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.

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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/