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
