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.
💡 Topics Covered-
Stan’s journey from educator to investment banker
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The single biggest myth about great negotiators
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Advice for founders raising venture capital (hint: think twice)
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Why the best companies are sold—not bought
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How to renegotiate the preference stack and protect your payout
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Tactics to keep a counterparty at the table when they threaten to walk
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What separates good negotiators from bad ones
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Choosing the right investment banker (and what red flags to avoid)
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Are lawyers actually good negotiators?
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A behind-the-scenes look at a $70M deal that started with a $15M offer
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Stan’s favorite negotiation books, movies, and frameworks
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Influence by Robert Cialdini
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How to Know a Person by David Brooks
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Film: 12 Angry Men
Listen to Stan's Podcast All Things Negotiation - Podcast - Apple Podcasts
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