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: 23:39

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.

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 Chapters:

  • (00:00) - Introduction
  • (00:43) - What Is Negotiation?
  • (01:22) - Negotiating Every Day
  • (02:24) - The Power of Listening
  • (03:57) - Asking Better Questions
  • (05:58) - Handling Emotions
  • (06:56) - Authentic Emotion
  • (07:54) - Body Language Matters
  • (08:45) - Collaboration in Negotiation
  • (10:23) - Framing Conversations
  • (11:48) - Setting the Agenda
  • (13:10) - Co-Creating Structure
  • (14:46) - A Common Negotiation Mistake
  • (15:25) - Why Start a Podcast
  • (16:29) - Learning from Guests
  • (17:26) - The Final Three Questions
  • (22:53) - Conclusion

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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: 50

Think Fast Talk Smart: Communication Techniques
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