Shear Line: Negotiation Mastery with Eirik Gislason

In this episode of Shear Line, Eirik sits down with one of the true icons of New York City real estate, Richard Grossman, for a conversation about collaboration, leadership, growth, and what it really takes to build a lasting career in this business. Richard has mentored generations of agents and shaped the industry through decades of strategic leadership, and this conversation is packed with wisdom on skill-building, business development, meaningful networking, and the mindset behind sustained success in negotiations and business. We talk about his powerful framework, The Trinity — win, make money, and control the deal — and why true confidence is built through competency, curiosity, and a commitment to constant learning. This is an episode about influence, generosity, mastery, and the kind of leadership that makes everyone around you better. Connect with Eirik and Archway Partners Coaching by visiting archwaypartnersinc.com where you can learn more about their coaching and training opportunities including our Partners Experience Platform which includes access to courses, modules, scripts and, tools as well as weekly small group coaching sessions with Eirik, live on the platform. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Guest: Richard Grossman Sponsor: Stage and Fold | https://stageandfold.com/ Subscribe to Shear Line: Negotiation Mastery https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team https://www.linkedin.com/in/eirikgislason/ https://www.instagram.com/eiriktheexpert https://archwaypartnersinc.com/ Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/

On this episode of Shear Line: Negotiation Mastery, host Eirik Gislason sits down with Matthew Wynter of Brown Harris Stevens and host of the Boro4Boro podcast for a powerful conversation on self-efficacy, mindset, and performance. Together, they explore how limiting beliefs quietly shape outcomes, the discipline required to reframe them, and practical strategies agents can use to build confidence, sharpen negotiation skills, and consistently operate at a higher level. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Guest: Matthew Wynter Sponsor: Stage and Fold | https://stageandfold.com/ Subscribe to Shear Line: Negotiation Mastery https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team https://www.linkedin.com/in/eirikgislason/ https://www.instagram.com/eiriktheexpert https://archwaypartnersinc.com/ Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/  

We spend a lot of time talking about outcomes in negotiation. Price. Terms. Wins and concessions. But long before any deal is signed, something far more powerful is already shaping the negotiation and the results: company and team culture. In this episode, recorded live at the Inman Conference in New York City, I'm joined by Mike Morgan, a "culture warrior" whose career spans leadership roles at Whole Foods Market, Amazon, and now Bramlett Partners in Austin. Together, we explore the deep connection between strong culture and great negotiations – why trust, curiosity, and psychological safety are not "soft skills," but strategic advantages. We talk about the idea of the "Triple Win", how leaders can create environments where people feel heard and valued, and why the best outcomes are rarely forced, but discovered.  If you care about building teams, retaining talent, or creating more value at the negotiating table, this conversation is for you. Because in the end, people aren't obstacles to outcomes. They're the pathway to them. Filmed as Part of the Mastery of Real Estate (MORE) Network by Brown Harris Stevens. Subscribe: https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team Follow Eirik Gislason on LinkedIn: https://www.linkedin.com/in/eirikgislason/ Follow Eirik Gislason on Instagram: https://www.instagram.com/eiriktheexpert Learn More About Coaching with Eirik Gislason: https://archwaypartnersinc.com/ Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

Bullying isn't negotiation. It's intimidation dressed up as competence, and in real estate it shows up as threats, bluster, gaslighting, ultimatums, and false deadlines designed to make you hesitate, second guess yourself, or avoid conflict. In Episode 202, Eirik and Jay break down why these tactics work so well: your nervous system reacts before your logic does, and that split-second hesitation becomes their permission to keep pushing. This episode isn't about clever comebacks or a magic tactic. It's about staying calm, exposing the illusion of leverage, pulling the conversation back to reality, risk, and consequences, and leaning into "pre-habilitation", self-confidence, and personal power. Bullies don't lose power when you outsmart them. They lose power when you stop needing their approval. So, whether you are a bully looking for a new path forward, or the agent tired of letting the bully "take your lunch money", this timely episode is for you. Enough!  If you want to dive deeper, continue the conversation, and start applying these frameworks in your own business, come check out the brand-new Archway Partners Mighty Network Community at www.archwaypartnersinc.com. It's our growing community of agents focused on confidence, clarity, and negotiation mastery — and you can explore it free for 30 days. Join us, jump into the discussions, and see how clarity, confidence and competence becomes your competitive edge. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe: https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team Follow Eirik Gislason on LinkedIn: https://www.linkedin.com/in/eirikgislason/ Follow Eirik Gislason on Instagram: https://www.instagram.com/eiriktheexpert Learn More About Coaching with Eirik Gislason: https://archwaypartnersinc.com/ Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

