Stan Christensen on the Art of Negotiation

Stan Christensen talks about the Art of Negotiation for the Stanford Technology Ventures Program.

Stan Christensen is a partner at Arbor Advisors, an investment banking firm where he negotiates on behalf of mid-market technology companies.

What I learned from Stan:

  • Negotiation is not a one time event.
  • The pie of negotiation is not always fixed. To negotiate effectively, you have to creatively figure out how to make the pie bigger.
  • Challenge your assumptions.
  • Negotiation is simply effective relationship management and creative problem solving.
  • Establish an “objective criteria” independent from both parties.
  • Precedents are good objective criterias.
  • Base your agreements on objective standards, not just what the other party wants.

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