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

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

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 industry
The evolution of negotiation training from win-lose tactics to relationship building
Practical negotiation techniques: asking, listening, and playful tactics
The 3D Negotiation Framework: setup, deal design, and tactics, explained with examples
How reputation, credibility, and consistency impact negotiation power
Cross-cultural negotiation differences, especially in textiles and Asia
The importance of practice and continuous learning in negotiation mastery
Insights into negotiating with tyrants and in geopolitical contexts
Gerry’s upcoming book on Power Moves and its unique focus on relationship and influence
Getting to Yes by William Ury
The Art of Negotiating with Tyrants - Free ebook
3D Negotiation Framework article
White Lotus negotiation analysis article
Gerry Parran - LinkedIn | Email: [email protected]
LinkedIn - Gerry Parran
Email - [email protected]
Power Moves Book (Upcoming)
Negotiation in Asia & Cross-Cultural Strategies
The 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.