In this episode, we sit down with Daragh Murphy, co-founder of Imprint, a leading fintech company in the co-branded credit card space. Daragh shares his journey from being an Irish immigrant to achieving $100 million in revenue in just fouryears. We delve into his background in law and management consulting, discussing how these experiences have shaped his approach to negotiation and entrepreneurship. Dara reveals insights into the challenges of enterprise sales, the importance of building trust, managing internal frictions, and the nuances of fundraising. Whether you're an aspiring entrepreneur or a seasoned business leader, Daragh's stories and strategies will provide valuable lessons on navigating the complex landscape of startups and scaling a successfulenterprise.

Daragh Recommends: https://www.amazon.com/Who-Michael-Ovitz/dp/1591845548

00:55 Daragh Murphy's Background and Journey to the US

02:18 Transition from Law to Entrepreneurship

08:11 Founding Imprint During the Pandemic

12:32 Imprint's Business Model and Success

14:15 Challenges and Strategies in Enterprise Sales

30:53 Maintaining Momentum in Long Sales Cycles

31:47 Addressing Gender Dynamics in Sales

32:44 Handling Client Concerns and Building Trust

33:35 Strategies for Selling to Large Enterprises

37:39 Internal Operations and Reducing Friction

41:02 Hiring and Values Alignment

46:10 Persuading Senior Talent to Join a Startup

51:25 Dealing with Employee Compensation and Retention

54:21 Fundraising and Negotiating with Investors

60:00 Quickfire Questions and FinalThoughts

Stan is joined by Paul Salem, a co-managing partner of one of the most successful private equity firms, Providence Equity. Paul shares his early struggles of job hunting on Wall Street, the persistence that landed him an initial gig at Prudential, and his fascinating career journey through various highs and lows. He details his work in private equity deals, the aggressive moves that paid off, and some that didn’t. Paul also talks about his impactful post-Providence career in nonprofits, including his role at the Woods Hole Institute. Learn about the critical negotiation skills that played pivotal roles throughout his career and get inspired by his relentless drive and optimism.

Watch Paul's Ted Talk: https://www.ted.com/talks/paul_salem_luck

Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years. #Negotiation #paulsalem #Stan Christensen

In this episode, Stan is joined by Adam Segal, a senior fellow at the Council on Foreign Relations, to discuss cybersecurity, cyber warfare, and US-China relations. They explore the complexities of negotiating over cyber activities, the fragmented state of the global internet, and the economic and strategic implications of cyberattacks. Adam also provides insights into the military comparison between the US and China, the potential for conflict over Taiwan, and the importance of ongoing diplomatic dialogue. Listen to delve into these pressing issues and understand the nuanced dynamics of international cybersecurity and military strategy.

Read Adam's Report: https://www.cfr.org/task-force-report/confronting-reality-in-cyberspace

00:00 Introduction and Guest Overview

01:10 The Internet's Broken Promise

02:58 Diplomacy in Cyberspace

03:59 China's Cyber Exploits

04:51 Understanding Cyber Attacks

08:23 Negotiating Cyber Norms

13:39 Defending Forward: U.S. Cyber Strategy

18:17 China-U.S. Cyber Relations

21:27 Artificial Intelligence and Cybersecurity

26:02 Military Strength and Strategic Ambiguity

32:51 Escalation and De-escalation Strategies

34:38 Conclusion and Final Thoughts

Host Stan Christensen has spent his career working as a professional negotiator in a variety of arenas. He has also taught a popular course on negotiation at Stanford University for over twenty years.