Welcome to Season 2 of Shear Line! Why do some negotiators stay calm, clear, and effective under pressure, while others get reactive, burned out, or settle for less? In this episode of Shear Line: Negotiation Mastery, host Eirik Gislason explores a powerful but often overlooked truth: mindset, emotional regulation, and wellness are not personal bonus features, they're professional strategic advantages. Eirik is joined by Sara Rotter, EVP and Director of Sales at Brown Harris Stevens and Certified Business Coach, for a grounded, insightful conversation on how emotional intelligence, presence and self-care directly impact negotiation outcomes, relationships, trust, and long-term confidence. Drawing on real-world experience and research from the Program on Negotiation at Harvard Law School, this episode reframes wellness as a core professional skill; one that shapes trust, decision-making, collaboration, and value creation at the negotiating table. Topics Include: ·        Why emotional regulation is a hidden negotiation edge ·        How wellness improves patience, clarity, and negotiation stamina ·        Common mindset mistakes that derail strong negotiators ·        How presence and calm confidence build trust and better outcomes ·        Simple practices to improve emotional steadiness and resilience For real estate professionals, leaders, and anyone negotiating under pressure, this episode delivers real value. Better mindset creates better presence, and better presence drives better negotiation outcomes. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe: https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team Follow Eirik Gislason on LinkedIn: https://www.linkedin.com/in/eirikgislason/ Follow Eirik Gislason on Instagram: https://www.instagram.com/eiriktheexpert Learn More About Coaching with Eirik Gislason: https://archwaypartnersinc.com/ Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

As Season One of Shear Line: Negotiation Mastery comes to a close and we wrap up 2025, this final episode explores a simple but powerful idea. Value is not absolute. It is relative. In this holiday conversation, Eirik is joined by Jay Billiet of Jay J. Billiet Interiors, as well as Peter Ronningen and Brendan Williamson of the Excelsior Team at BHS, to examine gift giving as a real world case study in relative value. Why do some gifts land perfectly while others miss completely? What makes a small or unexpected gift feel deeply meaningful? And what do these moments reveal about how people assign value, emotionally and rationally? Through personal stories, humor, and a few moments of self-awareness, the group connects holiday gift giving to the core principles of collaborative negotiation. Value lives in meaning, usefulness, timing, and emotional relevance. Whether across a closing table or a living room floor covered in silk bows and wrapping paper, value is created when people feel understood and significant. A very special thank you to all of you who helped make Shear Line a success in our First Season including our INCREDIBLE listening and viewing audience, our Dream Team of Lina and Ray, The MoRE Network Family, Matt Leone and the entire Marketing Team, and our inspirational Leader, Bess Freedman. We return in January with Season 2, so BUCKLE UP! Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe: https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team Follow Eirik Gislason on LinkedIn: https://www.linkedin.com/in/eirikgislason/ Follow Eirik Gislason on Instagram: https://www.instagram.com/eiriktheexpert Learn More About Coaching with Eirik Gislason: https://archwaypartnersinc.com/ Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

