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

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. Jan also reflects on his transition to life in Barcelona and his ongoing journey to learn Spanish. Takeaways M&A involves not just transactions but emotional journeys. Trust is a critical component in successful negotiations. Cultural understanding can significantly impact deal-making. Listening is essential for building trust and rapport. The integration process is as important as the deal itself. Soft skills enhance leadership effectiveness in M&A. Every M&A project is unique and requires tailored approaches. Building informal relationships can facilitate negotiations. Authenticity in leadership fosters better team dynamics. Continuous learning, like language acquisition, is vital for personal growth. Sound Bites "M&A is part shepherd, part psychologist." "It's a real emotional journey for the people involved." "A good deal is a win-win." Chapters 00:00 Introduction to Mergers and Acquisitions 03:37 The Emotional Landscape of M&A 06:44 The Role of Trust in Negotiations 09:42 Cultural Nuances in Global Deals 12:36 The Importance of Listening 15:44 Navigating Challenges in M&A 18:44 The Shift from Hard Skills to Soft Skills 21:50 Personal Reflections and Future Aspirations keywords Mergers and Acquisitions, Corporate Finance, Emotional Intelligence, Negotiation, Trust, Cultural Differences, Executive Coaching, Leadership, Integration Process, Business Strategy Jan Linkedin   

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

In Episode 62 of Empathy at The Table, Tony Anagor interviews Michael Gates, an expert in cross-cultural communication and negotiation. They explore the importance of understanding cultural nuances, the value of diverse teams, and the need for adaptability in negotiations. Michael shares personal anecdotes and insights from his extensive experience in the field, emphasizing the significance of self-awareness and relationship building in cross-cultural interactions. The conversation highlights the complexities of communication across cultures and the necessity of empathy in fostering effective collaboration.Studying literature enhances communication skills.Cultural differences impact negotiation styles.Understanding oneself is key to cross-cultural communication.Direct vs. indirect communication varies by culture.Diverse teams outperform homogenous teams.Adaptation to culture is crucial in negotiations.Building relationships precedes business in some cultures.Character is often prioritized over capability in negotiations.Cultural stereotypes can hinder effective communication.Self-awareness is essential for understanding others.

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

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

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.TakeawaysCarlota 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.Chapters00:00 Introduction to Carlota Pi and Holaluz02:02 Carlota's Journey: From Engineering to Entrepreneurship04:05 The Power of Values in Leadership08:36 Navigating Trade-offs: Values vs. Profitability13:37 Choosing Battles: When to Fight for Values15:20 Intuition and Data: A Unique Decision-Making Approach19:35 The Role of Values in Building Organizations20:25 Diverging Values and Team Dynamics24:49 Emotional Intelligence in Business29:02 Navigating a Male-Dominated Industry34:40 The Power of Self-Belief

negotiation, first offer, negotiation strategies, human psychology, credible offersSummaryIn 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.

Keywordssales, 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

SummaryIn 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-awarenessTakeaways: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 negotiationInner 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 outcomesNegotiation requires managing one's own ego.Sound bites:Negotiation is about creating valueIntention 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 Intention00:06:00 Character and Integrity00:09:00 Inner Work and Self-Awareness00:12:00 Daily Negotiations00:15:00 Understanding Egos00:18:00 Alignment vs. Approval00:21:00 Negotiation Skills in Organizations00:24:00 The Subjectivity of Fairness00:27:00 Managing Ego in NegotiationFollow Glin https://www.linkedin.com/in/glinbayley/

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?"Chapters00:00Introduction and Background of DB Bedford01:57DB's Journey to Emotional Intelligence05:11Transforming from a Troubled Past08:00The Fragility of Emotions10:59Intentionality in Emotional Intelligence14:18The Calling to Write 'I Never Worry'17:36Understanding Emotional Intelligence20:14Emotional Intelligence in the Workplace22:03Civility and Workplace Dynamics27:29Implementing Emotional Intelligence Programs30:53The Importance of Emotional Responsibility32:30Navigating Difficult Conversations33:48Conclusion and Future Endeavors Connect with DB Bedford Linkedin:

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” negotiatorHow silence can change negotiationsWhy emotional triggers matter more than logicHow to prevent workplace violence before it beginsThis 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 Anagorhttps://www.linkedin.com/in/tony-anagor?FOLLOW Emotionally Intelligent Negotiation Instagram: https://www.instagram.com/einegotiation/?hl=enLinkedIn:https://www.linkedin.com/company/emotionally-intelligent-negotiation-ein/Website: https://einegotiation.com/#EmpathyAtTheTable #TottiKarpela #ConflictResolution #EmotionalIntelligence #NegotiationTips #WorkplaceWellness #SWATStories #DeescalationTactics #LeadershipSkills #TonyAnagorPodcast

In this special episode, the tables are turned. Instead of hosting, I’m the one in the hot seat. Storyteller Esther Mogoda interviews me about my journey as an entrepreneur, coach, negotiation skills trainer, and podcast host.We dive into my origins, why I do what I do, and how I know this is the work I was born to do. It’s raw, honest, and deeply personal.If you’ve ever wondered why telling your own story matters, this episode is for you.Don’t forget to like, comment, and subscribe for more conversations on leadership, negotiation, and emotional intelligence.

