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

Tony Anagor
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From Thomas Erikson (Surrounded by Idiots, 10M+ copies sold) to Fotini Iconomopoulos (#15 global negotiation expert) to European voices like Keld Jensen, Empathy at the Table™ explores negotiation, leadership and emotional intelligence through real conversations. Hosted by Tony Anagor, founder of the Institute of Leadership and Negotiation (ILN). New here? Start with our episode with Thomas Erikson, author of Surrounded by Idiots.

  1. Sep 22

    Why Founders Struggle to Lead: Leadership, Negotiation & the Founder Bottleneck with Jason Gore

    Why do founders struggle to lead as their companies grow? Jason Gore, leadership coach and negotiation expert, joins Tony Anagor to explore founder psychology, delegation, emotional intelligence, negotiation, and the leadership behaviours that shape growing teams. From the pressure of scaling a company to high-stakes negotiation, Jason explains why founders have to learn to let go, how childhood experiences can influence leadership, and why practising in low-stakes conversations can change how we perform when the stakes are high. They also explore Jason’s Saturn Leadership Index, a framework built around 51 observable leadership behaviours, and what it really takes to build alignment without losing connection. resources Jason Gore's Website Saturn Leadership Index Assessment LinkedIn Twitter

  2. Sep 8

    Silence and Self Advocacy: Fotini Iconomopoulos | Empathy at the Table Ep. 72

    Fotini Iconomopoulos, bestselling author of Say Less and ranked #15 in the world's Global Gurus negotiation list, joins us for a conversation about the discipline of restraint.In this episode, Fotini breaks down why the most powerful move in a negotiation is often silence, not more words. She shares the real story of confronting a manager over a pay gap, why she calls negotiation ‘a synonym for self advocacy,’ and the mental ‘pause button’ that stops her reacting in the heat of the moment.You'll learn:• Why saying less builds more credibility than filling silence• How to use someone's own words to hold them accountable• The ‘cookie’ trap: why buying likeability always backfires• Why self awareness, not tactics, is the real foundation of negotiationFotini grew up in a Greek immigrant household, was recently diagnosed with ADHD, and turned both into an edge at the negotiation table. This is a masterclass in staying composed under pressure.Find Fotini: @FotiniIcon on Instagram and LinkedIn, fotiniicon.comHer book: ‘Say Less: Get More with Unconventional Negotiation Techniques’🎧 Empathy at the Table is hosted by Tony Anagor, founder of the Institute of Leadership and Negotiation (ILN).#Negotiation #EmotionalIntelligence #Leadership #EmpathyAtTheTable #FotiniIconomopoulos

  3. Jul 31

    Ep. 71: The Power of Stories in Negotiation, with Josh Weiss

    Why do most of us keep making the same negotiation mistakes, even though we negotiate every day? In this episode, Tony Anagor sits down with negotiation expert Josh Weiss to unpack the three real purposes of negotiation, why storytelling might be the most underused tool in conflict resolution, and how emotional intelligence is what actually gets people to the table. Josh also introduces his Negotiation Stories project, a growing community built to collect and share real negotiation experiences from people at every level, not just the boardroom. This is our season finale before a short summer break — we'll be back in September with new episodes and guests. Thank you for listening this season. 🙏 Resources: 🔗 Negotiation Stories — negotiationstories.net 📖 Getting to Yes, by Roger Fisher & William Ury 🔗 Harvard Negotiation Project — pon.harvard.edu Connect with Josh Weiss on LinkedIn.

  4. Jul 21

    Episode 70: Danny Bobrow – Why Most People Fail at Communication (And Don’t Even Know It)

    Most conversations fail because of human psychology.In this episode of Empathy at The Table , Tony speaks with negotiation expert, mediator, and endurance athlete Danny Bobrow about what actually drives communication breakdowns—and how to fix them.Danny introduces the “Persuasion Blueprint”, a framework built on three core stages: caring, connection, and collaboration. But what emerges in this conversation goes far beyond theory.They explore how persuasion begins internally, why emotional regulation is essential in high-stakes communication, and how most people unknowingly trigger resistance in others before a conversation even begins.Danny shares insights from decades of experience as a mediator, arbitrator, coach, and ultra-endurance athlete, revealing how resilience, patience, and self-awareness shape not only performance—but relationships.Key topics include:Why most communication failures are emotional, not logicalThe “care gap” between intention and perceptionHow to identify and regulate your own limbic responsesWhy labeling emotions increases clarity and reduces conflictThe difference between persuasion, manipulation, and influenceHow modern communication (text/email) increases misunderstandingsWhy real persuasion is about removing resistance, not forcing agreementThis conversation challenges the idea that negotiation is about winning. Instead, it reframes it as a process of understanding, alignment, and human connection.Whether you work in business, leadership, sales, or personal relationships, this episode will change how you think about communication.Full episode now available.#EmpathyAtTheTable#CommunicationSkills#Negotiation#EmotionalIntelligence#PersuasionMusic licensed through Soundstripe.Code: 3NKVDX1T0EUZGQPY

  5. Jun 30

    Episode 69: Thomas Erikson- Surrounded by Idiots, Self-Awareness, Behavioral Psychology & much more

    In this episode of  Empathy at The Table  , we speak with Thomas Erikson, author of the global bestseller Surrounded by Idiots, a book that has sold nearly 10 million copies and been translated into over 70 languages.The conversation explores the foundations of human behavior, self-awareness, and communication through the lens of Erikson’s well-known behavioral model (red, yellow, green, blue). Rather than labeling personality types, the discussion focuses on observable behaviors and how misunderstanding them creates unnecessary friction in business, leadership, relationships, and everyday life.Thomas shares his personal journey from a struggling young manager to becoming one of the world’s most recognized voices in behavioral communication. He explains how self-awareness is not only about understanding yourself, but also how others perceive you , and why this gap is often the root of conflict.Thomas also challenges the idea that people can simply be “put in boxes,” arguing instead that behavioral models are tools to understand patterns and tendencies, not fixed identities.Website: https://www.surroundedbyidiots.com/en/#EmpathyAtTheTable #ThomasErikson #SelfAwareness #CommunicationSkills #Leadership

  6. Jun 2

    Divorce Isn’t the Problem. Bad Negotiation Is | Joe Dillon on Mediation, Empathy & Conflict

    Divorce is rarely just "ending a relationship"... it’s how people negotiate when emotions, history and financial stakes collide. In this episode of Empathy at the Table, Tony Anagor speaks with divorce mediator Joe Dillon, co-founder of Equitable Mediation Services, who has helped over 1,000 couples navigate one of the most emotionally charged negotiations of their lives. Joe brings a unique blend of finance, negotiation, and mediation experience, and explains why empathy is not a soft skill — but a strategic advantage in high-conflict conversations. We explore: Why most divorces are failures of communication, not loveHow emotional intelligence shapes negotiation outcomesWhy one partner often “sees it coming” years earlierThe difference between constructive conflict and destructive conflictWhy traditional legal divorce systems often escalate conflictHow mediators help people move from positions to interestsThis conversation reframes divorce, marriage, and conflict itself , showing how negotiation is not only a business skill, but a life skill. This episode explores negotiation, divorce mediation, conflict resolution, emotional intelligence in communication, and high-conflict decision making. It covers negotiation strategies, communication breakdowns, interest-based negotiation, and the psychology of relationships and conflict resolution.

  7. May 19

    Episode 67: Lucy Watson - Negotiate like a Woman

    You're Not Bad at Negotiation , You're Playing a Biased Game Lucy Watson spent over 25 years in high-stakes environments across tech, finance, and consulting, before realising a deeper pattern shaping outcomes in negotiation: gender dynamics and unconscious bias.In this episode, she breaks down why many women underperform in negotiations not due to lack of skill, but because of structural and cultural factors that shape behaviour long before the conversation starts.We explore:Why negotiation is often misread as confrontationThe “likability gap” and its impact on asking and self-advocacyWhy many everyday situations are actually negotiable (but not recognised as such)How stereotypes influence reactions to assertivenessThe difference between being confident, warm, and effectivePractical ways to reframe negotiation to create better outcomesLucy also explains how small, everyday negotiations shape long-term career outcomes far more than big salary discussions, and why awareness is the first lever for change.Lucy's website: https://empathyatthetable.negotiationwhisperer.co/#Negotiation #Leadership #GenderBias #EmpathyAtTheTable #Communication #Influence #CareerGrowth #Workplace #SalaryNegotiation #LucyWatson

  8. May 5

    Episode 66: Giuseppe Conti - Influence, Value & Leadership in Negotiation

    In this episode of Empathy at the Table, Tony Anagor sits down with one of the world’s most respected voices in negotiation, Giuseppe Conti, for a rich conversation on negotiation, influence, leadership, and the future of dealmaking.Named the world’s #1 negotiation guru, Giuseppe brings a rare mix of practitioner and academic insight (what he calls a pracademic perspective) shaped by leadership roles at Procter & Gamble, Novartis and Merck, and teaching at some of the world’s top business schools.Together, we explore why great negotiation is about far more than price.Key insights from this conversation include:• The difference between experienced negotiators and effective negotiators• Why value creation matters more than simply claiming concessions• How making the first offer can shape the entire deal• The hidden role of process, confidence, voice and body language in negotiation• Why influence is inseparable from negotiation success• How culture shapes leadership and negotiation behavior• What artificial intelligence may change — and what remains deeply humanIf you lead teams, negotiate deals, manage stakeholders, or simply want to become more effective in difficult conversations, this episode is packed with practical wisdom.Subscribe for more conversations on negotiation, empathy and leadership from  @EINegotiation  .#EmpathyAtTheTable #GiuseppeConti #Negotiation #Influence #Leadership #Procurement #ValueCreation #NegotiationSkills #ArtificialIntelligence #BusinessLeadership

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From Thomas Erikson (Surrounded by Idiots, 10M+ copies sold) to Fotini Iconomopoulos (#15 global negotiation expert) to European voices like Keld Jensen, Empathy at the Table™ explores negotiation, leadership and emotional intelligence through real conversations. Hosted by Tony Anagor, founder of the Institute of Leadership and Negotiation (ILN). New here? Start with our episode with Thomas Erikson, author of Surrounded by Idiots.

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