When clients hit that invisible wall of uncertainty, doubt, or overwhelm, you can feel it — even if they never say it. Their confidence collapses, decision-making slows, and suddenly, forward momentum turns into hesitation, second-guessing, or silence.   In this week's episode, we sit down with negotiation strategist and Executive Director at Brown Harris Stevens, Jared Antin, to unpack a system designed to break through that wall: The Clarity Framework. Built around Data, Context, and Strategy, Jared's model helps agents turn information into insight, insight into confidence, and confidence into calm, empowered decisions in their negotiations. We explore how clarity builds trust, sharpens decision-making, and transforms conversations, moving clients from uncertainty to clarity and from clarity to power.   If you want to dive deeper, continue the conversation, and start applying these frameworks in your own business, come check out the brand-new Archway Partners Mighty Network Community at www.archwaypartnersinc.com. It's our growing community of agents focused on confidence, clarity, and negotiation mastery — and you can explore it free for 30 days. Join us, jump into the discussions, and see how clarity, confidence and competence becomes your competitive edge. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe: https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team Follow Eirik Gislason on LinkedIn: https://www.linkedin.com/in/eirikgislason/ Follow Eirik Gislason on Instagram: https://www.instagram.com/eiriktheexpert Learn More About Coaching with Eirik Gislason: https://archwaypartnersinc.com/ Connect with Jared Antin: https://www.bhsusa.com/bhs-leadership/jared-antin Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida https://bhsusa.com/ #ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

In this episode of Shear Line: Negotiation Mastery, we're live from the NYC Real Estate Expo in Manhattan breaking down one of the most valuable currencies in real estate and negotiation: CREDIBILITY. Before social media, before likes and follows, Aristotle reminded us that persuasion comes down to three things — emotion, logic, and credibility. And while the platforms have changed, the principle hasn't. Trust still wins. Joining me is Kim Rittberg - award-winning media executive, real estate video coach, and host of the top 1% podcast The Exit Interview. Kim has helped agents generate tens of millions in new business by doing one thing exceptionally well: showing up authentically and consistently, without hiding behind perfection or performance. We get into what real credibility looks like in a world full of filters, how to show expertise even at any stage of your career, and why building belief beats chasing attention every single time. If you want clients who don't just see you - but trust you, choose you, and stay with you - this conversation is for you. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe: https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team Follow Eirik Gislason on LinkedIn: https://www.linkedin.com/in/eirikgislason/ Follow Eirik Gislason on Instagram: https://www.instagram.com/eiriktheexpert Learn More about Coaching with Eirik Gislason: https://archwaypartnersinc.com/ Connect with Kim Rittberg on Instagram: http://instagram.com/kimrittberg/ Connect with Kim Rittberg on LinkedIn: https://www.linkedin.com/in/kimrittberg/ Connect with Kim Rittberg on YouTube: http://youtube.com/@kimrittbergcontent?sub_confirmation=1 You can grab Kim's Free download: "5 Videos Every Real Estate Agent Must Make to Sell More Homes" plus "How to use AI to make better content" at https://www.kimrittberg.com/retips Kim's live coaching program VIDEO BOOT CAMP is open for its fall cohort. https://kimrittberg.mykajabi.com/video_boot_camp Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

In this episode, Eirik Gislason and returning co-host Jay Billiet explore six unforgettable real-world negotiations, from a Fort Greene townhouse won through creativity and trust, to an under-qualified renter with an angry guarantor, and even Southwest Airlines' unconventional value play. Each story reveals a core truth about negotiation: value is a matter of perception. Effective negotiating is about clarity, empathy, creativity, and the courage to listen deeply.  Whether you work in real estate, business, or are simply navigating life's daily deals, this episode unpacks how great negotiators turn pressure into composure and connection into value. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe: https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team Follow Eirik Gislason on LinkedIn: https://www.linkedin.com/in/eirikgislason/ Follow Eirik Gislason on Instagram: https://www.instagram.com/eiriktheexpert Learn More about Coaching with Eirik Gislason: https://archwaypartnersinc.com/ Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

