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Entrepreneurial Thought Leaders (ETL)

Stan Christensen Interviews Secretary George P. Shultz on Negotiation

Entrepreneurial Thought Leaders (ETL)

Stanford eCorner

Journey, Startups, Education, Stanford, Culture, Strategy, Stanford University, Entrepreneurship, Business, Life Lessons, Thought Leadership, Creativity, Etl, Challenges, Leadership, Innovation, Founders

4.4739 Ratings

🗓️ 22 May 2007

⏱️ 71 minutes

🧾️ Download transcript

Summary

Secretary Shultz discusses what he learned about negotiation while serving in both the Nixon and Reagan administrations. Topics covered include how to know when to go to the negotiation table, the role of trust in negotiation, confronting the dilemma of when to use force in a dispute, as well as the Secretary's opinions on negotiating in the current political landscape. Current events covered include the Arab Israeli conflict, the war in Afganistan, the fall of the Soviet Union, and how the media has changed the modern negotiation landscape.

Transcript

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0:00.0

We are very lucky today to have Secretary George Shultz and very much appreciate his willingness to come here.

0:09.0

It was quite a negotiation to get him to come.

0:11.0

I think this is about the...

0:12.0

Do I have to speak as loud as you do?

0:15.0

You're just...

0:17.0

The answer is no.

0:19.0

You don't need to speak as loudly as I do. I'm not used to, as a non-famous

0:22.9

person, I'm never microphoneed. You're probably mic'd all the time. But it was a negotiation

0:28.5

to get him to come here. This is probably my fourth or fifth year attempting so. We had our

0:32.8

final negotiation, although he might not know exactly how it went this morning, mediated by his

0:37.9

assistant.

0:38.9

I called in a moment of panic and I said, is the secretary wearing a tie today?

0:42.5

Because I felt like if he's wearing a tie, I better go home and get a tie.

0:45.9

And she said, can I put you on hold?

0:47.0

And I assume she went and talked to you about that.

0:49.7

And she said, the secretary is not wearing a tie.

0:51.4

And I said, well, good. She said, but would you like him to? He has one.

0:54.6

I said, no.

0:55.6

And we went back and forth.

0:56.8

So we're here without ties, but with microphones.

1:00.9

I want to resist the temptation to do a lengthy introduction.

1:05.4

When you're speaking with someone of such eminence, we could occupy the whole hour doing the introduction.

...

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