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/