David Johnson teaches negotiation at Stanford Law School. We discuss multi-million dollar deals, navigating crucial personal conversations, and the top tips for being a better negotiator. Who is David Johnson?  David Johnson has been teaching Negotiation at SLS annually since 2006, in conjunction with his full-time practice of law in Silicon Valley from 1996 to date.  In addition, he is a Lecturer in the Hasso Plattner School of Design (a/k/a “the d.school”), where he has recently completed the third instance of his new course, Negotiation by Design. He has testified before the California Assembly on legislation addressing software liability.  Thereafter he appeared before Congress, as lead counsel for the Business Software Alliance in hearings before the House Subcommittee for Science and Technology. He currently serves on the California State Bar Executive Committee on Alternative Dispute Resolution, and its subcommittee on Education and Inclusivity. David is a regular speaker at conferences, seminars and panels on various subjects in law, science and technology, as well as negotiation. David brings to his teaching a unique blend of breadth and depth in the practice of law. He began his career in the courtroom, with over 20 civil trials, jury and bench, state and federal. He has briefed and argued a dozen state appellate matters, with 6 opinions issued, including one state Supreme Court argument challenging the prima facie constitutionality of a sales tax on commercial speech.  More recently, he was appointed as Special Assistant Attorney General for the State of Washington in order to appear for the State before the Alaska Supreme Court in a case of first impression directly impacting all of Washington’s state-owned hospitals. Highlights [13:50] Foundations of good negotiation [23:07] The art of listening and observing [33:15] Overplaying your position in negotiations [40:26] Saving a company millions of dollars [55:30] Negotiating against Steve Jobs [1:03:10] Things that people should be doing better in negotiations Resources Richard Shell's Bargaining for Advantage Walter Isaacson The Code Breaker Difficult Conversations by Sheila Heen The Glass Bead Game by Herman Hesse Sponsors Vielight Vielight combines science and engineering ingenuity to develop unique devices that deliver photons to the brain and inner systems. Their mission is to create photobiomodulation devices that are safe and effective – to help improve one’s quality of life.  The Neuro Alpha is a staple in my stress resilience and sleep improvement routine. I get better sleep, better focus, and less anxiety around public speaking. And… increased ability to drop into flow. Go to vielight.com and use the coupon code BOOMER to get 10% off on your purchase. BStrong I’ve been fascinated by blood flow restriction training for a very long time. B Strong made great innovations on this technology.   I use it almost every day: high reps, low number of sets, a few exercises. In 20 minutes, I have a fantastic workout which is triggering an anabolic response. If you want to get your B Strong blood flow restriction device, head on over to https://bstrong.training/ and use the code BOOMER, and you’re going to get yourself 10% off. Continue Your High Performance Journey with David Johnson Bio LinkedIn Twitter Disclaimer  This information is being provided to you for educational and informational purposes only. This is being provided as a self-help tool to help you understand your genetics, biodata and other information to enhance your performance. It is not medical or psychological advice. Virtuosity LLC, or Decoding Superhuman, is not a doctor. Virtuosity LLC is not treating, preventing, healing, or diagnosing disease. This information is to be used at your own risk based on your own judgment. For the full Disclaimer, please go to (Decodingsup