When the Plan Falls Apart – How Do You Respond? In this episode of Shear Line: Negotiation Mastery, host Eirik Gislason explores the power of adaptability -- the negotiation skill that turns pressure into problem‑solving and fear into forward motion. From the legendary Apollo 13 mission and Gene Kranz's famous question, "What do we have that works?", to the daily pivots real‑estate agents face in new careers, shifting markets and policy changes, adaptability is the difference between "I can't" and "I will". Eirik is joined by Joe Ulam, Brown Harris Stevens agent and host of the new MoRE Network podcast, Becoming Brokerage, for a conversation about how adaptability, self‑efficacy, and mindset shape success during life's biggest transitions. Together, they unpack how emotionally agile, cognitively flexible professionals navigate uncertainty, build belief in themselves, and stay calm when the script disappears.  If you're standing at the edge of a pivot — in your business, your leadership, or your life — this episode will help you find your footing, reframe your fear, and move forward with clarity, courage, and purpose. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe: https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team Follow Eirik Gislason on LinkedIn: https://www.linkedin.com/in/eirikgislason/ Follow Eirik Gislason on Instagram: https://www.instagram.com/eiriktheexpert Learn More about Coaching with Eirik Gislason: https://archwaypartnersinc.com/ USMC Leadership Principals Document: https://docs.google.com/document/d/114BEps8mr5OrG-wQehLcWYZ8swaJYWiybDwyEinADmU/edit?usp=drivesdk Connect with Joe Ulam: https://www.bhsusa.com/agents/joseph-ulam Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

Leadership and negotiation have traveled remarkably parallel paths - from rigid, top-down authority and win-lose battles to empathy, collaboration, and trust as the true multipliers of success. In this episode, Eirik sits down with Ben Willig - Managing Director of Agent Growth & Strategy at Brown Harris Stevens, founder of The Willig Collaborative. Together, they unpack how today's best leaders elevate others, create advocates instead of followers, and use the same principles that drive great negotiations - trust, empathy, adaptability, and vision - to transform teams and organizations. If you've ever wondered how leadership and negotiation intertwine, this conversation will give you a blueprint for leading with influence, building trust that lasts, and unlocking outcomes bigger than the sum of their parts. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe: https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team Follow Eirik Gislason on LinkedIn: https://www.linkedin.com/in/eirikgislason/ Follow Eirik Gislason on Instagram: https://www.instagram.com/eiriktheexpert Learn More about Coaching with Eirik Gislason: https://archwaypartnersinc.com/ USMC Leadership Principals Document: https://docs.google.com/document/d/114BEps8mr5OrG-wQehLcWYZ8swaJYWiybDwyEinADmU/edit?usp=drivesdk Connect with Ben Willig: https://www.bhsusa.com/agents/ben-willig Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

In negotiation, the person with the best intel wins. But here's the catch: most of us walk into the room ready to convince instead of discover. In this episode of Shear Line: Negotiation Mastery, host Eirik Gislason sits down with industry leader Teresa Stephenson to explore the art - and science - of ceaseless curiosity and strategic questioning. Drawing inspiration from Deepak Malhotra and Max Bazerman's profound insight, "Negotiation is an information game. Those who know how to obtain information perform better than those who stick with what they know", we unpack how the best negotiators tip the power balance, build trust, and create more value by asking better questions. If you want to increase your influence, unlock hidden opportunities, and transform the way you negotiate, this episode is packed with insights you can use immediately. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe: https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team Follow Eirik Gislason on LinkedIn: https://www.linkedin.com/in/eirikgislason/ Follow Eirik Gislason on Instagram: https://www.instagram.com/eiriktheexpert Learn More about Coaching with Eirik Gislason: https://archwaypartnersinc.com/ Connect with Teresa Stephenson: https://www.platinumpropertiesnyc.com/agent/Teresa-Stephenson linkedin.com/in/teresa-stephenson-0460b67 Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

