Welcome to an enlightening episode of "Empathy at the Table," featuring the acclaimed negotiation expert and podcast host, Mark Raffan. Known for his dynamic approach to teaching negotiation skills and his leadership of the highly-regarded Negotiations Ninja podcast, Mark brings a treasure trove of insights and real-world experiences to our discussion. In this episode, Mark delves into several key areas: Transitioning Negotiation Tactics: Explore how Mark transitioned from traditional, aggressive negotiation tactics to a more nuanced, emotionally intelligent approach. The Role of Emotional Intelligence: Discover the critical role that emotional intelligence plays in achieving successful outcomes in negotiations, and how you can harness it. Strategies for Conflict Resolution: Gain practical advice on resolving conflicts, whether in the boardroom or your personal life, with strategies that promote lasting agreements. Skill Development for Effective Negotiating: Learn from Mark's extensive experience on how continuous learning and adaptability can enhance your negotiation skills. Mark's engaging storytelling and practical advice make this a must-watch for anyone interested in elevating their negotiation capabilities and understanding the profound impact of emotional intelligence on negotiation outcomes. About Mark Raffan: Mark Raffan is the esteemed host of the Negotiations Ninja podcast, where he shares innovative negotiation strategies with business leaders worldwide. His podcast is renowned for breaking down complex negotiation concepts into actionable, effective tactics that professionals can apply in their daily lives. 🔗 Connect with Mark and explore his podcast: Negotiations Ninja Podcast Follow Mark Raffan on LinkedIn 🔗 Watch now to transform your approach to negotiation and learn from one of the masters in the field!

Conversation Summary

Anuj Jagannathan, a negotiation expert, shares his journey of learning negotiation skills and teaching them to others. He emphasizes the importance of negotiation in everyday life and how it can benefit everyone. Anuj discusses the art and science of negotiation, highlighting the need for a balance between the two. He also explores the value propositions of negotiation beyond monetary gain, such as avoiding bad deals and managing conflicts. Anuj has written books on negotiation for both adults and children, and he explains how he teaches negotiation to kids using real-life examples and comics. He also touches on the cultural aspects of negotiation and the importance of understanding context in different cultures. Keywords negotiation, everyday life, balance, value propositions, teaching negotiation to kids, cultural aspects of negotiation Takeaways * Negotiation is an essential skill in everyday life and can benefit everyone. * The art and science of negotiation should be balanced for optimal results. * Negotiation goes beyond monetary gain and includes avoiding bad deals and managing conflicts. * Teaching negotiation to kids can be done through real-life examples and comics. * Understanding cultural context is crucial in negotiation. titles * Demystifying Negotiation: It's for Everyone * Understanding Cultural Context in Negotiation Sound Bites "Negotiation is for everybody." "The art of negotiation complements the science." "Negotiation success is not just measured by money." Chapters 00:00 Introduction and Background 13:04 The Art and Science of Negotiation 16:12 Exploring the Value Propositions of Negotiation 21:30 Teaching Negotiation to Kids 31:33 Understanding Cultural Context in Negotiation Follow Anuj⁠ LINKEDIN⁠

In this episode, we're joined by one of the most prominent figures in the Spanish entrepreneurial ecosystem, Timo Buetefisch, founder and CEO of Cooltra Motos. With the largest fleet of rental and electric scooters in Europe, Timo has meticulously grown Cooltra over 15 years, expanding the team to over 400 staff members and achieving a turnover of more than 50 million euros.

Timo opens up about the strategic negotiation tactics that have propelled his company's success, sharing invaluable insights on dealing with competitors, investors, banks, and board members. Known for his candid and sometimes fiery approach, Timo has become a mentor and role model for countless entrepreneurs.

Don't miss this episode if you're interested in learning from a master negotiator who has made a significant impact on the European business landscape. Whether you're an aspiring entrepreneur or a seasoned business leader, Timo's experiences and advice are sure to provide you with the tools you need for successful negotiations.

Be sure to connect witgh Timo on Linkedin : https://www.linkedin.com/in/timo-buetefisch-874162/

In this episode, we delve into the essence of exceptional negotiation skills. Patrick, with his unique Irish Canadian heritage, recounts his journey from starting work at the tender age of 9 to becoming a celebrated author of several negotiation books. A vibrant and engaging personality, Patrick humorously intertwines his narrative with profound insights on strategy, tools, and techniques that can elevate your negotiation capabilities. Join us as Patrick shares the rich tapestry of experiences that shaped him into the master negotiator he is today, offering valuable lessons along the way.

Patrick's LinkedIn: https://www.linkedin.com/in/patrick-tinney-903556145/

Tony's LinkedIn: https://www.linkedin.com/in/tony-anagor/

Join us in this compelling episode as we sit down with Keld Jensen, internationally recognized as one of the world’s top negotiation gurus. Keld has traveled the globe, teaching, lecturing, and speaking on the nuances of effective negotiation. In our discussion, he reveals a critical insight: up to 40% of potential value is forfeited in negotiations due to a lack of trust. With his extensive expertise, Keld explains the substantial impact that trust has on negotiation outcomes and why many businesses and professionals still rely on outdated tactics from the 1980s and 1990s. He passionately argues for the necessity of modernizing our negotiation strategies to better handle today's complex challenges. Tune in to learn from a leading expert on how to build trust and refresh your negotiation techniques for the modern era.

Keld's LinkedIn: https://www.linkedin.com/in/keldjensen/

Tony's LinkedIn: https://www.linkedin.com/in/tony-anagor/

In this powerful episode, join us for a profound conversation with Dr. David Noguera, former president of Doctors Without Borders (2016-2021), who led 6000 staff across Spain. David opens up about his intense negotiations with individuals accused of grave atrocities, and how empathy became his most potent tool in facing such daunting situations. Witness a unique perspective on negotiation from someone who's been on the front lines, offering a masterclass in leveraging humanity to navigate the most challenging encounters. Don't miss this deep dive into the heart of emotionally intelligent negotiation with a seasoned expert. #negotiation #emotionalintelligence #leadership David's LinkedIn:

⁠⁠https://www.linkedin.com/in/david-noguera-hancock-a13ab130/

Find me in these channels:LinkedIn -

https://www.linkedin.com/in/tony-anagor/Instagram -

https://www.instagram.com/tony_anagor

Website: www.einegotation.com

Ladies and gentlemen, it took considerable thought before I decided to share this podcast with you. The reason? This episode dives deep into the realm of difficult conversations and the art of using emotional intelligence to navigate them. Discussing my own journey has always been a challenge for me. My role has traditionally been to support others, offering insights, tools, and frameworks for personal and professional growth. My own self-work is something I undertake privately, within a close circle of trusted individuals.

