294. Ask & You Shall Receive: Questions For Better Negotiations

294. Ask & You Shall Receive: Questions For Better Negotiations

Author: Matt Abrahams, Think Fast Talk Smart June 4, 2026 Duration: 26:34

Do you really win the negotiation if it means losing the relationship?

You might think that successful negotiation means getting what you want here and now. But Stan Christensen says this short-sighted view is selling many negotiators short.

Christensen is a professional negotiator, host of the All Things Negotiation podcast, and instructor of one of Stanford's most popular courses on the subject. His core insight: most negotiations happen with people you’ll see again — which means success isn’t about claiming victory, it’s about building long-term, mutually beneficial relationships. “Most people think of negotiation statically,” he says. “It's you and I. There's a fixed pie. We're trying to get more for ourself and less for the other party. In reality, 95% of negotiations are gonna be with people you see again, so I define success as contributing to the value of the long-term relationship.”

In this episode of Think Fast, Talk Smart, Christensen and host Matt Abrahams explore what it takes to negotiate well — from the power of listening and asking questions to managing emotions and communicating for collaboration. Whether you're negotiating a business deal or just deciding where to go to dinner, Christensen shows why every negotiation is an opportunity to strengthen the relationship.

Episode Reference Links:

Connect:


 Chapters:

  • (00:00) - Introduction
  • (02:11) - What Is Negotiation?
  • (02:50) - Negotiating Every Day
  • (03:52) - The Power of Listening
  • (05:25) - Asking Better Questions
  • (07:26) - Handling Emotions
  • (08:24) - Authentic Emotion
  • (09:22) - Body Language Matters
  • (10:13) - Collaboration in Negotiation
  • (11:51) - Framing Conversations
  • (13:16) - Setting the Agenda
  • (14:38) - Co-Creating Structure
  • (16:14) - A Common Negotiation Mistake
  • (16:53) - Why Start a Podcast
  • (17:57) - Learning from Guests
  • (18:54) - The Final Three Questions
  • (25:27) - Conclusion

********
Thank you to our sponsors.
 These partnerships support the ongoing production of the podcast, allowing us to bring it to you at no cost.

Unleash your Superhuman potential with AI that meets you where you work. Learn more at superhuman.com

Join our Think Fast Talk Smart Learning Community and become the communicator you want to be. 


Ever find yourself scrambling for the right words in a high-stakes meeting or struggling to get your point across clearly? That’s the territory Think Fast Talk Smart: Communication Techniques explores. Hosted by Matt Abrahams, a Stanford lecturer and author who understands the real-world pressure of thinking on your feet, this podcast digs into the mechanics of how we connect and convey ideas. Each episode features conversations with specialists across various fields, moving beyond theory to deliver concrete methods you can use immediately. Whether it’s navigating a difficult conversation, structuring a persuasive pitch, or simply becoming a more engaged listener, Matt focuses on the tactical skills that build confidence. The discussions are grounded in his professional experience and academic background, offering a blend of research and relatable application. You’ll hear specific techniques for organizing your thoughts under pressure, using storytelling to make data memorable, and adjusting your communication style for different audiences. This isn’t about abstract concepts; it’s a resource for anyone who needs to influence, lead, or collaborate more effectively in their career and daily interactions. Tune in to this practical podcast for a regular dose of insights that aim to make your communication more intentional and impactful, one conversation at a time.
Author: Language: English Episodes: 100

Think Fast Talk Smart: Communication Techniques
Podcast Episodes
292. Headspace Habits: Lessons for Calm, Confident Communication [not-audio_url] [/not-audio_url]

Duration: 29:07
The hidden habits behind calm, confident communicators.What does it really take to become a more confident communicator? In this special collaboration between Think Fast, Talk Smart and Headspace, host Matt Abrahams shar…
291. Hello, Stranger: Why Curiosity Beats Charisma Every Time [not-audio_url] [/not-audio_url]

Duration: 30:16
What keeps us from being more social? Nick Epley calls it a “mind-reading mistake.”We all think about what others think, particularly what they think about us. The problem, says Nick Epley, is that we’re almost always wr…
290. Quick Thinks: How to Have Better Conversations About Aging [not-audio_url] [/not-audio_url]

Duration: 20:29
How can we approach aging with more joy, empathy, and meaningful connection?We often talk about lifespan, or how long we live, but Kerry Burnight believes the more important question is how fully we live along the way.Bu…
289. Better with Age: Why Joy Matters More Than Longevity [not-audio_url] [/not-audio_url]

Duration: 26:54
A full life isn’t about the quantity of time, but the quality.Our lifespan might describe how long we live, but it doesn’t say anything about how well we live. For that, Kerry Burnight says, we need a different measure:…
286. Driven to Succeed: Turn Doubt Into Your Competitive Advantage [not-audio_url] [/not-audio_url]

Duration: 27:41
Confidence, clarity, and speaking when it matters.Confident communication isn’t about being the loudest in the room. For Susie Wolff, it’s about displaying assurance before you even open your mouth.Wolff is a former prof…
How To Speak Up — When You Don’t Want To | From TED Business [not-audio_url] [/not-audio_url]

Duration: 19:53
What stops you from speaking up when it matters most?This week on Think Fast Talk Smart, we’re featuring a special episode from TED Business. Healthcare leader Sarah Crawford-Bohl offers a practical, compassionate framew…