In negotiations and sales, data informs but stories inspire action. In this episode of Shear Line: Negotiation Mastery, host Eirik Gislason sits down with NYC-based writer, podcaster, actor, and master storyteller James Scully to explore how storytelling elevates persuasion, builds trust, and transforms client conversations. James also shares insights from his work across theater, podcasting, and NYC walking tours, revealing how the right narrative can captivate, influence, and inspire action. Whether you're presenting an offer, managing a client relationship, or negotiating at the highest level, stories sell. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe: https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team Follow Eirik Gislason on LinkedIn: https://www.linkedin.com/in/eirikgislason/ Follow Eirik Gislason on Instagram: https://www.instagram.com/eiriktheexpert Learn More about Coaching with Eirik Gislason: https://archwaypartnersinc.com/ Connect with James Scully: Website: https://www.thewallbreakers.com/ Linkedin: https://www.linkedin.com/in/jamesscully/ Bay Ridge Digest Podcast site: https://bayridgedigest.com/ Burning Gotham: https://burninggotham.com/ Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc  

In this episode of Shear Line: Negotiation Mastery, Eirik welcomes back the insightful and dynamic Jacob Feldman, returning from the show's most popular episode to date. Together, they delve deeper into the intersection of logical reasoning and emotional intelligence in negotiation—unpacking how to anticipate objections before they surface, decode the language cues that reveal hidden concerns, separate hard facts from untested assumptions, and navigate those moments when clients make "irrational" choices that run counter to their own best interests. Packed with sharp insights and real-world examples, this conversation is a must-listen for anyone looking to sharpen their skills, earn trust, and negotiate with clarity and confidence. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe: https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id180900657... Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team Follow Eirik Gislason on LinkedIn: https://www.linkedin.com/in/eirikgislason/ Follow Eirik Gislason on Instagram: https://www.instagram.com/eiriktheexpert Learn More about Coaching with Eirik Gislason: https://archwaypartnersinc.com/ Connect with Jacob Feldman: https://www.nexusacademics.com/meet-us-1 Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

Shear Line is back with a very special episode where we ask—what if the key to becoming a more skilled negotiator is buried somewhere in your much younger self? Joining Eirik once again is our sharp and fun co-host Jay Billiet from Jay J. Billiet Interior Design, and two very special guests: Eirik's daughters, Cici and Sydney Gislason! Together, this dynamic crew explores how children naturally display some of the most essential negotiation skills—like curiosity, collaboration, empathy, timing, persistence…and sometimes brutal honesty. This episode is insightful, funny, heartwarming, and full of reminders that asking "why?" might just be the smartest move you can make. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe: https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team Follow Eirik Gislason on LinkedIn: https://www.linkedin.com/in/eirikgislason/ Follow Eirik Gislason on Instagram: https://www.instagram.com/eiriktheexpert Learn More about Coaching with Eirik Gislason: https://archwaypartnersinc.com/ Learn More about Jay J. Billiet, Interior Design: https://www.jayjbilliet.com/ Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

The long-anticipated, much-debated FARE Act is officially in effect as of June 11—and with it comes a significant shift in how renters, landlords, and agents define value, representation, and advocacy. In this episode, we explore a central question: did the role of the real estate agent just become less essential—or more? We unpack the ripple effects of the new law—from rising rents and restructured fees to disappearing inventory—and ask how agents can reframe their value proposition now that "access" is no longer the default pitch. Back in the guest host chair is the sharp, funny, and ever-curious Jay Billiet of Jay J. Billiet Interior Design, bringing a fresh perspective—and hitting Eirik with some seriously probing questions—as we navigate the new normal of NYC rentals. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe: https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id180900657... Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team Follow Eirik Gislason on LinkedIn: https://www.linkedin.com/in/eirikgislason/ Follow Eirik Gislason on Instagram: https://www.instagram.com/eiriktheexpert Learn More about Coaching with Eirik Gislason: https://archwaypartnersinc.com/ Learn More about Jay J. Billiet, Interior Design: https://www.jayjbilliet.com/ Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

