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

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

By Tony AnagorBusinessManagement
Download on the App Store

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

  • 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.

    39 min
  • 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.

    33 min
  • 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
  • Episode 31: Negotiating Mergers and Acquisitions with Heart - Jan Van de Putten

    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   

    31 min
  • Episode 30 Values based Negotiating - Nicoleta Iordan

    Summary

    In this episode of Empathy at the Table, host Tony Anagor speaks with Nicoleta Iordan, a cultural entrepreneur from Romania who has built a successful chain of bookstores. Nicoleta shares her journey from a passion for books to creating a network of 55 bookstores, emphasizing the importance of empathy, leadership, and organizational culture. The conversation explores how she designed a unique bookstore experience, her leadership style, the values that drive her business, and the significance of trust in building a sustainable organization.
    Takeaways
    Nicoleta's journey began with a passion for books.
    Creating a bookstore was driven by a desire for cultural enrichment.
    The bookstore experience is designed as a ritual of discovery.
    Leadership style is based on consensus and humility.
    Empathy is a core value in her organization.
    Trusting people is essential for a healthy work environment.
    Values like sharing and curiosity are fundamental to their culture.
    Unique authenticity fosters a welcoming atmosphere.
    Sustaining passion in business requires continuous effort.
    CARTURESHT embodies the spirit of community and books.
    Titles
    Trust and Values in Business Success
    Building a Bookstore Empire with Empathy
    Sound Bites
    "I started my career in one of the big fours."
    "Books really deserve so much better."
    "Going into a bookstore is more like a ritual."
    Chapters
    00:00
    Introduction to Nicoleta Jordan's Journey
    00:47
    Introduction to Nicoleta Jordaan
    03:53
    The Journey of a Cultural Entrepreneur
    06:46
    Creating a Unique Bookstore Experience
    10:49
    Leadership Style and Company Culture
    16:41
    Values and Empathy in Business
    20:52
    Negotiation and Emotional Intelligence
    24:46
    Advice for Aspiring Entrepreneurs
    28:56
    Conclusion and Future Endeavors
    keywords
    Nicoleta Iordan, cultural entrepreneur, bookstores, leadership, empathy, organizational culture, values, trust, Romania, business success

    34 min
  • Episode 29: Democratising Negotiations - Mark Raffan

    Welcome to an enlightening episode of "Empathy at the Table," featuring the acclaimed negotiation expert and podcast host, Mark Raffan. Known for his dynamic approach to teaching negotiation skills and his leadership of the highly-regarded Negotiations Ninja podcast, Mark brings a treasure trove of insights and real-world experiences to our discussion.

    In this episode, Mark delves into several key areas:
    Transitioning Negotiation Tactics: Explore how Mark transitioned from traditional, aggressive negotiation tactics to a more nuanced, emotionally intelligent approach.
    The Role of Emotional Intelligence: Discover the critical role that emotional intelligence plays in achieving successful outcomes in negotiations, and how you can harness it.
    Strategies for Conflict Resolution: Gain practical advice on resolving conflicts, whether in the boardroom or your personal life, with strategies that promote lasting agreements.
    Skill Development for Effective Negotiating: Learn from Mark's extensive experience on how continuous learning and adaptability can enhance your negotiation skills.
    Mark's engaging storytelling and practical advice make this a must-watch for anyone interested in elevating their negotiation capabilities and understanding the profound impact of emotional intelligence on negotiation outcomes.
    About Mark Raffan: Mark Raffan is the esteemed host of the Negotiations Ninja podcast, where he shares innovative negotiation strategies with business leaders worldwide. His podcast is renowned for breaking down complex negotiation concepts into actionable, effective tactics that professionals can apply in their daily lives.
    🔗 Connect with Mark and explore his podcast:
    Negotiations Ninja Podcast
    Follow Mark Raffan on LinkedIn
    🔗 Watch now to transform your approach to negotiation and learn from one of the masters in the field!

