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 SUMMARY
In 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 TAKEAWAYS
- Authenticity 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 QUOTES
Be 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.
📌 FOLLOW THE CONVERSATION
Connect with Stan:
➡️Stan's LinkedIn: https://www.linkedin.com/in/stanchris/
➡️Stan's Youtube Channel: https://www.youtube.com/@AllThingsNegotiation
Learn more about Darrell and Larry:
➡️Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
➡️Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
➡️Website: https://www.sellingfromtheheart.net
ADDITIONAL RESOURCES
Explore the secrets of heart-centered leadership and thriving workplace cultures with Culture from the Heart Podcast—nominate a visionary CEO at www.culturefromtheheart.com!
Listen to Larry Levine’s Bestselling Book — Selling in a Post-Trust World! Now available on Audible! Transform your sales approach with insights that matter.
SUBSCRIBE to our YOUTUBE CHANNEL!
Stay updated with the latest episodes and leadership tips: Selling from the Heart YouTube
Get Your Daily Dose of Inspiration:
Click Here for Your Daily Dose
Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Cardiac Cowboys
The heart was always off-limits to surgeons. Cutting into it spelled instant death for the patient. That is, until a ragtag group of doctors scattered across the Midwest and Texas decided to throw out the rule book. Working in makeshift laboratories and home garages, using medical devices made from scavenged machine parts and beer tubes, these men and women invented the field of open heart surgery. Odds are, someone you know is alive because of them. So why has history left them behind? Presented by Chris Pine, CARDIAC COWBOYS tells the gripping true story behind the birth of heart surgery, and the young, Greatest Generation doctors who made it happen. For years, they competed and feuded, racing to be the first, the best, and the most prolific. Some appeared on the cover of Time Magazine, operated on kings and advised presidents. Others ended up disgraced, penniless, and convicted of felonies. Together, they ignited a revolution in medicine, and changed the world.
The Joe Rogan Experience
The official podcast of comedian Joe Rogan.