When it comes to negotiation, or unlocking value in any aspect of our lives, self-confidence and competence are a powerful pair of pins in the lock—and neither works as well without the other. Confidence gives us the courage to speak up, hold our ground, and project strength. Competence gives you the substance to back it up. Together, they create a presence that's hard to ignore and even harder to manipulate, gaslight, or bully. In this episode, we're isolating self-confidence —the internal force that allows you to walk into the room knowing your value, your worth, and your ability to deliver. Our guest is attorney, coach, mentor, and negotiation expert, Ms. Maria Yiannitsarakos, Esq. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe: https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id180900657... Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team Follow Eirik Gislason on LinkedIn: https://www.linkedin.com/in/eirikgislason/ Follow Eirik Gislason on Instagram: https://www.instagram.com/eiriktheexpert Learn More about Coaching with Eirik Gislason: https://archwaypartnersinc.com/ Follow Maria Yiannitsarakos, Esq., on LinkedIn: https://www.linkedin.com/in/maria-yiannitsarakos-9898b4101/ Follow Maria Yiannitsarakos, Esq on Instagram: https://www.instagram.com/myrealny/ Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

In this episode of Shear Line: Negotiation Mastery with Eirik Gislason, we examine a fundamental principle that quietly influences nearly every negotiation and decision we encounter: self-interest. At its core, negotiation is about alignment—and yet, many of our most critical conversations are undermined by a mismatch between actual and perceived self-interest. Nowhere is this more evident than in the mortgage process, where buyers often present a carefully curated version of their financial profile in an effort to appear stronger. But in doing so, they may inadvertently compromise the very partnership meant to guide and support them. Eirik is joined by Ms. Jacqueline Plaza of Chase Home Lending to explore how trust, transparency, and perception intersect in this high-stakes environment. Together, they discuss the challenges professionals face when clients operate from a place of protection rather than collaboration—and how to reframe vulnerability and transparency as a strategic advantage. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe: https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id180900657... Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team Follow Eirik Gislason on LinkedIn: https://www.linkedin.com/in/eirikgislason/ Follow Eirik Gislason on Instagram: https://www.instagram.com/eiriktheexpert Learn More about Coaching with Eirik Gislason: https://archwaypartnersinc.com/ Connect with Jacqueline Plaza: https://homelendingadvisor.chase.com/ny/new-york/277-park-ave-hla-624075 Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

In negotiation, we tend to talk about power balance as if it's fixed, or static. You've got it, or you don't. But, power isn't safely contained or bottled for one side or the other from start to finish. It shifts. It pivots. … and sometimes it hides in the fine print. That's why understanding power balance—and identifying the sources of power in a negotiation—is crucial to negotiating success. On this episode of Shear Line: Negotiation Mastery with Eirik Gislason, we're unpacking how power shifts during a negotiation—and how smart negotiators track, anticipate, and sometimes influence those shifts with guest, Pierre Debbas, Esq. at this year's The Real Deal Forum. All episodes filmed and recorded as part of Brown Harris Stevens' Mastery of Real Estate (MoRE) Network. Subscribe: https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id180900657... Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team Follow Eirik Gislason on LinkedIn: https://www.linkedin.com/in/eirikgislason/ Follow Eirik Gislason on Instagram: https://www.instagram.com/eiriktheexpert Learn More about Coaching with Eirik Gislason: https://archwaypartnersinc.com/ Connect with Pierre Debbas, Esq. https://romerdebbas.com/ Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

In this episode of Shear Line, we're skydiving into something that doesn't get nearly enough airtime in real estate negotiation: logical reasoning. We negotiate every day, but we don't always pause to examine the assumptions, the claims, or the logic or even the reasoning behind the positions we hear — or the ones we take. Truth isn't always objective—it's often subjective, shaped by belief, experience, and observation. So, buckle up – because as Albert Einstein said...and I am paraphrasing here…"Logic will get you from A to B, but the Shear Line Podcast featuring Jacob Feldman will take you everywhere." Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe: https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id180900657... Watch: https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team Follow Eirik Gislason on LinkedIn: https://www.linkedin.com/in/eirikgislason/ Follow Eirik Gislason on Instagram: https://www.instagram.com/eiriktheexpert Learn More about Coaching with Eirik Gislason: https://archwaypartnersinc.com/ Connect with Jacob Feldman: https://www.nexusacademics.com/meet-us-1 Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/ #ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc