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. 3d ago

    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

  2. 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

  3. 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.

  4. 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

  5. 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

  6. Apr 21

    Episode 65: Eduard Beltran - Authenticity and Empathy in Negotiations

    Join Tony Anagor in a deep and insightful conversation with negotiation expert Eduard Beltran. Eduard is an international negotiation and leadership advisor, speaker, author of Trust Me, and a member of the Harvard Business Review Advisory Council. With experience spanning governments, Fortune 500 companies, academia, and high-stakes negotiations, he brings a 360° perspective on how negotiation really works in practice. In this episode of Empathy at the Table, we explore how negotiation goes far beyond tactics and deal-making. It is shaped by trust, power, preparation, and the ability to recognize value in all its forms — not only financial, but relational, reputational, and strategic. A key focus is the idea that successful negotiation is built on four core levers of trust:authenticity, logic, empathy, and integrity. Together, they shape how credibility is formed and how agreements are reached across cultures and industries. We also examine: Why preparation is often the true differentiator in negotiation outcomes How observation changes the way we understand people and situations Why intangible value (reputation, visibility, relationships) is often underestimated How power dynamics are shifting in a more transparent, interconnected world The growing importance of trust in employer-employee relationships As Eduard highlights, negotiation is not a fixed formula but a human process shaped by context, perception, and intention. The ability to navigate it effectively depends on understanding both structure and behavior in real time. Eduard Beltran LinkedIn: https://www.linkedin.com/in/eduardbeltran Resources:Trust Me by Eduard Beltranhttps://www.amazon.it/Trust-Me-360-Degree-Overview-Concept/dp/8410243849 European Observatory of Communicationhttps://www.europeanobservatory.com

  7. Apr 7

    Episode 64: Joshua Bandoch - The Neuroscience of Influence

    Why do some ideas get ignored while others actually move people to act? In this episode of Empathy at the Table, Tony Anagor speaks with persuasion expert Joshua Bandoch about what really drives influence in real conversations, from leadership to negotiation. Joshua shares the neuroscience behind decision-making and explains why emotions come before logic, how this shapes the way people respond, and what it takes to communicate in a way that connects. The conversation goes deeper into handling difficult conversations, building trust, and understanding how different people interpret the world through their own “moral taste buds”. If you want to improve the way you communicate, gain buy-in, and influence without forcing outcomes, this episode offers practical insights you can apply immediately. #EmpathyAtTheTable #Persuasion #Influence #Communication #EmotionalIntelligence #Leadership #Negotiation #Storytelling #Neuroscience #Business

  8. Mar 10

    Episode 63: Gerry Parran - Mastering Negotiation Skills

    In Episode 63 of Empathy at the table: Gerry Parran, a negotiation expert with over four decades of experience. Whether you're new to negotiation or looking to hone your skills, Gerry shares real-world tips, frameworks, and stories that will elevate your approach and confidence in any deal.Key Topics: The origins of Gerry Parran’s negotiation journey, starting unconsciously in the tech industryThe evolution of negotiation training from win-lose tactics to relationship buildingPractical negotiation techniques: asking, listening, and playful tacticsThe 3D Negotiation Framework: setup, deal design, and tactics, explained with examplesHow reputation, credibility, and consistency impact negotiation powerCross-cultural negotiation differences, especially in textiles and AsiaThe importance of practice and continuous learning in negotiation masteryInsights into negotiating with tyrants and in geopolitical contextsGerry’s upcoming book on Power Moves and its unique focus on relationship and influenceGetting to Yes by William UryThe Art of Negotiating with Tyrants - Free ebook3D Negotiation Framework articleWhite Lotus negotiation analysis articleGerry Parran - LinkedIn | Email: gerry.paran@gmail.comLinkedIn - Gerry ParranEmail - gerry.paran@gmail.comPower Moves Book (Upcoming)Negotiation in Asia & Cross-Cultural StrategiesThe Negotiation Podcast

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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."

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