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/

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