Shear Line: Negotiation Mastery with Eirik Gislason

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/

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/

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/

Episode 206 | How Good Is My Intelligence?

In this episode of Shear Line: Negotiation Mastery, Eirik Gislason welcomes back returning guest Jacob Feldman for a valuable and practical conversation about one of the most overlooked skills in negotiation: the ability to evaluate the quality of the information we gather before we build strategy on top of it. In real estate and in life, we are constantly surrounded by half-finished stories, loaded language, broker remarks, assumptions, and implied meaning. But how often do we stop to ask whether something is definitionally true, implicatively true, or simply assumed? Together, Eirik and Jacob break down a simple but powerful framework for sorting information into three buckets: what we know, what we think we know, and what we still need to know. From "motivated seller" to "bring offers" to "we've had strong interest," this episode explores how false certainty sneaks into negotiations, why inference is so often mistaken for evidence, and how asking better questions leads to better clarity, better strategy, and better outcomes. 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: Jacob Feldman 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/

Episode 205 | Real Estate Icon Richard Grossman on Leadership & Long-Term Growth

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/