    39 min
  • Episode 28: Should we Teach Our Children to Negotiate? - Anuj Jagannathan

    Conversation Summary

    Anuj Jagannathan, a negotiation expert, shares his journey of learning negotiation skills and teaching them to others. He emphasizes the importance of negotiation in everyday life and how it can benefit everyone. Anuj discusses the art and science of negotiation, highlighting the need for a balance between the two. He also explores the value propositions of negotiation beyond monetary gain, such as avoiding bad deals and managing conflicts. Anuj has written books on negotiation for both adults and children, and he explains how he teaches negotiation to kids using real-life examples and comics. He also touches on the cultural aspects of negotiation and the importance of understanding context in different cultures.

    Keywords
    negotiation, everyday life, balance, value propositions, teaching negotiation to kids, cultural aspects of negotiation
    Takeaways
    * Negotiation is an essential skill in everyday life and can benefit everyone.
    * The art and science of negotiation should be balanced for optimal results.
    * Negotiation goes beyond monetary gain and includes avoiding bad deals and managing conflicts.
    * Teaching negotiation to kids can be done through real-life examples and comics.
    * Understanding cultural context is crucial in negotiation.
    titles
    * Demystifying Negotiation: It's for Everyone
    * Understanding Cultural Context in Negotiation
    Sound Bites
    "Negotiation is for everybody."
    "The art of negotiation complements the science."
    "Negotiation success is not just measured by money."
    Chapters
    00:00
    Introduction and Background
    13:04
    The Art and Science of Negotiation
    16:12
    Exploring the Value Propositions of Negotiation
    21:30
    Teaching Negotiation to Kids
    31:33
    Understanding Cultural Context in Negotiation
    Follow Anuj⁠ LINKEDIN⁠

    41 min
  • Episode 27: Breaking the Mould with Empathy: Redefining Leadership in Tech - CEO, Fiona Garvey

    Show Notes

    Welcome to another enlightening episode of "Empathy at the Table." Today, we're thrilled to host Fiona Garvey, CEO of the tech company Softonic. Join us as Fiona shares her transformative journey from the rainy streets of Dublin to the sunny avenues of Barcelona, breaking moulds and redefining leadership with a touch of empathy.

    Introduction to Fiona Garvey:

    • CEO of Softonic, the world’s largest distributor of free desktop software, boasting a legacy older than Google.
    • A seasoned leader with a background in various roles across the tech industry, from sales to operations, culminating in her leadership as CEO.

      • Discussion Highlights:

      • Leadership Evolution: Fiona discusses her initial reluctance to take on the CEO role and how embracing it with empathy has redefined her approach to leadership.
      • Breaking Conventional Norms: Explore how Fiona champions diversity, inclusion, and equity within Softonic, fostering a culture that celebrates authenticity and supports personal growth.
      • The Role of Intuition in Business: Insight into how intuition plays a critical role in her decision-making process, especially in recruitment and corporate strategies.
      • Navigating Challenges: Fiona reflects on the challenges and successes of leading a major tech company through innovation and change, especially during uncertain times.
      • Personal Development Strategies: Fiona shares her practices for maintaining balance, including setting aside dedicated time for self-care and personal growth.

        • Fiona’s Current Projects:

        • Leading Softonic through strategic initiatives aimed at diversifying business operations and embracing new market opportunities.
        • Focus on sustainable growth by integrating advanced technologies and enhancing the company culture through empathetic leadership.

          • Connect with Fiona:

          • Learn more about Fiona’s leadership style and her innovative approaches to tech management by following her on LinkedIn and other social media platforms.

            • Join us in this compelling episode as Fiona Garvey shares her journey of becoming a tech CEO, the lessons learned about empathetic leadership, and her ongoing efforts to transform her organisation and the tech industry at large.

            Whether you're an aspiring entrepreneur or a seasoned executive, Fiona's insights offer a roadmap to cultivating a balanced, fulfilling professional life rooted in genuine, transformative values.