In this episode of Empathy at the Table, host Tony Anagor speaks with negotiation expert Josh Weiss about his journey into the field of negotiation, the importance of education, and the role of failure in the negotiation process. They discuss how children's literature can be used to teach conflict resolution skills, the significance of resilience, and the necessity of debriefing after negotiations. Josh shares insights on different types of failure and the importance of political will in successful negotiations, emphasizing that negotiation is not just about making deals but also about building relationships.Josh shares insights on different types of failure and the importance of political will in successful negotiations, emphasizing that negotiation is not just about making deals but also about building relationships.🔔 Subscribe for more stories from leaders redefining success through empathy and emotional mastery.#JoshWeiss #EmpathyInBusiness #FoundersJourney #LeadershipPodcast #BurnoutRecovery #EmotionalIntelligence #PurposeDrivenLeadership #EntrepreneurInsights #TonyAnagor👉 Subscribe for more episodes on leadership, empathy, and negotiation tactics!Connect with Josh Weiss on LinkedIn: https://www.linkedin.com/in/joshua-weiss-b1882a/To know more about Tony Anagorhttps://www.linkedin.com/in/tony-anagor?FOLLOW Emotionally Intelligent Negotiation Instagram: https://www.instagram.com/einegotiation/?hl=enLinkedIn:https://www.linkedin.com/company/emotionally-intelligent-negotiation-ein/Website: https://einegotiation.comFOLLOW Emotionally Intelligent Negotiation Instagram: https://www.instagram.com/einegotiation/?hl=enLinkedIn:https://www.linkedin.com/company/emotionally-intelligent-negotiation-ein/Website: https://einegotiation.com/#FoundersJourney #LeadershipPodcast #BurnoutRecovery #EmotionalIntelligence #PurposeDrivenLeadership #EntrepreneurInsights #TonyAnagor

In this episode of Empathy at the Table, I sat down with my good friend and seasoned negotiator Tony Shepherd—a lawyer, consultant, and straight-talker with over three decades of experience.This conversation pulled no punches.We challenged a lot of the feel-good ideas people have around negotiation—like the myth of “win-win” and the danger of being overly collaborative. Tony shared stories that made me rethink how I’ve handled certain business relationships—and honestly, how sometimes empathy is misunderstood or misused.We unpacked:Why “win-win” can be unrealistic—and even harmfulHow large companies manipulate relationships under the guise of trustThe importance of clear boundaries—even when emotions are high.The risks of being liked too much in negotiations, how to stay grounded in emotionally intelligent conflict, if you’ve ever felt used in a negotiation, struggled to stand your ground, or sacrificed too much in the name of “being nice”—this conversation will resonate with you.Connect with Tony Shepherd on LinkedInTo know more about ⁠⁠⁠⁠Tony Anagor⁠⁠⁠⁠FOLLOW Emotionally Intelligent Negotiation ⁠⁠⁠⁠Instagram⁠⁠⁠⁠ ⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠Website⁠⁠⁠

In this special 50th episode of Empathy at the Table, I sit down once again with Sebastian Ross, Academic Director at IESE Business School, to explore the deep inner transformation founders must undergo to scale not just their companies—but themselves.From emotional intelligence in startups and feedback-driven leadership to conscious capitalism and self-growth for entrepreneurs, this powerful conversation is a masterclass in modern leadership. Whether you're a founder, executive, or changemaker, this episode will challenge your mindset and inspire a new vision of what it means to lead with empathy.🔔 Subscribe for more insights on emotional leadership, scaling mindfully, and building purpose-driven businesses.📌 Topics Covered:How founders evolve emotionallyScaling yourself before scaling your businessConscious capitalism in practiceCultivating a feedback cultureLeading with humility and empathy👥 Guest: Sebastian Ross – IESE Business School🎙️ Host: Tony Anagor🎧 Listen & grow with us in this milestone episode.

