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

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

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

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

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

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

Leadership and negotiation have traveled remarkably parallel paths - from rigid, top-down authority and win-lose battles to empathy, collaboration, and trust as the true multipliers of success. In this episode, Eirik sits down with Ben Willig - Managing Director of Agent Growth & Strategy at Brown Harris Stevens, founder of The Willig Collaborative.

Together, they unpack how today's best leaders elevate others, create advocates instead of followers, and use the same principles that drive great negotiations - trust, empathy, adaptability, and vision - to transform teams and organizations. If you've ever wondered how leadership and negotiation intertwine, this conversation will give you a blueprint for leading with influence, building trust that lasts, and unlocking outcomes bigger than the sum of their parts.

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 Ben Willig:

https://www.bhsusa.com/agents/ben-willig

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

In negotiation, the person with the best intel wins. But here's the catch: most of us walk into the room ready to convince instead of discover. In this episode of Shear Line: Negotiation Mastery, host Eirik Gislason sits down with industry leader Teresa Stephenson to explore the art - and science - of ceaseless curiosity and strategic questioning.

Drawing inspiration from Deepak Malhotra and Max Bazerman's profound insight, "Negotiation is an information game. Those who know how to obtain information perform better than those who stick with what they know", we unpack how the best negotiators tip the power balance, build trust, and create more value by asking better questions.

If you want to increase your influence, unlock hidden opportunities, and transform the way you negotiate, this episode is packed with insights you can use immediately.

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 Teresa Stephenson:

https://www.platinumpropertiesnyc.com/agent/Teresa-Stephenson

linkedin.com/in/teresa-stephenson-0460b67

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

In negotiations and sales, data informs but stories inspire action.

In this episode of Shear Line: Negotiation Mastery, host Eirik Gislason sits down with NYC-based writer, podcaster, actor, and master storyteller James Scully to explore how storytelling elevates persuasion, builds trust, and transforms client conversations.

James also shares insights from his work across theater, podcasting, and NYC walking tours, revealing how the right narrative can captivate, influence, and inspire action. Whether you're presenting an offer, managing a client relationship, or negotiating at the highest level, stories sell.

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 James Scully:

Website: https://www.thewallbreakers.com/

Linkedin: https://www.linkedin.com/in/jamesscully/

Bay Ridge Digest Podcast site: https://bayridgedigest.com/

Burning Gotham: https://burninggotham.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

In this episode of Shear Line: Negotiation Mastery, Eirik welcomes back the insightful and dynamic Jacob Feldman, returning from the show's most popular episode to date. Together, they delve deeper into the intersection of logical reasoning and emotional intelligence in negotiation—unpacking how to anticipate objections before they surface, decode the language cues that reveal hidden concerns, separate hard facts from untested assumptions, and navigate those moments when clients make "irrational" choices that run counter to their own best interests. Packed with sharp insights and real-world examples, this conversation is a must-listen for anyone looking to sharpen their skills, earn trust, and negotiate with clarity and confidence.

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/id180900657...

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 Jacob Feldman:

https://www.nexusacademics.com/meet-us-1

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