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

Tony Anagor
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Welcome to "Empathy at the Table," the podcast that demystifies the world of negotiation and empowers listeners to navigate conversations with skill and compassion. Hosted by Tony Anagor, this show brings you enlightening conversations with experts and thought leaders from diverse backgrounds, all sharing insights from their unique spheres of influence within the realm of negotiation. Remember, it's not just about the deal on the table – it's about the relationships we nurture and the understanding we cultivate. Welcome to "Empathy at the Table."

  1. FEB 10

    Episode 61: Dr Keld Jensen - The Importance of Trust and Collaboration in Negotiation

    In this episode of Empathy at The Table  , Tony welcomes back negotiation expert Keld Jensen to discuss the evolving landscape of negotiation, the importance of trust and collaboration, and the impact of AI on negotiation practices. Keld shares insights from his journey into negotiation, emphasizing the need for transparency and emotional intelligence in negotiations. He also discusses real-world scenarios that highlight the complexities of trust in business relationships and how AI can enhance negotiation outcomes. The conversation explores the everyday nature of negotiations and the historical evolution of negotiation theory, culminating in a discussion about the future of negotiation in an AI-driven world.Keld emphasizes the importance of Trust and Collaboration in Negotiation.Negotiation is not just transactional; it's creating and distributing value.AI can enhance trust and transparency in negotiations.Everyday interactions can be seen as negotiations, highlighting their prevalence in our lives.The evolution of negotiation theory has shifted towards collaborative approaches.Verbalizing trust in negotiations can help establish stronger relationships.AI is a tool that can streamline negotiation processes and improve outcomes.Understanding the emotional dynamics in negotiations is crucial for success.Negotiators must adapt their strategies based on the importance of their counterparts.The future of negotiation will increasingly involve AI as a supportive tool.#NegotiationSkills

    47 min
  2. Episode 60: Sophia Holzer - The Next Generation and Evolving Landscape of Emotional Intelligence

    JAN 27

    Episode 60: Sophia Holzer - The Next Generation and Evolving Landscape of Emotional Intelligence

    In this episode of Empathy at the Table , a very engaging conversation, Sophia Holzer shares her insights on emotional intelligence, leadership, and the generational shifts in values and perspectives. As a bridge between generations, she discusses the importance of understanding oneself and others, the need for dialogue, and the role of emotional intelligence in fostering meaningful connections. The discussion also touches on personal development, the challenges faced by her generation, and the vision for a more connected and healthier world.Sophia emphasizes the importance of emotional intelligence in forming meaningful connections. and she believes that leadership is not tied to titles or money, but to the depth of a person's character.The younger generation is concerned about the political landscape and the type of leaders in power, personal development is a continuous journey of unlearning and exposure to new experiences.Sofia highlights the significance of having a diverse group of friends for a holistic understanding of the world.The shift in values towards well-being and belonging is significant for the younger generation.She envisions a world that is more connected, unified, and healthier, with a focus on mental well-being.#EmpathyAtTheTable #Episode60 #LivePodcast #EmotionalIntelligence #NextGenLeadership #HumanLeadership #LeadershipConversations #MentalWellbeing #ConnectedWorld #LeadershipWithEmpathy

    37 min

  3. JAN 13

    Episode 59: Navigating Business with Values and Intuition

    In this episode of Empathy at the Table, Tony Anagor interviews Carlota Pi, co-founder and executive president of Holaluz, a renewable energy company. Carlota shares her journey from engineering to entrepreneurship, emphasizing the importance of values, emotional intelligence, and intuition in business. She discusses the challenges of leading in a male-dominated industry and the significance of creating an inclusive workplace culture. Carlota also highlights the power of self-belief and the need to empower others in their journeys. Takeaways Carlota emphasizes the importance of being a mother in shaping her leadership style. She believes in leading by example and surrounding herself with optimistic people. Values should never be traded, as they are the foundation of a business. Intuition plays a crucial role in decision-making, complementing data analysis. Emotional intelligence is key to effective communication and leadership. Creating an inclusive workplace culture is essential for employee satisfaction. Carlota's company provides a nursery to support working parents. Self-belief is vital for overcoming challenges in business. Carlota advocates for hiring people who challenge the status quo. Technology can reshape industries and improve lives, especially in energy. Chapters 00:00 Introduction to Carlota Pi and Holaluz 02:02 Carlota's Journey: From Engineering to Entrepreneurship 04:05 The Power of Values in Leadership 08:36 Navigating Trade-offs: Values vs. Profitability 13:37 Choosing Battles: When to Fight for Values 15:20 Intuition and Data: A Unique Decision-Making Approach 19:35 The Role of Values in Building Organizations 20:25 Diverging Values and Team Dynamics 24:49 Emotional Intelligence in Business 29:02 Navigating a Male-Dominated Industry 34:40 The Power of Self-Belief