In this deeply personal episode of Empathy at the Table, I sit down with Chuck Kissel, CEO of CSU Fullerton Auxiliary Services, to talk about leadership, loyalty, and life-changing perspective.Chuck spent over 30 years rising through the ranks of a $70M organization, leading nearly 2,000 people. But what truly shook me—and shaped this conversation—is what happened one day in the office during the pandemic: Chuck suffered a sudden cardiac arrest and was clinically dead for four minutes.In this powerful conversation, we talk about:✅ The life lessons he learned after that near-death experience✅Why leadership is about more than titles—it's about impact✅ The emotional toll of decision-making at the top✅ His negotiation mindset: patient, strategic, unafraid to walk away✅ How empathy fuels long-term culture, retention, and resilienceWhether you're an aspiring leader or a seasoned executive, Chuck’s journey will challenge you to rethink how you're showing up—for your team, and for yourself.Connect with Charles Kissel on LinkedInTo know more about ⁠⁠⁠Tony Anagor⁠⁠⁠FOLLOW Emotionally Intelligent Negotiation ⁠⁠⁠Instagram⁠⁠⁠ ⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠Website⁠⁠

In this episode of Empathy at the Table, host Tony Anagor sits down with Jeremy Pollack—martial artist, peace psychologist, and founder of Pollack Peacebuilding Systems—for a powerful conversation on the psychology of conflict and negotiation. From boardrooms to battlefields of the mind, Jeremy shares how emotional intelligence, nervous system awareness, and self-reflection shape how we resolve conflict—within ourselves and with others. This episode dives deep into how inner peace leads to better leadership, healthier relationships, and more productive conversations. Whether you're a team leader, founder, or just someone looking to get better at handling tough conversations, this is for you.If you’ve ever avoided a tough conversation, struggled with inner tension, or wanted to lead more mindfully, this episode will give you the tools, language, and mindset to handle conflict with clarity, courage, and compassion.Connect with Jeremy Pollack on LinkedInTo know more about ⁠⁠Tony Anagor⁠⁠FOLLOW Emotionally Intelligent Negotiation ⁠⁠Instagram⁠⁠ ⁠⁠LinkedIn⁠⁠⁠⁠Website⁠

I recently was invited to the Three Points Podcast for a powerful conversation on a topic I’m deeply passionate about: Emotionally Intelligent Negotiation (EIN).In this episode, we unpack the myths around negotiation and explore why it’s not about winning or losing, but about creating value, building trust, and navigating conversations with empathy and clarity.To know more about ⁠⁠Tony Anagor⁠⁠FOLLOW Emotionally Intelligent Negotiation ⁠⁠Instagram⁠⁠ ⁠⁠LinkedIn⁠⁠⁠⁠Website⁠

In this episode of Empathy at the Table, I sit down with Dr. Bruno Cignacco—international consultant, TEDx speaker, and author of The Art of Compassionate Business—to explore how compassion, emotional intelligence, and psychological safety drive real business results.We discuss the power of kindness in leadership, building trust-based company cultures, and why empathy is essential for high-performing teams. If you’re a leader, manager, or entrepreneur looking to create a more human-centered workplace, this conversation is for you.You can connect with Dr. Bruno Cignacco on LinkedInTo know more about ⁠⁠Tony Anagor⁠⁠FOLLOW Emotionally Intelligent Negotiation ⁠⁠Instagram⁠⁠ ⁠⁠LinkedIn⁠⁠⁠⁠Website⁠

In this episode of Empathy at the Table, I had the pleasure of sitting down with someone I deeply admire—Abasiama Idaresit—a pioneering tech entrepreneur and investor shaping the future of Africa’s digital economy.We spoke not just about deals and startups, but about something deeper: what it truly takes to negotiate and build in Africa’s fast-moving tech space. From understanding cultural context to staying grounded in values, Abbas brought a level of honesty and clarity that I think every leader needs to hear.We covered everything from his early journey founding Wild Fusion, to navigating investor relationships, to the inner transformation required to lead with empathy, not ego. This conversation is rich with insights on how to scale not just a business, but your mindset.✅ Key Takeaways:Why negotiation in Africa is relational first, transactional secondHow Abbas balances commercial success with community impactThe emotional discipline needed to lead through complexityLessons from bridging global capital with local cultureWhy self-awareness is the real competitive edge for foundersIf you care about building in Africa, investing with empathy, or becoming a more grounded leader, this episode is for you. Abbas doesn't just share strategy—he shares soul. You’ll leave with practical tools and deeper clarity about what it takes to thrive where stakes are high and relationships are everything.You can connect with Abasiama Idaresit on LinkedInTo know more about ⁠⁠Tony Anagor⁠⁠FOLLOW Emotionally Intelligent Negotiation ⁠⁠Instagram⁠⁠ ⁠⁠LinkedIn⁠⁠⁠⁠Website⁠