Shear Line: Negotiation Mastery with Eirik Gislason

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Welcome to Shear Line: Negotiation Mastery with Eirik Gislason— A podcast that dives headfirst into the psychology, strategy, execution, and missteps of collaborative negotiation. Every successful deal is locked inside the perception of value, risk, and power - and negotiators are entrusted with the keys of influence and advocacy to determine if that deal is possible. Hosted by negotiation expert and real estate strategist, Eirik Gislason, Shear Line drills down on one key element of negotiation strategy to understand why deals are made, or missed - click, or clash. If you want to master the art of collaboration, negotiation, communication, and trust—this is your line. Welcome to Shear Line.

  1. Aug 6

    Episode 214 | Excellence, Reinvention, and the Cost of Success

    In this episode of Shear Line: Negotiation Mastery, Eirik Gislason sits down with Broadway, television, and touring performer Mike Cannon for a candid conversation about excellence, reinvention, rejection, and the true cost of pursuing success. With more than 25 years of experience on stage and screen, Mike has appeared in Broadway productions and national tours including West Side Story, A Chorus Line, Aladdin, Mamma Mia!, and All Shook Up, and is known to television audiences as Detective Maldonado on Law & Order: Organized Crime. He is also the co-founder of The Broadway Edge and spent part of his career successfully navigating the world of real estate. Together, Eirik and Mike explore what audiences do not see behind the performance: the discipline, sacrifice, uncertainty, feedback, rejection, and constant internal negotiation required to keep moving forward. They discuss knowing when to push, when to adapt, how to separate feedback from identity, and how to pursue ambition without allowing it to consume you. This is a meaningful conversation for anyone navigating the messy middle of a career—working hard, questioning the path, and wondering whether the setbacks, pivots, and sacrifices are actually leading somewhere. Mike's story is a powerful reminder that success is rarely a straight line, and that excellence is built through competence, courage, humility, and the willingness to show up every day. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe to Shear Line: Negotiation Mastery podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Host: Eirik Gislason bhsusa.com/real-estate-agent/the-excelsior-team linkedin.com/in/eirikgislason instagram.com/eiriktheexpert archwaypartnersinc.com Guest: Mike Cannon https://thebroadwayedge.org instagram.com/mikecannonofficial Sponsor: Marc Lawrence of World Wide Land Transfer worldwidelandtransfer.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. bhsusa.com

  2. Jul 23

    Episode 213 | Small Negotiators, Big Takeaways

    In this special Season Two recap of Shear Line: Negotiation Mastery, Eirik Gislason is joined by two of his favorite guests: his daughters, Cici and Sydney Gislason. Together, they revisit some of the season's most memorable conversations, topics, and negotiation lessons, exploring ideas about communication, confidence, trust, decision-making, preparation, relationships, and understanding the interests beneath the surface. Along the way, Cici and Sydney share their own perspectives, reactions, and takeaways, proving once again that children are insightful and intelligent negotiators—and that negotiation is everywhere. To learn more about Eirik's negotiation training, coaching, courses, and resources through Archway Partners Coaching, visit www.archwaypartnersinc.com. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe to Shear Line: Negotiation Mastery podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Host: Eirik Gislason bhsusa.com/real-estate-agent/the-excelsior-team linkedin.com/in/eirikgislason instagram.com/eiriktheexpert archwaypartnersinc.com Sponsor: Marc Lawrence of World Wide Land Transfer worldwidelandtransfer.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. bhsusa.com

  3. Jul 9

    Episode 212 | The Negotiation Architecture of Australian Real Estate: Transparency, Urgency, Information, and Trust

    In this episode of Shear Line: Negotiation Mastery, Eirik Gislason goes international with guests Haesley Cush and Jared Antin for a fascinating look at real estate negotiation through the lens of the Australian market. From auctions and public competition to buyer representation, access to data, price guidance, underquoting, transparency, and trust, this conversation explores how different market systems create different pressure points for buyers, sellers, and agents.   While the rules and procedures may look very different from the U.S. market, the human side of negotiation remains remarkably familiar. Buyers still worry about overpaying. Sellers still fear leaving money on the table. Everyone wants useful information, confidence, clarity, and the ability to make a good decision under pressure. This episode examines the "negotiation architecture" of Australian real estate and reveals what professionals in any market can learn about leverage, emotion, trust, and decision-making when the stakes are high and the information is imperfect.   Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network.   Subscribe to Shear Line: Negotiation Mastery podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572   Host: Eirik Gislason bhsusa.com/real-estate-agent/the-excelsior-team linkedin.com/in/eirikgislason instagram.com/eiriktheexpert archwaypartnersinc.com   Guests: Jared Antin bhsusa.com/bhs-leadership/jared-antin linkedin.com/newsletters/7327452203596615680?…   Haesley Cush instagram.com/haesley?… instagram.com/rwnewfarm instagram.com/raywhitecollective   Sponsor: Marc Lawrence of World Wide Land Transfer worldwidelandtransfer.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.   bhsusa.com

