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

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

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.

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

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

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:

1. Why most divorces are failures of communication, not love
2. How emotional intelligence shapes negotiation outcomes
3. Why one partner often “sees it coming” years earlier
4. The difference between constructive conflict and destructive conflict
5. Why traditional legal divorce systems often escalate conflict
6. How mediators help people move from positions to interests

This 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.

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

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

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

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