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.You connect with Maciej on LinkedIn: https://www.linkedin.com/in/maciejkraus?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/