Ep 253 Mastering the Art of Negotiation with Stan Christensen

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

• The single biggest myth about great negotiators

• Advice for founders raising venture capital (hint: think twice)

• Why the best companies are sold—not bought

• How to renegotiate the preference stack and protect your payout

• Tactics to keep a counterparty at the table when they threaten to walk

• What separates good negotiators from bad ones

• Choosing the right investment banker (and what red flags to avoid)

• Are lawyers actually good negotiators?

• A behind-the-scenes look at a $70M deal that started with a $15M offer

• Stan’s favorite negotiation books, movies, and frameworks

📚 Recommended Resources

• Influence by Robert Cialdini

• How to Know a Person by David Brooks

• Film: 12 Angry Men

🔗 Connect with Stan

Listen to Stan's Podcast All Things Negotiation - Podcast - Apple Podcasts

• Stan Christensen on LinkedIn