The Art of Negotiation

Stanford Technology Ventures Program; Arbor Advisors

Stan Christensen is a partner at <a href="" target="_blank" rel="nofollow">Arbor Advisors</a>, an investment banking firm where he negotiates on behalf of mid-market technology companies. In this lecture, Christensen builds a framework and illuminates a few of the classical mistakes in negotiation. He defines negotiation as an attempt to persuade or influence a situation. He emphasizes relationship management and problem solving as being fundamental to negotiation. He also alludes to the conceptual framework by illustrating examples from his vast global experience.