In this episode, I have the privilege of interviewing Jerry Colonna, a highly influential coach with a significant footprint in the early days of Silicon Valley. Jerry, named among the 100 Most Influential People of the New Economy by Upside magazine, among the best VCs in the country by Forbes ASAP, and listed in Worth's 25 most generous young Americans, is not just a co-founder and CEO of Reboot, a leadership development company. He's also the voice behind the Reboot Podcast and serves as chairman on the Board of Trustees at Naropa University.

I approached Jerry with a list of questions about employing empathy at the highest echelons of business. Yet, Jerry took an unexpected approach, choosing to demonstrate rather than describe, inviting me into a live experience of empathy. The vulnerability of this moment caught me off guard, challenging me in ways I hadn't anticipated, however, there was something unexpectedly liberating and strengthening about engaging with Jerry on such a profound level.

I invite you to listen to this very special episode, where Jerry Colonna helps peel back the layers of empathy, vulnerability, and the power of truly understanding oneself and others.

Jerry’s LinkedIn: ⁠https://www.linkedin.com/in/jerry-colonna-reboot/⁠

Find me in these channels:

LinkedIn - https://www.linkedin.com/in/tony-anagor/

Instagram - https://www.instagram.com/tony_anagor

Website: www.einegotation.com

In this episode, we dive deep with a guest who is not only open and authentic but genuinely inspiring. He has dedicated his life to helping people flourish through work, advocating for environments where employees thrive and businesses achieve meaningful social impact alongside financial success. With over two decades of experience in enhancing corporate cultures at fast-growing companies in Europe and the U.S., he brings a wealth of knowledge as a part-time executive, consultant, facilitator, and educator.

Our guest is a passionate supporter of the Conscious Capitalism movement and serves as the Director of the School of Founder Program at IESE, where he develops and manages educational programs aimed at empowering business founders. He's also a contributor to Verne Harnish's bestselling book, Scaling Up, and a co-author of Scaling Up Compensation, which explores how to transform your biggest expense into a strategic advantage.

Tune in as we discuss the critical conditions that allow humans to truly flourish at work and why reducing work to merely a means to an end diminishes human potential. We'll also delve into his view that businesses should not just be instruments for making money but communities that fulfill human needs and help individuals actualize their lives.

Sebastian's LinkedIn: https://www.linkedin.com/in/dr-sebastian-ross

Tony's LinkedIn: https://www.linkedin.com/in/tony-anagor

Dive into the heart of leadership with our latest podcast episode, exploring the power of empathy in navigating tough conversations. Join us as we uncover the truth that leaders, despite their positions, don't always have all the answers. Get ready for a compelling journey into the essence of compassionate leadership with Kim Purnell. Kim is working on creating a consulting service around empathy and humanity in the workplace. She can be reached on LinkedIn or via email at one@comcast.net. Kim’s LinkedIn: https://www.linkedin.com/in/kimberly-purnell-4057b42/

Join us in this insightful episode as we sit down with Moshe Cohen, a seasoned expert in the fields of negotiation, leadership, and conflict resolution. Moshe is not only the author of Collywobbles: How to Negotiate When Negotiating Makes You Nervous, but also a respected faculty member at Boston University’s Questrom School of Business where he teaches Negotiation, Leadership, and Organizational Behavior.

Since beginning his career in 1995, Moshe has enriched thousands with his teachings, whether they're students in academia or professionals in various sectors including businesses and government agencies, both nationally and internationally. As a mediator, Moshe has a wealth of experience handling everything from multi-million dollar business disputes to everyday workplace issues, employing a facilitative style that empowers parties to find their own solutions to conflicts.

In this episode, Moshe shares his vast knowledge and experiences, providing listeners with practical strategies to enhance their negotiation and leadership skills. Whether you’re facing workplace disputes or seeking to improve your executive capabilities, Moshe’s approach to negotiation and conflict resolution can help you navigate challenging situations with confidence and poise.

Moshe Cohen’s LinkedIn: https://www.linkedin.com/in/moshecohen/

In this latest episode, Mike Inman delves into the art of sales negotiation, offering practical advice to help you navigate the complexities of deal-making. Discover how to achieve mutually beneficial agreements that leave both parties satisfied.

Mike’s LinkedIn: https://www.linkedin.com/in/negotiatormike/

Website: https://negotiationtraining.com/

Join us for the year-end highlight of 'Empathy at the Table' in our festive Christmas edition finale. In this special episode, I am joined by my fellow authors Zsuzsanna Ferenczi, Paul Jeremeas and Kevin Woodson, together, we dive into the insights and experiences shared in our co-authored book, 'Enter Your Flow.' This conversation is a unique blend of our book’s theme with the core principles of our podcast, emphasising the role of empathy in professional environments. We explore how emotional intelligence, particularly empathy, plays a crucial role in achieving fulfillment and happiness in the workplace. Our discussion sheds light on the complex interplay between creative innovation, meeting business objectives, and nurturing mental health. Drawing from our extensive experience as professional coaches, creatives, corporate law, growth mentors and workshop facilitators, we offer perspectives on using empathy as a powerful tool in negotiations and workplace interactions. Tune in for an engaging and thoughtful dialogue that promises to enrich your understanding of empathy in professional settings.

Enter your Flow: https://www.amazon.com/Enter-Your-Flow-Interactive-Fulfillment/dp/177482194X

Show Notes

Welcome to another enlightening episode of "Empathy at the Table." Today, we're thrilled to host Fiona Garvey, CEO of the tech company Softonic. Join us as Fiona shares her transformative journey from the rainy streets of Dublin to the sunny avenues of Barcelona, breaking moulds and redefining leadership with a touch of empathy.

Introduction to Fiona Garvey:

• CEO of Softonic, the world’s largest distributor of free desktop software, boasting a legacy older than Google.
• A seasoned leader with a background in various roles across the tech industry, from sales to operations, culminating in her leadership as CEO.

Discussion Highlights:

• Leadership Evolution: Fiona discusses her initial reluctance to take on the CEO role and how embracing it with empathy has redefined her approach to leadership.
• Breaking Conventional Norms: Explore how Fiona champions diversity, inclusion, and equity within Softonic, fostering a culture that celebrates authenticity and supports personal growth.
• The Role of Intuition in Business: Insight into how intuition plays a critical role in her decision-making process, especially in recruitment and corporate strategies.
• Navigating Challenges: Fiona reflects on the challenges and successes of leading a major tech company through innovation and change, especially during uncertain times.
• Personal Development Strategies: Fiona shares her practices for maintaining balance, including setting aside dedicated time for self-care and personal growth.

Fiona’s Current Projects:

• Leading Softonic through strategic initiatives aimed at diversifying business operations and embracing new market opportunities.
• Focus on sustainable growth by integrating advanced technologies and enhancing the company culture through empathetic leadership.

Connect with Fiona:

• Learn more about Fiona’s leadership style and her innovative approaches to tech management by following her on LinkedIn and other social media platforms.

Join us in this compelling episode as Fiona Garvey shares her journey of becoming a tech CEO, the lessons learned about empathetic leadership, and her ongoing efforts to transform her organisation and the tech industry at large.