            34 min
          • Episode 26: From Grit to Grace: The Evolution of an Entrepreneur - A Conversation with Adam Corbett

            Show Notes

            Welcome to another inspiring episode of "Empathy at the Table." Today, we're joined by Adam Corbett, a long-time friend and a true testament to personal and professional transformation. From his humble beginnings to becoming a successful entrepreneur, devoted father, and a mentor, Adam's journey is one of resilience and redefinition.
            Introduction to Adam Corbett
            Entrepreneur with diverse business ventures including a luxury lifestyle and travel concierge service and a pioneering software company in HR tech.A father of three who values personal growth and emotional intelligence in both his personal and professional life.

            Discussion Highlights:Transition from the Past: Adam reflects on his younger self, characterised by raw aggression and a survival mindset, to who he is today—a leader who values empathy and emotional intelligence.
            Leadership Style Evolution: How Adam transitioned from leading with aggression to leading with intelligence and empathy, understanding the importance of adapting leadership styles as one matures.
            Challenges and Growth: Adam discusses the challenges he faced with emotional control and how overcoming these was crucial for both personal relationships and professional success.

            The Role of Fear and Ego in Entrepreneurship: Adam dives deep into how fear influenced his decisions and actions throughout his career and how recognising and managing this fear has been pivotal in his journey.
            Impact of COVID-19: Reflections on how the pandemic provided time for introspection and led many, including himself, to prioritise alignment with personal and corporate values over traditional job metrics like salary and job titles.
            Advice for Entrepreneurs: The importance of self-awareness, continuous learning, and being open to change. Adam emphasises the need for entrepreneurs to harness their fears and channel them constructively.
            Adam’s Current Projects:Expansion into Dubai with both of his companies, aiming to leverage the dynamic market there for both his luxury travel business and his innovative job board software.Focus on integrating personal values and corporate ethos, enhancing company culture and employee engagement through transparency and empathy.
            Connect with Adam: Adam Corbett on LinkedIn and other social media platforms where he regularly engages with the community and shares valuable content.
            Join us in this compelling episode as Adam Corbett shares valuable lessons on personal growth, the importance of empathy in leadership, and the ongoing journey of self-improvement.
            Whether you're an aspiring entrepreneur or a seasoned executive, Adam's insights offer a roadmap to cultivating a balanced, fulfilling professional life rooted in authentic values.
            https://www.linkedin.com/in/adam-corbett-173a60213/

            39 min
          • Episode 25: Negotiating with Heart - Reshaping Leadership and HR in Tech : Myriam Ben Farhat

            In this enlightening episode of "Empathy at the Table," we sit down with Miriam Ben Farhat, an entrepreneur and the Chief People Officer at Chess.com, who shares her inspiring journey of resilience and heart-led leadership in the tech industry. Miriam discusses her pivotal role in fostering diversity and inclusion, with a particular focus on increasing the representation of women in leadership positions.

            Throughout our conversation, Miriam advocates for viewing negotiation as a form of collaboration, emphasising the importance of curiosity and understanding the needs of others to create mutually beneficial outcomes. She underscores the critical role of self-awareness and emotional intelligence in effective leadership and negotiation techniques.

            Miriam also delves into her innovative approach to human resources, which prioritises people and culture over traditional HR practices. This episode explores how resilience, radical optimism, and a commitment to continuous learning and social impact can reshape the landscape of leadership and human resources.

            Join us as Miriam provides valuable insights into redefining HR practices, promoting diversity and inclusion in leadership, and transforming negotiation into a collaborative process.


            Follow Myriam on Linkedin



            34 min

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

          From the publisher's feed

          From Thomas Erikson (Surrounded by Idiots, 10M+ copies sold) to Fotini Iconomopoulos (#15 global negotiation expert) to European voices like Keld Jensen, Empathy at the Table™ explores negotiation, leadership and emotional intelligence through real conversations.