a professional negotiator, host of the All Things Negotiation podcast, and instructor of one of Stanford's most popular courses on the subject. His core insight: most negotiations happen with people you'll see again — which means success isn't about claiming victory, it's about building long-term, mutually beneficial relationships. “Most people think of negotiation statically,” he says. “It's you and I. There's a fixed pie. We're trying to get more for ourself and less for the other party. In reality, 95% of negotiations are gonna be with people you see again, so I define success as contributing to the value of the long-term relationship.”In this episode of Think Fast, Talk Smart, Christensen and host Matt Abrahams explore what it takes to negotiate well — from the power of listening and asking questions to managing emotions and communicating for collaboration. Whether you're negotiating a business deal or just deciding where to go to dinner, Christensen shows why every negotiation is an opportunity to strengthen the relationship.Episode Reference Links:Stan ChristensenAll Things Negotiation PodcastEp.15 The Art of Negotiation: How to Get More of What You WantEp.204 Tough Talks: Turn Tension Into Trust Connect:Premium Signup >>>> Think Fast Talk Smart PremiumEmail Questions & Feedback >>> hello@fastersmarter.ioEpisode Transcripts >>> Think Fast Talk Smart WebsiteNewsletter Signup + English Language Learning >>> FasterSmarter.ioThink Fast Talk Smart >>> LinkedIn, Instagram, YouTubeMatt Abrahams >>> LinkedIn Chapters:(00:00) - Introduction (02:11) - What Is Negotiation? (02:50) - Negotiating Every Day (03:52) - The Power of Listening (05:25) - Asking Better Questions (07:26) - Handling Emotions (08:24) - Authentic Emotion (09:22) - Body Language Matters (10:13) - Collaboration in Negotiation (11:51) - Framing Conversations (13:16) - Setting the Agenda (14:38) - Co-Creating Structure (16:14) - A Common Negotiation Mistake (16:53) - Why Start a Podcast (17:57) - Learning from Guests (18:54) - The Final Three Questions (26:15) - Conclusion ********Thank you to our sponsors.  These partnerships support the ongoing production of the podcast, allowing us to bring it to you at no cost.Unleash your Superhuman potential with AI that meets you where you work. Learn more at superhuman.comJoin our Think Fast Talk Smart Learning Community and become the communicator you want to be. 

Why do smart CEOs prioritize alignment over conflict when the stakes are highest? Every major negotiation — with investors, employees, customers, partners, or acquisition targets — shapes the long-term health of your business. But too many leaders still approach negotiations as a battle to win rather than an opportunity to build trust, expand the pie, and create better outcomes for everyone involved. In this episode, Jim Schleckser sits down with negotiation expert Stan Christensen to unpack why the smartest CEOs focus on fairness, relationship management, and strategic preparation rather than pressure tactics and positional bargaining. By listening to this episode, you'll learn how to: Build stronger long-term business relationships by approaching negotiations as collaborative problem-solving instead of zero-sum conflict Avoid costly emotional decisions by using pauses, preparation, and strategic thinking to stay in control during high-stakes conversations Create better outcomes in salary discussions, M&A deals, and everyday negotiations by uncovering what truly matters to the other side Play this episode now to discover why the CEOs who consistently get the best deals are the ones who prioritize alignment over conflict in every important negotiation. Check out: 08:45 — Stan Christensen explains why the best negotiations focus on fairness, relationship management, and expanding the pie instead of treating negotiation as adversarial conflict. 27:10 — A powerful discussion on how CEOs should approach compensation, ownership, and aligning incentives for long-term wealth creation and leadership growth. 45:20 — Stan shares a fascinating real-world negotiation strategy used in a car-buying scenario that completely changes the game and shifts leverage back to the buyer. About Stan Christensen Mr. Christensen is currently the host of "All Things Negotiation," a popular negotiation podcast. He was a co-Founder of Arbor Advisors, a boutique investment bank in Silicon Valley, which he ran for 20 years.  Previously, he worked as a mediator and negotiation advisor at Conflict Management Group.  In this capacity, he worked in over 75 countries, negotiating transactions and mediating conflicts.  He is a former Kellogg Fellow and a member of the Council on Foreign Relations.  He has taught Negotiation at Stanford University for over 20 years.  His BA is from Brigham Young University, and he has an MBA from Harvard Business School. 