Whether you're an aspiring entrepreneur or a seasoned executive, Fiona's insights offer a roadmap to cultivating a balanced, fulfilling professional life rooted in genuine, transformative values.

Join us on this episode as John Dieffenbach, a seasoned negotiator with over 30 years of experience, shares his journey from navigating a $40 million outsourcing deal in Japan to mastering emotional intelligence in negotiation. Discover the power of empathy, separating emotions from feelings, and resetting the room. Uncover the art of influence, creativity, and the importance of qualifying deals. Gain insights into running high-stakes negotiations, handling challenges, and building strong client relationships. Don't miss this captivating conversation with a negotiation expert who turns every deal into a collaborative, value-driven success!

John's LinkedIn: https://www.linkedin.com/in/john-dieffenbach-00a2861/

Watch on YouTube: https://youtu.be/z251Z2KgYEs

Dive into the latest Empathy at the Table episode, where we chat with seasoned coach, Stephen Stynes. Explore the power of psychological safety, navigating conflict positively, and the transformative impact of developing your inner game. Discover authentic leadership, managing emotions, and embracing transparency. Don't miss Stephen's insightful stories and valuable leadership lessons.

Watch on YouTube: https://youtu.be/10sj0CZNVBs

Stephen's LinkedIn: https://www.linkedin.com/in/stephenstynes/

#EmpathyAtTheTable #LeadershipTransformation #InnerGam

Join us in a captivating conversation with human capital expert, Steve Tineo. From company restructuring to mastering the nuances of negotiation, Steve brings unparalleled insights into ensuring businesses and their human capital not only survive but thrive. Dive in to uncover the art and strategy behind effective crisis management and negotiation. Don't miss this chance to learn from one of the best in the field

Steve's LinkedIn: https://www.linkedin.com/in/stevealbantineo

Tony's LinkedIn: ⁠https://www.linkedin.com/in/tony-anagor⁠

Step into the intense realm of negotiation with Salva Badillo, an esteemed crisis and business negotiator, and a certified instructor with The Trusted Agency. In this episode, we uncover the nuances of decision-making in high-pressure situations, drawing insights from Salva's experiences with the elite Hermione Special Ops Group. From corporate boardrooms to life-or-death scenarios, discover the tactics, strategies, and mindset needed to navigate complex challenges. Don't miss this deep dive into the world where every word and decision can make all the difference.

Salva's LinkedIn: https://www.linkedin.com/in/salvabadillo/

Tony's LinkedIn: ⁠https://www.linkedin.com/in/tony-anagor⁠

In this episode, we sit down with Lee, an expert who seamlessly bridges the worlds of fintech, crypto startups, and Wall Street's towering institutions. As the co-author of a course on Emotionally Intelligent Negotiation, Lee brings to the fore a fresh perspective on how empathy shapes the way we strike deals and build lasting relationships. Discover how his diverse experiences have fine-tuned his negotiation prowess and how you, too, can apply these principles to achieve both successful and compassionate outcomes in your endeavors. Dive deep with us into the art and science of negotiating with heart.

Lee's LinkedIn: https://www.linkedin.com/in/lee-smallwood

Tony's LinkedIn: ⁠https://www.linkedin.com/in/tony-anagor⁠

Join us in a conversation that seamlessly blends philosophy and practicality. Alastair Colin-Jones, the Project Lead at Economics of Mutuality, invites us to challenge the assumptions of our existing paradigm while ushering in a new one. Drawing on his experiences and personal journey, he emphasizes the importance of moving beyond compromise and seeking synthesis—finding the third option that transcends the spectrum. Alastair navigates the complex terrain of corporate leadership, negotiation, and sustainability, urging leaders to embrace adaptive challenges and develop emotional intelligence. His insights extend beyond the boardroom, touching on personal relationships and the profound impact of acknowledging existing paradigms in shaping our beliefs and priorities. In a world undergoing significant shifts, Alastair encourages us to be brave enough to test new assumptions while the old paradigm still prevails, paving the way for mutual value creation and purpose-driven leadership.

Alastair's LinkedIn: https://www.linkedin.com/in/alastair-colin-jones-277a1449/

Tony's LinkedIn: ⁠https://www.linkedin.com/in/tony-anagor⁠

In this episode, we're diving deep into the nexus of leadership development and brand strategy with none other than the esteemed Aline Badr. Globally recognized for her expertise, Aline has become an indispensable ally for C-Suite executives and high-potential leaders, guiding them to amplify their leadership abilities and meticulously shape their reputations. But it's not just about leadership; it's about creating enduring legacies marked by profound influence and impactful resonance, Aline is here to unravel, enlighten, and offer a wealth of insights.

Aline's LinkedIn: https://www.linkedin.com/in/alinebadr/

Tony's LinkedIn: ⁠https://www.linkedin.com/in/tony-anagor⁠

We delve into her experience in the tech sector, where she led high-performing teams and explore how this shaped her negotiation style. From negotiating budgets and targets surpassing 100 million euros to navigating layoffs and performance-related pay discussions, Zsuzsanna has seen it all. Today, she enlightens us with her wisdom on cultivating relationships based on creativity and mutual respect, rather than fear and apprehension.

Zsuzsanna's LinkedIn: https://www.linkedin.com/in/zsuzsannaferenczi/

Tony's LinkedIn: ⁠https://www.linkedin.com/in/tony-anagor⁠

Please welcome Conor Neill, Senior Lecturer of Communication Skills at IESE Business School and President of Vistage Spain. Conor's journey is a fascinating one. From his own honest experiences to becoming a trusted educator and mentor to entrepreneurs and business leaders worldwide, Conor's story is a testament to the transformative power of effective communication.

With a massive following of over a million people, Conor has firmly established himself as one of Europe's foremost communication skills experts. His insights have not only shaped businesses but have also touched countless lives. In this episode, we'll unravel Conor's journey, exploring the moments that ignited his passion for communication and the lessons he's gathered along the way. It's a conversation that promises inspiration, valuable takeaways, and a deep dive into the art of impactful communication.

Conor's Linkedin: https://www.linkedin.com/in/conor/

In a world where negotiation often carries a weight of confrontation and conflict, welcome to a podcast that dares to reshape the narrative. "Empathy at the Table" is your guide into the heart of meaningful conversations.

Hosted by Tony Anagor, this podcast explores the art of negotiation through a lens of empathy, emotional intelligence, and respect. Join us as we sit down with thought leaders, experts, and visionaries who have harnessed the power of understanding to transform the way we interact, from business deals to personal relationships.

Together, we'll break down the barriers, dispel the myths, and empower you to navigate the complex world of negotiation with compassion and confidence. Tune in, subscribe, and join our community of empathetic negotiators.

It's time to pull up a chair and explore "Empathy at the Table."

Show Notes Welcome to another inspiring episode of "Empathy at the Table." Today, we're joined by Adam Corbett, a long-time friend and a true testament to personal and professional transformation. From his humble beginnings to becoming a successful entrepreneur, devoted father, and a mentor, Adam's journey is one of resilience and redefinition. Introduction to Adam Corbett Entrepreneur with diverse business ventures including a luxury lifestyle and travel concierge service and a pioneering software company in HR tech.A father of three who values personal growth and emotional intelligence in both his personal and professional life.

Discussion Highlights:Transition from the Past: Adam reflects on his younger self, characterised by raw aggression and a survival mindset, to who he is today—a leader who values empathy and emotional intelligence. Leadership Style Evolution: How Adam transitioned from leading with aggression to leading with intelligence and empathy, understanding the importance of adapting leadership styles as one matures. Challenges and Growth: Adam discusses the challenges he faced with emotional control and how overcoming these was crucial for both personal relationships and professional success.

The Role of Fear and Ego in Entrepreneurship: Adam dives deep into how fear influenced his decisions and actions throughout his career and how recognising and managing this fear has been pivotal in his journey. Impact of COVID-19: Reflections on how the pandemic provided time for introspection and led many, including himself, to prioritise alignment with personal and corporate values over traditional job metrics like salary and job titles. Advice for Entrepreneurs: The importance of self-awareness, continuous learning, and being open to change. Adam emphasises the need for entrepreneurs to harness their fears and channel them constructively. Adam’s Current Projects:Expansion into Dubai with both of his companies, aiming to leverage the dynamic market there for both his luxury travel business and his innovative job board software.Focus on integrating personal values and corporate ethos, enhancing company culture and employee engagement through transparency and empathy. Connect with Adam: Adam Corbett on LinkedIn and other social media platforms where he regularly engages with the community and shares valuable content. Join us in this compelling episode as Adam Corbett shares valuable lessons on personal growth, the importance of empathy in leadership, and the ongoing journey of self-improvement. Whether you're an aspiring entrepreneur or a seasoned executive, Adam's insights offer a roadmap to cultivating a balanced, fulfilling professional life rooted in authentic values. https://www.linkedin.com/in/adam-corbett-173a60213/

In this enlightening episode of "Empathy at the Table," we sit down with Miriam Ben Farhat, an entrepreneur and the Chief People Officer at Chess.com, who shares her inspiring journey of resilience and heart-led leadership in the tech industry. Miriam discusses her pivotal role in fostering diversity and inclusion, with a particular focus on increasing the representation of women in leadership positions.

Throughout our conversation, Miriam advocates for viewing negotiation as a form of collaboration, emphasising the importance of curiosity and understanding the needs of others to create mutually beneficial outcomes. She underscores the critical role of self-awareness and emotional intelligence in effective leadership and negotiation techniques.

Miriam also delves into her innovative approach to human resources, which prioritises people and culture over traditional HR practices. This episode explores how resilience, radical optimism, and a commitment to continuous learning and social impact can reshape the landscape of leadership and human resources.

Join us as Miriam provides valuable insights into redefining HR practices, promoting diversity and inclusion in leadership, and transforming negotiation into a collaborative process.

Follow Myriam on Linkedin

In this conversation on "Empathy at the Table," we are delighted to welcome back Gaetan Pellerin for a second engaging discussion on the dynamics of ego and emotion in negotiation.

After a technical hiccup during our first session, Gaetan joins us again to delve deeper into how your ego and emotions play pivotal roles in negotiating scenarios.With over 25 years of experience in negotiation and leading sales teams, Gaetan shares invaluable insights into how the ego can often dominate our emotional responses, impacting the outcomes more than we might realize. He explains the concept of 'ego's control over emotions' and discusses strategies for mindful negotiation to help you regain control of your conversations.You'll learn about the critical interplay between fear and negotiation tactics and how understanding and managing your fears can dramatically improve your effectiveness as a negotiator.

Gaetan emphasises the importance of preparation, setting the right intent, and being fully present, which are key to navigating the complex emotional landscapes of negotiation.Join us for this enlightening episode as Gaetan revisits his profound insights and explores practical strategies for applying these lessons to enhance your negotiation skills in both your personal and professional life.Follow Gaetan on Linkedin

In this conversation on "Empathy at the Table," we delve into the fascinating world of scientific innovation and negotiation with our guest, Judith Guasch, a distinguished scientist at the Institute of Material Science in Barcelona. Judith shares her journey from being a chemist and PhD in material science to becoming a pioneer in developing hydrogels for cancer treatment. Throughout our discussion, Judith highlights the critical role of collaboration in science, where professionals from diverse backgrounds and cultures unite to advance common goals, supported robustly by both governmental and private funding. She opens up about the challenges and strategies of securing funding and fostering interdisciplinary collaborations, emphasizing the importance of persistence and effective communication. Join us as Judith also reflects on her personal growth within the scientific community, her experiences with mentors, and her aspirations to make a tangible impact on patient care through her research. Whether you're an emerging scientist or a seasoned professional in any field, Judith's insights into negotiation, collaboration, and emotional intelligence in high-stakes environments will provide valuable lessons. Don’t miss this engaging episode where we explore how empathetic and innovative leadership can drive scientific progress and lead to meaningful outcomes in healthcare. Follow Judith on her Linkedin Page:

In this conversation, I interview Philip Brown, the "King of Practice" about his background in procurement and his approach to negotiation skills. Philip explains that negotiation is a combination of personal skills, communication, and the ability to be liked. He emphasizes the importance of practice and offers a unique method using negotiation cards to simulate real negotiation scenarios.

Philip also addresses the perception of manipulation in negotiation tactics, highlighting that they are actually skills that can be honed. He shares a case study where he was able to reduce costs by 68% through effective negotiation. The key takeaway from the conversation is the importance of both preparation and skills in negotiations.

While preparation is necessary for unique and high-stakes negotiations, the majority of negotiations do not require extensive planning. The foundation of negotiation skills, such as questioning, listening, and observation, is crucial in all negotiations. The conversation also highlights the significance of emotional intelligence and empathy in negotiations, as well as the need for practice and feedback to improve negotiation skills.

When companies prioritize negotiation skills and create a safe space for employees to practice, it leads to a well-run and tightly-knit organization.Keywordsnegotiation skills, practice, communication, manipulation, negotiation tactics, cost reduction, negotiation, preparation, skills, emotional intelligence, empathy, practice, feedback, company cultureTakeaways

• Negotiation is a combination of personal skills, communication, and the ability to be liked.

• Practice is crucial for developing negotiation skills, and using negotiation cards can provide a quick and effective way to practice.

• Negotiation tactics should be seen as skills rather than manipulation, as they can help achieve desired outcomes.

• Having an observer or expert present during negotiations can provide valuable feedback and enhance learning.

• A case study demonstrates the impact of effective negotiation in reducing costs by 68%. Preparation is important for unique and high-stakes negotiations, but the majority of negotiations do not require extensive planning.

• Negotiation skills, such as questioning, listening, and observation, are crucial in all negotiations.

• Emotional intelligence and empathy play a significant role in negotiations.

• Creating a safe space for employees to practise negotiation skills and providing feedback leads to a well-run and tightly-knit organisation.

• Negotiation Tactics: Skills for Success

• Practising Negotiation Skills: The Power of Simulation Creating a Culture of Negotiation Skills in Companies

• The Importance of Preparation and Skills in Negotiations

• "Negotiation is a combination of personal skills, listening, questioning, and observing."

• "Let's get down and dirty and let's really just practise that single skill in our sessions."

• "All we need is a difference of position in order to start a negotiation."

• "You bought yourself the time to go and do your preparation and homework."

• "For the vast majority of negotiations, there is no preparation."

• "80% of our negotiations are never planned for."

Using Negotiation Cards as a Resource for Practice

https://www.linkedin.com/in/the-negotiation-club/

#negotiationskills

In this episode, Kwame Christian, CEO of the American Negotiation Institute, shares his journey from being a people pleaser to becoming a negotiation expert. He emphasizes the importance of self-awareness and authenticity in negotiations and highlights the need to understand the emotional temperature of the room.

Kwame introduces his approach called 'compassionate curiosity,' which involves acknowledging and validating emotions, asking open-ended questions with compassion, and engaging in joint problem-solving. He also discusses the power of having difficult conversations about race and other sensitive topics, and how it can bring people together and lead to collective progress.

In this conversation, Kwame Christian and Tony discuss the power of empathy and compassionate curiosity in difficult conversations and negotiations. They emphasize the importance of recognizing and managing biases, building rapport, and finding common ground. Kwame shares strategies for navigating tough conversations, including gamifying the process and using affinity bias strategically. They also explore how these skills can be applied in corporate settings and the potential for collaborative negotiation to create value for all parties involved. Takeaways Self-awareness and authenticity are key in negotiations. Understanding the emotional temperature of the room is crucial for effective communication.

Kwame's approach of 'compassionate curiosity' involves acknowledging emotions, asking open-ended questions with compassion, and engaging in joint problem-solving.

Having difficult conversations about race and other sensitive topics can lead to collective progress and bring people together. Empathy and compassionate curiosity are essential in difficult conversations and negotiations.

Recognise and manage biases to improve communication and decision-making. Building rapport and finding common ground can lead to better understanding and collaboration.

Strategies like gamifying conversations and using affinity bias strategically can help navigate tough negotiations. Belief in the power of collaborative negotiation is key to achieving mutually beneficial outcomes.

Power dynamics can shift, and collaborative problem-solving can lead to expanded value. Old-style negotiation tactics may work in certain situations but can damage relationships and miss out on potential value. Patience, restraint, and trust in the negotiation process are crucial for success. In corporate settings, applying empathy and compassionate curiosity can lead to better outcomes and relationships.

Negotiation skills can be learned and developed through practice and continuous improvement.

Kwame Christian: https://www.linkedin.com/in/kwamechristian/

In this episode, Patrick Griffin, a negotiation expert, shares his journey from the financial services industry to teaching negotiation using emotional intelligence and a collaborative approach. He emphasises the importance of humility, continuous learning, and giving back. Patrick discusses the challenges he faced, including career instability, family responsibilities, and cultural adjustments. He also highlights the power of storytelling and asking calibrated questions in negotiations. Patrick's approach focuses on building cooperative relationships and finding creative solutions. He acknowledges the need for practice and repetition in negotiation training and encourages listeners to connect with him for further discussions. Takeaways - Negotiation is a creative conversation that can be approached with emotional intelligence and a collaborative mindset. - Humility and continuous learning are essential for personal growth and effective negotiation. - Giving back and helping others is a valuable way to contribute to the community. - Challenges, such as career instability and cultural adjustments, can lead to personal growth and learning. - Storytelling and asking calibrated questions can shape the narrative and guide negotiations towards mutually beneficial outcomes. - Practice and repetition are crucial for developing negotiation skills. Titles The Art of Storytelling in Negotiation The Power of Collaboration in Negotiation

Summary Patrick Griffin: ⁠https://www.linkedin.com/in/patrick-j-griffin/

In this engaging conversation, I sit down with John Zimmer, a former lawyer who transitioned from the courtroom to the stage to become a public speaking expert.

We explore topics including:

- The high-stakes world of litigation and negotiation

- How emotional intelligence impacts powerful communication

- Tips for managing nerves and thinking on your feet

- The importance of collaboration in writing and speaking

John shares valuable insights on listening, improvisation, and the significance of meaningful interactions in today’s fast-paced environment.

You can connect with John on LinkedIn: https://www.linkedin.com/in/johnszimmer or www.mannerofspeaking.org.

In this episode, I sit down for an insightful conversation with Elena Girardo, where we dive into the world of talent development, diversity, equity, and inclusion (DEI). Elena shares her passion for helping individuals grow in their careers, the importance of personal branding, and how empathy plays a crucial role in leadership. We also discuss the challenges of navigating continuous development in today’s fast-evolving workplace and how emotional intelligence can drive success. Connect with Elena on Linkedin: https://www.linkedin.com/in/elena-girardo

summary In this conversation, Kamal Gupta shares his unique journey from computer science to the world of gambling and Wall Street, emphasizing the importance of strategy, emotional control, and understanding the dynamics of negotiation. He discusses the unfairness of corporate structures and the zero-sum nature of negotiations, drawing parallels between gambling and financial markets. Kamal also reflects on his personal struggles with arthritis and how they have shaped his resilience and approach to high-stakes situations. He concludes by discussing his upcoming book on negotiation tactics. takeaways Greed is often the devil in negotiations.

The process of playing the game is more important than money.

Casinos treat skilled players unfairly, which fuels my drive.

Negotiating against corporations feels like a David vs. Goliath battle.

Emotions can cloud judgment in negotiations and gambling.

The corporate world prioritizes profits over people.

Personal struggles can build resilience and emotional control.

Negotiation is a critical skill that affects all aspects of life.

Understanding the odds is crucial in both gambling and finance.

Kamal's upcoming book will provide insights into effective negotiation tactics. titles

The Journey from Tech to Tactics Mastering the Game: Negotiation Insights Sound Bites "Blackjack is a zero-sum game." "It's not personal, it's business." "The game goes on forever." Chapters 00:00 Introduction to Kamal Gupta 01:01 From Computer Science to Gambling 04:18 Understanding Blackjack and Card Counting 10:33 Transitioning from Casinos to Wall Street 12:50 The Devil in the Financial Markets 13:12 The Devil in Negotiation: Greed vs. Game 15:55 The Enemy in the Room: Corporate Unfairness 19:46 Zero-Sum Games: The Nature of Negotiation 22:48 Collusion and Corporate Culture 27:07 The Infinite Game: Negotiation as a Lifelong Process 32:59 Emotional Control: Lessons from Gambling 35:58 Overcoming Adversity: The Strength of Pain 39:29 Looking Ahead: Future Projects and Insights

https://www.amazon.com/Play-Right-Remarkable-Gambler-Street/dp/1770416609

https://www.kamalguptawrites.com/

What if you could sell and negotiate without being pushy — and still get powerful results?

In today’s episode of Empathy at the Table, host Tony Anagor sits down with Julia Ewert, a top-performing sales strategist and negotiation expert, to uncover how empathy in sales builds trust and drives consistent success.

Julia reveals how her Infinite Sales System creates a repeatable, relationship-based approach to selling, rooted in emotional intelligence, trust, and clear communication. Whether you’re an introvert or extrovert, her process proves that sales is a skill, not a personality trait.

💡 What You’ll Learn in This Episode:

Why empathy and trust are the future of sales

How to build intimacy in sales conversations that convert

The power of process over personality in negotiations

How to overcome the fear of failure in high-pressure situations

Why “hope is not a strategy” in business development

Key insights from Julia’s book From Pitch to Profit

Through powerful analogies and practical tactics, Julia challenges outdated ideas and gives you the tools to negotiate with empathy and close deals without the pressure.

📚 About Julia Ewert

📖 From Pitch to Profit → Get the book

🌐 Website → https://juliaewert.com/

🔗 LinkedIn → https://www.linkedin.com/in/juliaewert/

🎤 Hosted by Tony Anagor

LinkedIn → https://www.linkedin.com/in/tony-anagor/

More at: https://einegotiation.com/

#EmpathyInSales #SalesStrategy #JuliaEwert #NegotiationExpert #InfiniteSalesSystem #FromPitchToProfit #EmotionalIntelligence #RelationshipSelling #TrustBasedSales #TonyAnagor

In today’s episode of Empathy at the Table, I sit down with Mark Mirra, CEO and founder of Aligned, a visionary leader on a mission to transform how we perceive and practice negotiation.

Mark’s philosophy is clear: the best negotiations are grounded in empathy, transparency, and genuine collaboration—not manipulation. With over a decade in negotiation training and consulting, Mark’s career path took him from a small sales role to founding a consultancy with an ambitious goal—to make negotiation an everyday skill for everyone. Episode Highlights: Redefining Negotiation and Conflict: Mark breaks down why negotiation isn’t just about “winning.” He introduces the concept of “creative friction”—a refreshing take on conflict that sees disagreement as an opportunity for growth rather than confrontation. Sales vs. Negotiation: Using relatable examples, Mark explains why people often conflate sales with negotiation. He argues that real negotiation happens when we’re trying to align our interests with someone else’s, moving beyond simple transactions into something more meaningful. Handling Manipulative Tactics: Addressing a major misconception, Mark acknowledges that some people do use manipulation in negotiation, but they’re missing out on a longer-term advantage. He shares how adopting an honest, empathetic approach builds stronger relationships and better results. Mark’s Personal Journey and Vision for Aligned: From failed calculus to founding his own firm, Mark’s career has been a story of resilience and growth. Aligned’s vision? To become a global name in negotiation consultancy, even advising world leaders on how to build empathy into their negotiations. Special Insights from Mark: Clarity is Power: According to Mark, being clear about what you want is one of the most overlooked negotiation strategies. By expressing your needs openly, you’re more likely to get results and avoid misunderstandings. Embrace the Right Kind of Conflict: Negotiation doesn’t exist without a little friction. Embracing “creative friction” allows you to turn potential conflicts into constructive, value-creating conversations. Talent and Culture are Everything: Mark stresses that hiring the right talent, those who challenge and elevate the company’s vision, is crucial to Aligned’s future. In his own words, “You always win when you surround yourself with good people.” Key Takeaway: Negotiation isn’t just about getting to “yes”—it’s about creating a space where both parties feel heard, respected, and aligned. When we drop the “me vs. you” mentality and focus on mutual benefit, we’re no longer negotiating out of scarcity or power; we’re negotiating for shared success. If you’re looking to sharpen your negotiation skills, better navigate everyday disagreements, or simply see negotiation as a force for positive change, don’t miss this episode.

Hit subscribe to stay up-to-date with more interviews and insights on how empathy can transform your approach to work, life, and every negotiation in between.

Welcome to Empathy at the Table, where today we’re honoured to sit down with Greg Williams, recognised as The Master Negotiator and one of the world’s top body language experts. With over 30 years of experience in corporate and government negotiations, Greg has worked with everyone from high-powered CEOs and Hollywood executives to politicians and multi-national corporations. His mission is simple: to help us all become better communicators and negotiators by reading people’s cues and leveraging emotional intelligence. In this episode, host I dive into an eye-opening conversation with Greg, exploring strategies and actionable insights for anyone looking to improve their negotiation skills. Greg unpacks the skills that have defined his success and dives deep into how he balances tactical intelligence with empathy. Key Highlights: Greg’s Journey and Motivation: Greg shares how his background and early observations of his family negotiating in everyday life shaped his passion for negotiation. He provides insight into his path from early influences to becoming a sought-after speaker, trainer, and thought leader. Why Body Language Matters in Negotiation: Greg reveals why body language is often the “silent truth” in any conversation. From minor gestures to subconscious facial expressions, he explains how reading these signals can provide invaluable information—even revealing deception. The Power of Assumptive Questions: Learn how to use assumptive questioning as a tool to guide conversations in your favour, whether you’re closing a deal, interviewing, or even during a tough conversation with a friend or family member. Greg demonstrates how these questions shift the psychological landscape of a negotiation and help you gain insights faster. Techniques for Negotiating with Bullies: Greg outlines his approach to handling “bully” negotiators by staying assertive yet empathetic. Through examples and key strategies, he shares how to keep your cool and even use empathy to neutralise aggression, allowing you to control the tone of a negotiation without sacrificing your position. How to Plan for the Unexpected: Greg believes preparation is everything in negotiation and shares his framework for anticipating obstacles, developing contingency plans, and tracking milestones during complex negotiations. He explains how this approach prevents unwanted concessions and keeps you focused even when negotiations get tough. The Role of Emotional Intelligence: Greg discusses how emotional awareness—of both yourself and your counterpart—can transform the way you negotiate. He emphasizes the need for “flexibility within structure” to adapt to the moment while staying true to your goals. Special Insights: Greg shares examples from real negotiations, including his experiences with international governments, Fortune 500 companies, and high-stakes corporate clients. He also touches on the importance of managing stress in the moment, knowing when to step back, and being “respectfully assertive” to maintain control over your time and energy. Key Takeaways: Negotiation isn’t just about tactics—it’s about managing relationships, understanding context, and sometimes, gracefully walking away. Body language cues can make or break a negotiation, often revealing what words don’t. Real success in negotiation comes when you strike a balance between firm strategy and genuine empathy.

Join the Conversation: Share your thoughts in the comments: What resonated with you most from Greg’s approach? Do you believe empathy is an essential tool, or does it make you vulnerable? Let us know, and don’t forget to subscribe for more insightful conversations. Connect with Greg Williams: Website: The Master Negotiator: https://www.themasternegotiator.com/ LinkedIn: Greg Williams https://www.linkedin.com/in/themasternegotiator/ Enjoy this deep dive and get ready to approach your next negotiation with confidence, clarity, and maybe even a touch of humour.

In this episode of Empathy at the Table, I’m excited to sit down with Joe Dando, a dynamic professional with a remarkable career across biophysics, international project management, and rare disease research. Joe’s journey took him from early work in HIV research to high-impact roles in rare disease diagnostics, leading to his founding a company focused on tackling rare diseases with advanced therapeutics and diagnostics.

In our conversation, Joe shares:How rare disease ecosystems differ due to close-knit collaboration between patients, caregivers, charities, researchers, and policymakers.His thoughts on the importance of resilience, “toughness,” and humor in managing the challenges of rare disease innovation.The powerful role empathy plays in complex healthcare negotiations.

Insights into his ongoing work in women’s health and how he navigates partnerships with governments and global health agencies.

Why empathy, humility, and a touch of humor are vital for anyone working closely with patients and high-stakes medical research. We also discuss Joe’s unique approach to balancing rigorous scientific research with an emotionally intelligent perspective, particularly in the context of collaboration and negotiation in global healthcare.

Connect with Joe

Joe Dando can be found on LinkedIn

Summary

In this episode of Empathy at the Table, Tony speaks with Jan van der Putten, a seasoned expert in mergers and acquisitions. Jan shares his journey from corporate finance to executive coaching, emphasising the emotional and psychological aspects of M&A.

He discusses the importance of trust, cultural nuances in negotiations, and the evolution of leadership styles in the corporate world. Jan also reflects on his transition to life in Barcelona and his ongoing journey to learn Spanish. Takeaways M&A involves not just transactions but emotional journeys. Trust is a critical component in successful negotiations. Cultural understanding can significantly impact deal-making. Listening is essential for building trust and rapport. The integration process is as important as the deal itself. Soft skills enhance leadership effectiveness in M&A. Every M&A project is unique and requires tailored approaches. Building informal relationships can facilitate negotiations. Authenticity in leadership fosters better team dynamics. Continuous learning, like language acquisition, is vital for personal growth. Sound Bites "M&A is part shepherd, part psychologist." "It's a real emotional journey for the people involved." "A good deal is a win-win." Chapters 00:00 Introduction to Mergers and Acquisitions 03:37 The Emotional Landscape of M&A 06:44 The Role of Trust in Negotiations 09:42 Cultural Nuances in Global Deals 12:36 The Importance of Listening 15:44 Navigating Challenges in M&A 18:44 The Shift from Hard Skills to Soft Skills 21:50 Personal Reflections and Future Aspirations keywords Mergers and Acquisitions, Corporate Finance, Emotional Intelligence, Negotiation, Trust, Cultural Differences, Executive Coaching, Leadership, Integration Process, Business Strategy Jan Linkedin   

Summary In this episode of Empathy at the Table, host Tony Anagor speaks with Nicoleta Iordan, a cultural entrepreneur from Romania who has built a successful chain of bookstores. Nicoleta shares her journey from a passion for books to creating a network of 55 bookstores, emphasizing the importance of empathy, leadership, and organizational culture. The conversation explores how she designed a unique bookstore experience, her leadership style, the values that drive her business, and the significance of trust in building a sustainable organization. Takeaways Nicoleta's journey began with a passion for books. Creating a bookstore was driven by a desire for cultural enrichment. The bookstore experience is designed as a ritual of discovery. Leadership style is based on consensus and humility. Empathy is a core value in her organization. Trusting people is essential for a healthy work environment. Values like sharing and curiosity are fundamental to their culture. Unique authenticity fosters a welcoming atmosphere. Sustaining passion in business requires continuous effort. CARTURESHT embodies the spirit of community and books. Titles Trust and Values in Business Success Building a Bookstore Empire with Empathy Sound Bites "I started my career in one of the big fours." "Books really deserve so much better." "Going into a bookstore is more like a ritual." Chapters 00:00 Introduction to Nicoleta Jordan's Journey 00:47 Introduction to Nicoleta Jordaan 03:53 The Journey of a Cultural Entrepreneur 06:46 Creating a Unique Bookstore Experience 10:49 Leadership Style and Company Culture 16:41 Values and Empathy in Business 20:52 Negotiation and Emotional Intelligence 24:46 Advice for Aspiring Entrepreneurs 28:56 Conclusion and Future Endeavors keywords Nicoleta Iordan, cultural entrepreneur, bookstores, leadership, empathy, organizational culture, values, trust, Romania, business success

What if our adult negotiation skills are shaped by our earliest childhood experiences? In this special episode of "Empathy at the Table," I sit down with my sister, Ngozi Anagor, an early years educator, to explore how children as young as six months begin to develop negotiation and conflict resolution skills.

We discuss the importance of parental involvement and the need for a transformative approach to education that encourages creativity and individuality in children. Ngozi shares her insights on teaching young children to navigate their emotions and relationships, emphasising the significance of observation and allowing children to learn through exploration.

From heuristic play to emotional intelligence, she explains how these early lessons influence our communication, collaboration, and conflict resolution skills as adults.

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Discover how hostage negotiation tactics can revolutionize the way you communicate in business. In this episode of Empathy at the Table, host Tony Anagor interviews Kirk Kinnell, a world-renowned hostage negotiator and former head of Scotland’s Organized Crime and Counterterrorism Units. With over 30 years of negotiation experience, Kirk shares powerful techniques to build trust, resolve conflict, and influence outcomes—even in the most high-stakes scenarios. Learn how empathy, emotional intelligence, and active listening can help you master both boardroom and crisis conversations.💡

In This Episode You’ll Learn:How hostage negotiation skills apply to business and leadership The “Magnificent Nine” listening framework to uncover hidden motivations. Strategies to de-escalate conflict and build instant trust. Why emotional intelligence is essential for high-pressure decisionsReal-world stories from hostage cases to million-dollar deals. Whether you're a business leader, entrepreneur, sales professional, or negotiator, this conversation will give you actionable tools to improve your communication and negotiation outcomes.

#hostagenegotiations #businessnegotiation #emotionalintelligence #activelistening #conflictresolution #empathyinleadership #kirkkinnell #tonyanagor #negotiationskills #ein

You connect with Kirk on LinkedIn: https://www.linkedin.com/in/kirk-kinnell-69a35b7b?To know more about Tony Anagorhttps://www.linkedin.com/in/tony-anagor?

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In this episode of "Empathy at the Table," I sit down with Saad A. Saad, a Sales Negotiator, to explore what truly makes a great negotiator. We discuss:✔ The importance of context in every negotiation ✔ Finding the balance between empathy and assertiveness ✔ How friction can lead to better deals Saad also shares insights from his experience in sales negotiation and discusses his new book, "Mastering Sales Negotiation" This episode is packed with valuable takeaway

How is emotional intelligence transforming leadership and negotiation?

In this powerful episode of Empathy at the Table, host Tony Anagor speaks with Debbie Goldstein, a Harvard educator and expert in empathy-driven negotiation, about the future of human-centered communication in business.

From the classroom to the boardroom, Debbie shares how empathy, connection, and purpose can elevate decision-making, shift power dynamics, and build trust in high-stakes environments.

💡 What You’ll Learn in This Episode:

Why empathy is a competitive edge in leadership

How emotional intelligence improves negotiation outcomes

The power of Harvard negotiation strategy in business

How to develop soft skills for executives

The shift from performance metrics to purpose-driven leadership

A fresh take on leadership communication skills that build trust

If you're a leader, coach, HR executive, or simply someone seeking how to lead with empathy, this episode will give you practical tools for meaningful growth.

#emotionalintelligence #empathyinleadership #debbiegoldstein #harvardnegotiation #humancenteredleadership #strategiccommunication #empathyatthetable #TonyAnagor #negotiationskills

In this episode of Empathy at the Table, I had the pleasure of sitting down with someone I deeply admire—Abasiama Idaresit—a pioneering tech entrepreneur and investor shaping the future of Africa’s digital economy.

We spoke not just about deals and startups, but about something deeper: what it truly takes to negotiate and build in Africa’s fast-moving tech space.

From understanding cultural context to staying grounded in values, Abbas brought a level of honesty and clarity that I think every leader needs to hear.We covered everything from his early journey founding Wild Fusion, to navigating investor relationships, to the inner transformation required to lead with empathy, not ego.

This conversation is rich with insights on how to scale not just a business, but your mindset.

✅ Key Takeaways:

Why negotiation in Africa is relational first, transactional second

How Abbas balances commercial success with community impact

The emotional discipline needed to lead through complexityLessons from bridging global capital with local culture

Why self-awareness is the real competitive edge for founders

If you care about building in Africa, investing with empathy, or becoming a more grounded leader, this episode is for you. Abbas doesn't just share strategy—he shares soul.

You’ll leave with practical tools and deeper clarity about what it takes to thrive where stakes are high and relationships are everything.

You can connect with Abasiama Idaresit on LinkedIn

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In this episode of Empathy at the Table, I sit down with pricing strategist and VC Maciej Kraus to explore a powerful shift in our thinking about pricing: negotiating based on value, not cost.

Too many entrepreneurs and service providers fall into the trap of benchmarking their prices against competitors. But what if that’s keeping you stuck, undercharging, or blending in with the crowd?

Maciej shares real-world examples—from SaaS platforms to conference businesses—showing how pricing can become a differentiator instead of a checkbox. Whether you're launching a startup or offering high-value services, this conversation will challenge your assumptions and elevate how you present your worth.Key Takeaways:

Why pricing is more about perceived value than cost or competitor rates.How to choose the right pricing metric to match how users experience your product.The hidden risks of benchmarking your prices—and what to do instead.How companies like Netflix, Salesforce, and Spotify used pricing models to disrupt industries.Why clear pricing conversations early in the sales process builds trust and reduces anxiety.

If you've ever second-guessed your price, struggled to explain your value, or lost a client over "too expensive" feedback, this episode will give you a fresh lens and practical tips to reframe your strategy. It's time to stop playing defense on price and start negotiating from strength.

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Negotiation isn’t just about striking deals and signing contracts—it’s about knowing when to push, when to collaborate, and how to turn tough conversations into lasting partnerships.In this episode,

I sit down with Francesca Sabatucci, Procurement Director at Tetra Pak, who is redefining what procurement means in today’s business world. No longer just about cost-cutting, procurement is now a powerful force for driving growth, innovation, and sustainability.

Francesca shares how she handles high-stakes negotiations, manages power imbalances, and builds strong supplier relationships that go beyond price. We also dive into the balancing act of cutting costs while delivering real customer value—a challenge that every business leader can relate to.

This episode is packed with practical strategies, fresh perspectives, and hard-earned lessons from the front lines of procurement.

Whether you're in sales, leadership, or supply chain, there's something here for you.

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In this episode of Empathy at the Table, host Tony Anagor sits down with Jeremy Pollack—martial artist, peace psychologist, and founder of Pollack Peacebuilding Systems—for a powerful conversation on the psychology of conflict and negotiation.

From boardrooms to battlefields of the mind, Jeremy shares how emotional intelligence, nervous system awareness, and self-reflection shape how we resolve conflict—within ourselves and with others.

This episode dives deep into how inner peace leads to better leadership, healthier relationships, and more productive conversations. Whether you're a team leader, founder, or just someone looking to get better at handling tough conversations, this is for you.

If you’ve ever avoided a tough conversation, struggled with inner tension, or wanted to lead more mindfully, this episode will give you the tools, language, and mindset to handle conflict with clarity, courage, and compassion.

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I recently was invited to the Three Points Podcast for a powerful conversation on a topic I’m deeply passionate about: Emotionally Intelligent Negotiation (EIN).In this episode, we unpack the myths around negotiation and explore why it’s not about winning or losing, but about creating value, building trust, and navigating conversations with empathy and clarity.

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In this episode of Empathy at the Table, I sit down with Dr. Bruno Cignacco—international consultant, TEDx speaker, and author of The Art of Compassionate Business—to explore how compassion, emotional intelligence, and psychological safety drive real business results.

We discuss the power of kindness in leadership, building trust-based company cultures, and why empathy is essential for high-performing teams.

If you’re a leader, manager, or entrepreneur looking to create a more human-centered workplace, this conversation is for you.

You can connect with Dr. Bruno Cignacco on LinkedIn

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In this deeply personal episode of Empathy at the Table, I sit down with Chuck Kissel, CEO of CSU Fullerton Auxiliary Services, to talk about leadership, loyalty, and life-changing perspective.Chuck spent over 30 years rising through the ranks of a $70M organization, leading nearly 2,000 people.

But what truly shook me—and shaped this conversation—is what happened one day in the office during the pandemic: Chuck suffered a sudden cardiac arrest and was clinically dead for four minutes.

In this powerful conversation, we talk about:

✅ The life lessons he learned after that near-death experience

✅Why leadership is about more than titles—it's about impact

✅ The emotional toll of decision-making at the top

✅ His negotiation mindset: patient, strategic, unafraid to walk away

✅ How empathy fuels long-term culture, retention, and resilience

Whether you're an aspiring leader or a seasoned executive, Chuck’s journey will challenge you to rethink how you're showing up—for your team, and for yourself.

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