Join Stan as he dives deep into the remarkable entrepreneurial journey of Sami Inkinen in this episode of All Things Negotiation. A two-time successful entrepreneur, Inkinen co-founded Trulia, an online real estate marketplace, and Virta Health, a revolutionary company aimed at reversing type 2 diabetes. Throughout the conversation, Inkinen shares insights on grit, risk-taking, and authenticity in the business world. Discover the highs and lows of startup life, the importance of burn-the-lifeboats mentality, and invaluable lessons on negotiation and long-term relationships from a leader whose ventures are valued at multiple billions of dollars. Whether you're a budding entrepreneur or a business veteran, Inkinen's stories of overcoming obstacles, staying focused, and balancing personal life are bound to inspire and inform.

00:00 The Harsh Reality of Entrepreneurship

00:25 Introducing Sami Inkinen: A Rare Breed of Entrepreneur

01:08 Sami's Early Life and Entrepreneurial Journey

02:07 Grit and Achievements: From Triathlons to Rowing Across the Pacific

04:17 The Birth and Growth of Trulia

09:38 Overcoming Challenges at Trulia

12:34 Transition to Virta Health: A New Mission

15:09 Virta Health's Approach to Reversing Type 2 Diabetes

19:34 Challenges in the Healthcare Industry

24:00 The Power of Probabilistic Results

24:43 Taking Risks and Innovating in Healthcare

27:13 Burning the Lifeboats: A Philosophy for Entrepreneurs

35:44 Balancing Multiple Identities

38:52 The Importance of Authenticity and Vulnerability

44:11 Advice for Young Founders on Negotiation

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.

In this episode, Stan interviews Dr. Toyin Ajayi, a physician, entrepreneur, and co-founder of Cityblock Health. They discuss the challenges of healthcare delivery for underserved populations, building trust, value-based care, entrepreneurship, and lessons in negotiation and persuasion.

00:00 - Introduction: The Art of Selling as a CEO

00:18 - Meet Dr. Toyin Ajayi & Cityblock Health

00:37 - Toyin’s Journey: Gaps in Medicaid Healthcare

01:48 - The Revolving Door of Healthcare

03:13 - Redesigning Care for Real Impact

04:33 - Problems Cityblock Health Solves

06:30 - Burnout & Moral Injury in Healthcare

08:09 - Aligning Incentives: Patients, Providers, Payers

09:02 - How Cityblock’s Model Works

10:00 - Negotiating with Insurers & Enterprise Sales

13:09 - Value-Based Arrangements & Preventative Care

15:40 - Misaligned Incentives in Healthcare

18:46 - The Role of Regulators & CMS

20:05 - Administrative Complexity in US Healthcare

22:05 - Building Trust with Patients

24:05 - Anecdotes: Earning Patient Trust

27:00 - For-Profit with a Mission: Aligning Investors & Impact

29:45 - Current Events: Medicaid Policy & Technology

32:00 - Advice for Entrepreneurs: Negotiation & Listening

In this episode, Stan hosts Edward Alden, a senior fellow at the Council on Foreign Relations and an expert on trade and trade policy. The discussion dives deep into President Trump's approach to tariffs and trade, examining the strategic rationale, economic impact, and international relations fallout.They discuss the historical context of the global trade order, the complexities of modern economic policies, and the potential long-term consequences for the U.S. economy and its global alliances. Through a critical lens, Alden and Stan explore whether Trump's tariff strategies are beneficial or detrimental, touching on specific examples like China's role and the contentious nature of the administration's negotiation tactics.

00:00 Introduction to Tariffs and Trade Policy

00:37 Meet Ed Alden: Trade Policy Expert

01:18 Trump's Trade War: An Overview01:49 Historical Context of Global Trade

03:33 Trump's Trade Philosophy and Goals

05:40 Impact of Tariffs on the Economy

07:24 Trump's Personal Involvement in Trade Negotiations

08:27 Market Reactions and Economic Predictions

14:27 Transactional Trade Deals vs. Strategic Agreements

19:53 Challenges and Future of US Trade Policy

25:16 Discussing Trump's Simplistic Approach to Complex Problems

25:23 The Elephant in the Room: US-China Trade Relations

25:30 Trump's Strategy: Building a Wall Around China?

26:32 Biden's Coordinated Approach vs. Trump's Unilateral Actions

28:30 The Consequences of Alienating Allies

30:38 China's Strategic Win Amidst US Trade Policies

32:46 China's Subtle Violations of Trade Rules

36:04 The Rare Earth Minerals Negotiation

38:30 Taiwan and Semiconductors: A Parallel Issue

41:13 Congress's Abdication of Trade Authority

44:27 The Historical Context of Tariffs

50:24 Advising Trump on a Strategic Trade Approach