  4. Jun 18

    Episode 211 | Relationships, Disruption, and the AI Shift in Real Estate

    In this episode of Shear Line: Negotiation Mastery, Eirik Gislason sits down with Marc Lawrence, Co-Founder of the New York office of World Wide Land Transfer, longtime real estate attorney, broker, investor, title professional, and industry connector. Marc and World Wide Land Transfer are also proud sponsors of the podcast, making this conversation especially meaningful as we explore the mechanics behind successful transactions and the relationships, trust, judgment, and execution that make them possible. With more than three decades of experience across real estate, development, title, capital, and investment, Marc brings a rare perspective on where the industry has been and where it is heading. Known for his Marc My Words presence on LinkedIn, where he has built a following of 20,000 people, Marc has made a name for himself by connecting capital, deals, and people. In this episode, we dig into the relationship side of real estate, the rise of AI as a true business disruption, and how technology will change operations, staffing, training, margins, client expectations, and the way professionals prepare for negotiation. The big takeaway: the future does not belong to relationships or AI. It belongs to the professionals who know how to use both. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe to Shear Line: Negotiation Mastery https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Host: 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/ Guest: Marc Lawrence Sponsor: Marc Lawrence of World Wide Land Transfer https://www.worldwidelandtransfer.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/

  5. Jun 4

    Episode 210 | The Mail Bag: Private Listings and Renovation Costs

    In this special Mail Bag episode, Eirik Gislason is joined once again by fan-favorite part-time co-host Jay Billiet as they celebrate a podcast milestone and tackle some of the most thought-provoking questions submitted by their audience, including the ongoing battle over Clear Cooperation, Compass, Zillow, and private listings; negotiating with sellers who stand to lose money on the sale of their property; and evaluating unrenovated properties in a market shaped by inflation and rising renovation costs.  Through the lens of collaborative negotiation, Eirik and Jay explore the interests beneath the surface and the strategies that help create clarity and better outcomes in today's increasingly complex market.  If you have questions for Eirik and Jay for an upcoming Mail Bag episode, please email your questions to Eirik at egislason@bhsusa.com. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe to Shear Line: Negotiation Mastery https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Host: 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/ Guest: Jay Billiet  Sponsor: Stage and Fold | https://stageandfold.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/

  6. May 21

    Episode 209 | Live From The Real Deal NYC Forum

    What happens when two skilled negotiators sit down live at the The Real Deal NYC Forum with no script, no agenda, and a hot mic? You get strategy, best practices, deal insights… and apparently an impromptu Arnold Schwarzenegger impersonation. In this special live episode of Shear Line: Negotiation Mastery recorded at the Metropolitan Pavilion, Eirik welcomes back one of the podcast's favorite returning guests, Ben Willig, D.A.D. at Brown Harris Stevens, for a free-flowing conversation on real-world negotiation strategy and the conversations agents are having right now behind closed doors. It's candid, unscripted, insightful, occasionally chaotic – enjoy! Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. 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/ Guest: Ben Willig https://www.bhsusa.com/bhs-leadership/ben-willig Sponsor: Stage and Fold | https://stageandfold.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/

  7. May 7

    Episode 208 | Silence: The Source of Great Strength

    What if the most powerful move you could make in a negotiation is saying nothing at all? In this episode of Shear Line: Negotiation Mastery, we welcome Andres Perea-Garzon, luxury real estate expert and Brown Harris Stevens colleague, for a conversation that challenges one of the most common instincts in any high-stakes interaction: the need to fill the silence. That instinct doesn't just weaken your position, it often reveals more than intended and gives away control in the process. Used strategically and intentionally, silence becomes your advantage, creates clarity, slows emotional reactions, and compels the other side to share more than they planned. It establishes control and signals confidence without saying a word. This episode is a powerful reminder that the space between words is often where the real conversation begins, and where the strongest negotiators separate themselves. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. 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/ Guest: Andres Perea-Garzon Sponsor: Stage and Fold | https://stageandfold.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/

  8. Apr 23

    Episode 207 | Rivalry in Negotiation: Fuel or Fire?

    In this episode of Shear Line: Negotiation Mastery, Eirik Gislason sits down with NYU Stern Professor Gavin Kilduff to explore the powerful role of rivalry in negotiation, competition, and decision-making. While most professionals think of competition as a function of market conditions, pricing, and deal structure, Kilduff's research reveals something deeper. Competition is relational. When you introduce prior interaction, history, and familiarity, competition evolves into rivalry, fundamentally changing how people think, feel, and behave. This episode breaks down how rivalry can elevate performance by increasing focus, effort, and motivation, while also exposing the hidden risks such as ego-driven decisions, emotional escalation, misinterpretation of intent, and a breakdown in trust and collaboration. If you want to improve your negotiation skills, better understand competitive behavior, and learn how to balance collaboration and competition in real-world deals, this episode is a must-listen. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. 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/ Guest: Gavin Kilduff  Sponsor: Stage and Fold | https://stageandfold.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/

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About

Welcome to Shear Line: Negotiation Mastery with Eirik Gislason— A podcast that dives headfirst into the psychology, strategy, execution, and missteps of collaborative negotiation. Every successful deal is locked inside the perception of value, risk, and power - and negotiators are entrusted with the keys of influence and advocacy to determine if that deal is possible. Hosted by negotiation expert and real estate strategist, Eirik Gislason, Shear Line drills down on one key element of negotiation strategy to understand why deals are made, or missed - click, or clash. If you want to master the art of collaboration, negotiation, communication, and trust—this is your line. Welcome to Shear Line.

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