    39 min

  4. 12/16/2025

    Episode 58: The Naked Negotiator

    negotiation, first offer, negotiation strategies, human psychology, credible offers Summary In this conversation, Michael W Phillips discusses the strategic importance of making the first offer in negotiations. He emphasizes that presenting a number early can influence the negotiation dynamics and set the stage for a more favorable outcome. The discussion highlights the psychological aspects of negotiation and the importance of credibility in the offers made. Make the first offer in a negotiation. Academic research supports making the first offer. Putting a number in the person's head influences negotiation. An ambitious but credible offer is key. Waiting for the other party to make the first offer can lead to unfavorable outcomes. The first offer sets the stage for negotiation dynamics. Credibility is crucial in negotiation offers. Silly offers can be dismissed easily. Negotiation is influenced by human psychology. Effective negotiation requires strategic thinking.

    40 min

  5. 11/25/2025

    Episode 57: The Negotiation Nerd - The Power of Transparency in Sales

    Keywords sales, negotiation, transparency, behavioral science, decision making, trust, pricing strategy, emotional intelligence, leadership, sales historySummaryIn this episode of Empathy at the Table, Todd Caponi, a sales expert and author, discusses the importance of transparency in sales and negotiation. He shares insights from his experience in behavioral science and how it impacts decision-making in sales. Todd emphasizes that perfection does not sell; instead, leading with transparency and acknowledging imperfections can build trust and enhance relationships with customers. He introduces the concept of the 'Four Levers of Negotiation' and explains how understanding these levers can lead to more effective negotiations. The conversation also touches on the historical evolution of sales, the emotional aspects of decision-making, and the future of sales leadership.TakeawaysTransparency in sales leads to better customer relationships.Understanding buyer behavior is crucial for effective selling.Sales and negotiation should not require different personalities.The historical context of sales impacts current practices.Emotional intelligence plays a key role in negotiation.Leading with imperfections can enhance trust.The Four Levers of Negotiation can simplify the process.Building trust is essential in today's sales environment.Sales professionals should embrace transparency in pricing.The future of sales lies in understanding and adapting to changeSound Bites"Sales isn't about lying to customers.""We build trust through transparency.""Your most valuable asset is your time."Chapters00:00 Introduction to Todd Copponi and His Work03:07 The Impact of Behavioral Science on Sales06:08 Sales vs. Negotiation: Understanding the Difference09:11 The Historical Reputation of Salespeople12:05 The Evolution of Sales Practices15:18 The Four Levers of Negotiating18:09 Creating Transparency in Pricing21:11 Practical Applications of Transparency in Negotiation24:02 Real-World Example: Negotiating Conference Deals27:33 The Value of Premium Pricing30:30 Building Trust Through Transparency33:09 The Evolution of Negotiation Skills36:48 The Power of Emotion in Decision Making39:59 Leadership and Transparency in Sales43:45 Role-Playing Negotiation Scenarios48:30 Exciting Developments and Future Directions.Tony Caponi: Site https://toddcaponi.com/ LinkedIn:linkedin.com/in/toddcaponiPodcast:toddcaponi.com/podcast

    50 min

  6. 10/14/2025

    Episode 56: What Your Negotiation Style Reveals About You

    Summary In this episode of Empathy at the Table, Tony Anagor and Glyn Bailey discuss the nuances of negotiation, emphasizing the importance of intention and character in achieving successful outcomes. They explore how negotiation is not just about getting a deal but creating real value, and how inner work and self-awareness play crucial roles in the negotiation process. Keywords: negotiation, intention, character, value creation, self-awareness Takeaways: Negotiation is about creating value, not just getting a deal. Intention is key to recognizing and executing negotiations effectively. Character and integrity are revealed through negotiation Inner work and self-awareness enhance negotiation skills. Negotiation is a daily activity, often unrecognized. Understanding egos is crucial in negotiation. Alignment, not approval, should be the focus in negotiations. Negotiation skills can drive better organizational performance. Fairness is subjective and can undermine negotiation outcomes Negotiation requires managing one's own ego. Sound bites: Negotiation is about creating value Intention is key in negotiation. Character is revealed in negotiation. Inner work enhances negotiation. Negotiation is a daily activity. Understanding egos is crucial. Focus on alignment, not approval. Negotiation drives performance. Fairness can undermine outcomes. Manage your ego in negotiation. Chapters: 00:00:00 Introduction to Negotiation. 00:03:00 The Importance of Intention 00:06:00 Character and Integrity 00:09:00 Inner Work and Self-Awareness 00:12:00 Daily Negotiations 00:15:00 Understanding Egos 00:18:00 Alignment vs. Approval 00:21:00 Negotiation Skills in Organizations 00:24:00 The Subjectivity of Fairness 00:27:00 Managing Ego in Negotiation Follow Glin https://www.linkedin.com/in/glinbayley/

    45 min

  7. 09/23/2025

    Episode 55: Navigating Emotions in the Workplace - DB Bedford

    SummaryIn this episode of Empathy at the Table, host Tony Anagor interviews DB Bedford, an expert in emotional intelligence and workplace civility. DB shares his journey from a troubled youth in Oakland to becoming a thought leader in emotional intelligence. He discusses the importance of understanding emotions, the fragility of human interactions, and the need for intentional practice in emotional intelligence. DB also highlights the significance of civility in the workplace and how emotional intelligence can improve team dynamics. The conversation concludes with insights on implementing emotional intelligence programs and navigating difficult conversations.takeaways- Emotional intelligence is crucial for better decision-making.- DB Bedford's journey illustrates the power of personal growth.- Calmness can be a superpower in conflict resolution.- Emotions are fragile and should be handled with care.- Intentional practice is key to developing emotional intelligence.- Civility in the workplace enhances team dynamics.- Understanding personal values can prevent misunderstandings.- Emotional intelligence can be taught through structured programs.- Purposeful pauses can lead to better communication.- Everyone has the potential to grow emotionally, regardless of age. Sound Bites "Calmness be your superpower.""Don't bite the hook.""Can you take a purposeful pause?" Chapters 00:00Introduction and Background of DB Bedford 01:57DB's Journey to Emotional Intelligence 05:11Transforming from a Troubled Past 08:00The Fragility of Emotions 10:59Intentionality in Emotional Intelligence 14:18The Calling to Write 'I Never Worry' 17:36Understanding Emotional Intelligence 20:14Emotional Intelligence in the Workplace 22:03Civility and Workplace Dynamics 27:29Implementing Emotional Intelligence Programs 30:53The Importance of Emotional Responsibility 32:30Navigating Difficult Conversations 33:48Conclusion and Future Endeavors Connect with DB Bedford Linkedin:

    39 min
  8. Episode 54: Empathy, Conflict and De-Escalation - Totti Karpela

    09/16/2025

    Episode 54: Empathy, Conflict and De-Escalation - Totti Karpela

    Discover the incredible story of Totti Karpela, a former Finnish SWAT negotiator turned global conflict resolution expert. In this exclusive episode of Empathy at the Table with Tony Anagor, Totti shares how emotional intelligence, not force, is the real key to de-escalation—whether in hostage situations or high-stakes business deals. You’ll learn: What makes a “tough” negotiator How silence can change negotiations Why emotional triggers matter more than logic How to prevent workplace violence before it begins This episode is a must-watch for leaders, HR professionals, and negotiation specialists looking to navigate conflict with confidence and compassion. 👉 Subscribe for more episodes on leadership, empathy, and negotiation tactics! Connect with Totti Karpela on LinkedIn: https://www.linkedin.com/in/tottikarpela/ To know more about Tony Anagor https://www.linkedin.com/in/tony-anagor? FOLLOW Emotionally Intelligent Negotiation Instagram: https://www.instagram.com/einegotiation/?hl=en LinkedIn: https://www.linkedin.com/company/emotionally-intelligent-negotiation-ein/ Website: https://einegotiation.com/ #EmpathyAtTheTable #TottiKarpela #ConflictResolution #EmotionalIntelligence #NegotiationTips #WorkplaceWellness #SWATStories #DeescalationTactics #LeadershipSkills #TonyAnagorPodcast

    36 min
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About

Welcome to "Empathy at the Table," the podcast that demystifies the world of negotiation and empowers listeners to navigate conversations with skill and compassion. Hosted by Tony Anagor, this show brings you enlightening conversations with experts and thought leaders from diverse backgrounds, all sharing insights from their unique spheres of influence within the realm of negotiation. Remember, it's not just about the deal on the table – it's about the relationships we nurture and the understanding we cultivate. Welcome to "Empathy at the Table."

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