Stan Christensen is an Adjunct Lecturer at Stanford University and host of All Things Negotiation, a series that explores high-stakes decision-making and negotiation with top industry experts. With a unique blend of academic theory and real-world consulting, Stan teaches sales professionals, business leaders, and students how to navigate complex conversations with authenticity, strategic preparation, and long-term relationship management. Drawing from his experiences with the Harvard Negotiation Project and international mediation, Stan helps leaders master persuasion, influence, and collaborative outcomes. SHOW SUMMARYIn this episode of Selling from the Heart Podcast, Larry Levine and Darrell Amy are joined by negotiation expert Stan Christensen. They discuss the principles of authentic negotiation, how to prepare for high-stakes conversations, and why long-term relationship management is crucial in sales. Stan shares tactical strategies for navigating difficult conversations, managing emotions, and ensuring fairness in negotiations. Through personal stories and practical advice, this episode is a masterclass in blending integrity with strategy to win in sales negotiations. KEY TAKEAWAYSAuthenticity in Negotiation: Stay true to your word, align your behavior with your values, and build trust.Curiosity Over Assumptions: Be intensely curious about the other party's needs—ask questions and listen deeply.Negotiation is Relationship Management: It's not about a one-time win; it's about managing long-term partnerships.Preparation is Key: Come into negotiations with a clear framework, agenda, and objective criteria.Fairness First: Leading with fairness creates credibility and fosters collaboration.Strategic Pausing: Don't be afraid to pause when negotiations stall—it shows control and resets the tone.Co-Creation Over Confrontation: Invite the other side to collaborate on the outcome for mutually beneficial results.HIGHLIGHT QUOTESBe interested, not interesting.If you're authentic, you have to be true to your word—not only in how you think and what you say, but how you behave.Negotiation is an ongoing relationship where there will be multiple rounds.There's nothing more persuasive than being open to persuasion.Trust the other side to be a co-creator of the process that leads to the outcome.Lead with fairness.

Join us as we explore the art of negotiation in sales with our special guest, Stan Christensen, an adjunct professor at Stanford and host of the "All Things Negotiation" podcast. We discuss the common misconception that price is the most critical element of closing a deal. Instead, we emphasize the significance of building long-term client relationships over short-term gains.  Stan shares his expertise on why postponing price discussions until other aspects of the relationship are established is crucial. By focusing on understanding and empathy, rather than tactics, negotiators can create fair and successful outcomes. With Stan, we also explore cultural differences in negotiation styles and the significance of understanding these nuances.  ⭐ Leave us a rating or review on your favorite podcast app. We actually read them!

In this episode, we're joined by Stan Christensen, a veteran dealmaker, negotiation expert, and founder of Arbor Advisors. With over two decades of experience teaching negotiation at Stanford University and leading high-stakes transactions in the tech world, Stan offers a masterclass in how to navigate complex deals, align incentives, and come out ahead—whether you're raising capital, selling your company, or simply trying to keep a negotiation from falling apart. Stan shares his career-defining moments, hard-earned insights from the front lines of investment banking, and why most founders misunderstand who really does the work behind the scenes. This is a must-listen for entrepreneurs, operators, and anyone who wants to become a better negotiator.

Arbor Advisors co-founder and managing director, Stan Christensen joins Moe Abdou to explore the misconceptions of raising capital, selling companies, and effective negotiations. 

Stan Christensen, a partner at Arbor Advisors, offers advice on transactional negotiations and relationship management geared toward the student embarking upon their career. Topics covered include choosing a career, on-the-job expectations, work/life balance, and benefit mediation.

Stan Christensen is a partner at Arbor Advisors, an investment banking firm where he negotiates on behalf of mid-market technology companies. In this lecture, Christensen builds a framework and illuminates a few of the classical mistakes in negotiation. He defines negotiation as an attempt to persuade or influence a situation. He emphasizes relationship management and problem solving as being fundamental to negotiation. He also alludes to the conceptual framework by illustrating examples from his vast global experience.

Stan Christensen is a partner at Arbor Advisors, an investment banking firm where he negotiates on behalf of mid-market technology companies. In this lecture, Christensen builds a framework and illuminates a few of the classical mistakes in negotiation. He defines negotiation as an attempt to persuade or influence a situation. He emphasizes relationship management and problem solving as being fundamental to negotiation. He also alludes to the conceptual framework by illustrating examples from his vast global experience.

Stan Christensen is a partner at Arbor Advisors, an investment banking firm where he negotiates on behalf of mid-market technology companies. In this lecture, Christensen builds a framework and illuminates a few of the classical mistakes in negotiation. He defines negotiation as an attempt to persuade or influence a situation. He emphasizes relationship management and problem solving as being fundamental to negotiation. He also alludes to the conceptual framework by illustrating examples from his vast global experience.

Secretary Shultz discusses what he learned about negotiation while serving in both the Nixon and Reagan administrations. Topics covered include how to know when to go to the negotiation table, the role of trust in negotiation, confronting the dilemma of when to use force in a dispute, as well as the Secretary's opinions on negotiating in the current political landscape. Current events covered include the Arab Israeli conflict, the war in Afganistan, the fall of the Soviet Union, and how the media has changed the modern negotiation landscape.