Shear Line: Negotiation Mastery with Eirik Gislason

MORE Network
  • 5.0 (11)
  • BUSINESS
  • UPDATED BIMONTHLY

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. FEB 12

    Episode 203 | The Triple Win: How Strong Culture Creates Better Deals and Better Teams

    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

    30 min

  2. JAN 22

    Episode 202: Handling Intimidation and Hard-Bargaining in Negotiation

    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

    55 min

  3. JAN 8

    Episode 201 - The Wellness Factor: Better Mindset, Better Outcomes

    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

    1 hr

  4. 12/18/2025

    Episode 116: The Relative Value of Gift Giving

    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

    53 min

  5. 11/20/2025

    Episode 115: The True Currency of Clarity

    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

    55 min

  6. 11/06/2025

    Episode 114: Credibility in the Digital Age: Trust & Authenticity

    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

    33 min

  7. 10/23/2025

    Episode 113: "This One Deal…"

    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

    55 min

  8. 10/09/2025

    Episode 112 - The Power of Adaptability

    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

    55 min
See All (19)

5
out of 5
11 Ratings

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.

Information

More From MORE Network

You Might Also Like