Empathy at the Table: Real Conversations with People who Negotiate Every Day

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 sh...

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 powe...

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 appr...

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,...

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, "Masteri...

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-...

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 writin...

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...

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...

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 a...

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 to...

Welcome to Empathy at the Table, where today we’re honoured to sit down with Greg Williams, recognised as The Master Negotiator a nd 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 simpl...

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 ther...

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....

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 uni...

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...

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...

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...

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 Entrep...

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 pos...

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 le...

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 discussi...

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...

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 acknow...

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. H...