Don Faul: Platoon Leader → Silicon Valley Executive → CrossFit CEO
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 Faul01:04 Don Faul's Career Journey02:38 The CrossFit Experience08:39 Challenges and Changes at CrossFit19:56 Management and Innovation at CrossFit27:20 Reflections on Leadership and Negotiation28:05 Reflecting on Negotiation Lessons from the Marines28:30 Managing Emotions in High-Stress Situations29:52 The Importance of Taking a Step Back30:29 Early Career Decisions and Learning from Mistakes31:22 Navigating Free Speech Challenges at Facebook32:15 Internal Negotiations and Policy Conflicts41:23 Lessons from Pinterest: Scaling and Structuring46:47 Overcoming Challenges in Equity Compensation52:31 Negotiating with Big Brands as a Small Company56:59 Final Thoughts and Reflections
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Chad Hutchinson: From NFL quarterback to buying sports teams
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 Success00:19 Meet Chad Hutchinson: Dual-Sport Athlete01:03 Chad's Early Life and Sports Beginnings01:58 High School Breakthroughs and College Decisions04:32 Negotiation Lessons from Scott Boris08:19 Transition to Professional Baseball10:24 Steroid Era and Lessons from Mark McGuire16:25 Transition to Professional Football20:03 Negotiating with Jerry Jones26:13 First NFL Game Against Peyton Manning28:03 Transition from Sports to Finance29:12 Facing the Daunting Transition from Sports to Finance29:47 Building Marketable Skills and Networking30:39 Humbling Beginnings in the Workforce32:20 Navigating the Financial Crisis and Buying Distressed Assets33:26 Grit and Persistence in Business34:38 Experience at Sixth Street and Learning Agriculture39:21 Transition to OSE Partners and the Business of Sports51:56 Investing in College Sports and NIL58:20 Rapid Fire Questions and Final Thoughts
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Four-Star General Stanley McChrystal: What War Taught Me About Resolving Conflict
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/3F1aGfx00:00 Introduction and Guest Overview01:36 General McChrystal's Book: On Character03:46 Leadership and Team Dynamics in Special Operations06:34 The Hunt for Al-Qaeda Leader Zarqawi12:12 Building Trust and Managing Risk in Military Operations20:00 Interagency Collaboration and Negotiation34:17 Challenges of Leading International Forces in Afghanistan36:14 Navigating International Military Partnerships38:53 The Importance of National Character42:23 Building Trust with President Karzai47:41 Challenges in Command and Communication51:22 Reflections on Leadership and Negotiation51:56 The Need for Character in Politics01:01:52 Negotiating with Difficult Parties01:10:23 Lessons from Military History01:11:45 Conclusion and Final ThoughtsHost 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
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Joel Clark: Turning Kodiak Cakes into a household name
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 Negotiation00:36 Meet Joel Clark: CEO of Kodiak Cakes01:27 The Humble Beginnings of Kodiak Cakes03:21 From Neighborhood Sales to Gift Shops05:49 Breaking into Grocery Stores07:53 Building Relationships and Overcoming Challenges12:40 Cold Calling and Early Sales Strategies17:50 Balancing a Job and Growing a Business19:49 Supplier Relationships and Product Quality23:07 The Importance of Trust in Business27:55 Rebuilding Trust and Early Decisions28:36 Quitting the Job and Distribution Wins29:06 Working with Family and Launching New Products29:50 Bringing in a New Partner32:04 Challenges and Successes with Costco36:02 Consumer Feedback and Brand Integrity39:41 Family Business Dynamics44:55 Raising Capital and Choosing the Right Partners50:36 Conclusion and Reflections
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Keith Rabois: Negotiation Lessons From the Startup Trenches.
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 Company00:25 Introducing Keith Rabois: Entrepreneur and Investor01:16 Keith's Negotiation Philosophy and Tactics05:03 Lessons from PayPal and Other Early Ventures10:13 Recruiting and Identifying Talent14:05 Management and Employee Motivation20:22 Transitioning to an Investor Role23:16 The Path to CEO: Sales vs. Technical Founders24:23 The Art of Persuasive Pitches: Lessons from Airbnb27:14 Evaluating Teams: The CEO's Role28:33 Friends and Family in Business: Risks and Rewards32:03 Navigating Leadership Conflicts: Lessons from PayPal34:39 Measuring Inputs vs. Outputs: Risk and Persuasion36:28 Career-Changing Persuasion: From Law to Tech40:08 Getting Noticed: How to Pitch to Investors41:26 Persistence Pays Off: Breaking into Startups42:16 Long-Term Relationships in Business43:30 Full Circle: A Fun Anecdote44:24 Conclusion and Final ThoughtsHost 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
Negotiation is the art of persuasion and influence. All of us do it every day, yet there aren’t obvious ways to learn to do it effectively. 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. On this podcast, he interviews the experts, people who have accumulated negotiation stories worth telling.
Listening to this podcast will give you an edge, and the confidence you need to be prepared for even the most challenging negotiations.
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