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

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

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. Episode 39: Being Assertive and Empathetic in Negotiations - Debbie Goldstein

    4 DAYS AGO

    Episode 39: Being Assertive and Empathetic in Negotiations - Debbie Goldstein

    In this exciting episode of Empathy at the Table, I sit down with Debbie Goldstein, a Harvard educator and negotiation expert, to explore how empathy is reshaping the way we lead, connect, and negotiate. We delve into the importance of emotional intelligence in negotiations, the balance between strategy and human connection, and how leadership is evolving beyond traditional success metrics. Debbie challenges conventional thinking and offers a fresh perspective on negotiation as a tool for collaboration, purpose, and meaningful outcomes.

    41 min
  2. Episode 38: Negotiating with Lawyers- John Zimmer

    FEB 4

    Episode 38: Negotiating with Lawyers- John Zimmer

    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.

    43 min
  3. Episode37: Empathy in Leadership - Elena Girardo

    JAN 21

    Episode37: Empathy in Leadership - Elena Girardo

    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

    30 min
  4. Emotional Intelligence Meets Wall Street Kamal Gupta

    JAN 7

    Emotional Intelligence Meets Wall Street Kamal Gupta

    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/

    41 min
  5. Episode 35: Mastering Sales and Negotiation Skills - Julia Ewart

    12/17/2024

    Episode 35: Mastering Sales and Negotiation Skills - Julia Ewart

    In today’s episode of Empathy at the Table, we are talking with Julia Ewart, a sales strategist and negotiation expert whose impact in the industry has been both rapid and impressive. Julia shares her insights on moving beyond traditional sales tactics and offers a framework for approaching negotiation with empathy, trust, and clear communication. Julia’s Infinite Sales System helps her clients create repeatable, relationship-based sales and negotiation processes that build trust, prevent sales inconsistencies, and focus on qualified prospects. From her approach to overcoming the fear of failure, to her surprising view on why emotions should be a part of every negotiation, Julia’s advice challenges typical “hard-nosed” negotiation techniques and instead brings a fresh perspective that empowers both sides. Key Topics: Sales vs. Negotiation: Julia breaks down the difference between sales as a transaction and negotiation as a collaborative journey. She offers practical ways to shift focus from “me” to “us” for more effective, long-term outcomes.Building Trust and Intimacy in Sales: Julia explains why creating a real connection, or “intimacy,” with clients is a game-changer. Whether it's a shared interest or mutual understanding, people buy from people they like—and they negotiate better with them too. Removing the Fear of Failure: Drawing on her background in gymnastics, Julia shares how learning to “fall without injury” has shaped her approach to negotiation. Embracing every interaction as practice is essential to improving your skills over time. Power of Process over Personality: Julia’s philosophy is clear: you don’t need to be an extroverted salesperson to succeed. Her process-focused approach to negotiation gives everyone the tools to feel confident and create results. Book Highlight – From Pitch to Profit: Julia’s book lays out her Infinite Sales System, a step-by-step guide to building and customising a sales strategy that focuses on qualifying leads, converting deals, and ensuring follow-up. Whether you’re an introvert or extrovert, Julia’s method creates a pathway to consistent results. Special Insights & Key Takeaways:Always Book the Next Meeting: Instead of closing out a call or meeting with a “nice to chat,” get the next meeting on the calendar. This small step is key to maintaining momentum and demonstrating commitment. Hope is NOT a Strategy: Julia’s approach replaces hope with a concrete plan that builds predictability into your sales pipeline. Stop hoping for sales and start creating intentional pathways to them. Trust and Empathy Matter: Negotiation isn’t just about leverage. Empathy, active listening, and building a safe environment can turn a negotiation into a positive, trust-building conversation. Connect with Julia: LinkedIn: Julia Ewart Website: www.juliaewart.com Book: From Pitch to Profit (Available now on Amazon)

    33 min
  6. Episode 34: Negotiating in a New Era - Mark Mirra

    12/03/2024

    Episode 34: Negotiating in a New Era - Mark Mirra

    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.

    38 min
  7. Episode 33: Mastering Negotiation and Body Language - Greg Williams

    11/19/2024

    Episode 33: Mastering Negotiation and Body Language - Greg Williams

    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.

    32 min
  8. Episode 32: Negotiating with EI in the Healthcare Industry

    11/05/2024

    Episode 32: Negotiating with EI in the Healthcare Industry

    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

    39 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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