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

In this episode of Empathy at the Table, I sit down with pricing strategist and VC Maciej Kraus to explore a powerful shift in our thinking about pricing: negotiating based on value, not cost.

Too many entrepreneurs and service providers fall into the trap of benchmarking their prices against competitors. But what if that’s keeping you stuck, undercharging, or blending in with the crowd?

Maciej shares real-world examples—from SaaS platforms to conference businesses—showing how pricing can become a differentiator instead of a checkbox. Whether you're launching a startup or offering high-value services, this conversation will challenge your assumptions and elevate how you present your worth.Key Takeaways:

Why pricing is more about perceived value than cost or competitor rates.How to choose the right pricing metric to match how users experience your product.The hidden risks of benchmarking your prices—and what to do instead.How companies like Netflix, Salesforce, and Spotify used pricing models to disrupt industries.Why clear pricing conversations early in the sales process builds trust and reduces anxiety.

If you've ever second-guessed your price, struggled to explain your value, or lost a client over "too expensive" feedback, this episode will give you a fresh lens and practical tips to reframe your strategy. It's time to stop playing defense on price and start negotiating from strength.

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Negotiation isn’t just about striking deals and signing contracts—it’s about knowing when to push, when to collaborate, and how to turn tough conversations into lasting partnerships.In this episode,

I sit down with Francesca Sabatucci, Procurement Director at Tetra Pak, who is redefining what procurement means in today’s business world. No longer just about cost-cutting, procurement is now a powerful force for driving growth, innovation, and sustainability.

Francesca shares how she handles high-stakes negotiations, manages power imbalances, and builds strong supplier relationships that go beyond price. We also dive into the balancing act of cutting costs while delivering real customer value—a challenge that every business leader can relate to.

This episode is packed with practical strategies, fresh perspectives, and hard-earned lessons from the front lines of procurement.

Whether you're in sales, leadership, or supply chain, there's something here for you.

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What if our adult negotiation skills are shaped by our earliest childhood experiences? In this special episode of "Empathy at the Table," I sit down with my sister, Ngozi Anagor, an early years educator, to explore how children as young as six months begin to develop negotiation and conflict resolution skills.

We discuss the importance of parental involvement and the need for a transformative approach to education that encourages creativity and individuality in children. Ngozi shares her insights on teaching young children to navigate their emotions and relationships, emphasising the significance of observation and allowing children to learn through exploration.

From heuristic play to emotional intelligence, she explains how these early lessons influence our communication, collaboration, and conflict resolution skills as adults.

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Discover how hostage negotiation tactics can revolutionize the way you communicate in business. In this episode of Empathy at the Table, host Tony Anagor interviews Kirk Kinnell, a world-renowned hostage negotiator and former head of Scotland’s Organized Crime and Counterterrorism Units. With over 30 years of negotiation experience, Kirk shares powerful techniques to build trust, resolve conflict, and influence outcomes—even in the most high-stakes scenarios. Learn how empathy, emotional intelligence, and active listening can help you master both boardroom and crisis conversations.💡

In This Episode You’ll Learn:How hostage negotiation skills apply to business and leadership The “Magnificent Nine” listening framework to uncover hidden motivations. Strategies to de-escalate conflict and build instant trust. Why emotional intelligence is essential for high-pressure decisionsReal-world stories from hostage cases to million-dollar deals. Whether you're a business leader, entrepreneur, sales professional, or negotiator, this conversation will give you actionable tools to improve your communication and negotiation outcomes.

#hostagenegotiations #businessnegotiation #emotionalintelligence #activelistening #conflictresolution #empathyinleadership #kirkkinnell #tonyanagor #negotiationskills #ein

You connect with Kirk on LinkedIn: https://www.linkedin.com/in/kirk-kinnell-69a35b7b?To know more about Tony Anagorhttps://www.linkedin.com/in/tony-anagor?

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In this episode of "Empathy at the Table," I sit down with Saad A. Saad, a Sales Negotiator, to explore what truly makes a great negotiator. We discuss:✔ The importance of context in every negotiation ✔ Finding the balance between empathy and assertiveness ✔ How friction can lead to better deals Saad also shares insights from his experience in sales negotiation and discusses his new book, "Mastering Sales Negotiation" This episode is packed with valuable takeaway

How is emotional intelligence transforming leadership and negotiation?

In this powerful episode of Empathy at the Table, host Tony Anagor speaks with Debbie Goldstein, a Harvard educator and expert in empathy-driven negotiation, about the future of human-centered communication in business.

From the classroom to the boardroom, Debbie shares how empathy, connection, and purpose can elevate decision-making, shift power dynamics, and build trust in high-stakes environments.

💡 What You’ll Learn in This Episode:

Why empathy is a competitive edge in leadership

How emotional intelligence improves negotiation outcomes

The power of Harvard negotiation strategy in business

How to develop soft skills for executives

The shift from performance metrics to purpose-driven leadership

A fresh take on leadership communication skills that build trust

If you're a leader, coach, HR executive, or simply someone seeking how to lead with empathy, this episode will give you practical tools for meaningful growth.

#emotionalintelligence #empathyinleadership #debbiegoldstein #harvardnegotiation #humancenteredleadership #strategiccommunication #empathyatthetable #TonyAnagor #negotiationskills

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.

summary

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.

The Journey from Tech to Tactics

https://www.amazon.com/Play-Right-Remarkable-Gambler-Street/dp/1770416609

https://www.kamalguptawrites.com/

What if you could sell and negotiate without being pushy — and still get powerful results?

In today’s episode of Empathy at the Table, host Tony Anagor sits down with Julia Ewert, a top-performing sales strategist and negotiation expert, to uncover how empathy in sales builds trust and drives consistent success.

Julia reveals how her Infinite Sales System creates a repeatable, relationship-based approach to selling, rooted in emotional intelligence, trust, and clear communication. Whether you’re an introvert or extrovert, her process proves that sales is a skill, not a personality trait.

💡 What You’ll Learn in This Episode:

Why empathy and trust are the future of sales

How to build intimacy in sales conversations that convert

The power of process over personality in negotiations

How to overcome the fear of failure in high-pressure situations

Why “hope is not a strategy” in business development

Key insights from Julia’s book From Pitch to Profit

Through powerful analogies and practical tactics, Julia challenges outdated ideas and gives you the tools to negotiate with empathy and close deals without the pressure.

📚 About Julia Ewert

📖 From Pitch to Profit → Get the book

🌐 Website → https://juliaewert.com/

🔗 LinkedIn → https://www.linkedin.com/in/juliaewert/

🎤 Hosted by Tony Anagor

LinkedIn → https://www.linkedin.com/in/tony-anagor/

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#EmpathyInSales #SalesStrategy #JuliaEwert #NegotiationExpert #InfiniteSalesSystem #FromPitchToProfit #EmotionalIntelligence #RelationshipSelling #TrustBasedSales #TonyAnagor