Shear Line: Negotiation Mastery with Eirik Gislason

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

Shear Line is back with a very special episode where we ask—what if the key to becoming a more skilled negotiator is buried somewhere in your much younger self? Joining Eirik once again is our sharp and fun co-host Jay Billiet from Jay J. Billiet Interior Design, and two very special guests: Eirik's daughters, Cici and Sydney Gislason! Together, this dynamic crew explores how children naturally display some of the most essential negotiation skills—like curiosity, collaboration, empathy, timing, persistence…and sometimes brutal honesty. This episode is insightful, funny, heartwarming, and full of reminders that asking "why?" might just be the smartest move you can make.

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/

Learn More about Jay J. Billiet, Interior Design:

https://www.jayjbilliet.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

The long-anticipated, much-debated FARE Act is officially in effect as of June 11—and with it comes a significant shift in how renters, landlords, and agents define value, representation, and advocacy.

In this episode, we explore a central question: did the role of the real estate agent just become less essential—or more? We unpack the ripple effects of the new law—from rising rents and restructured fees to disappearing inventory—and ask how agents can reframe their value proposition now that "access" is no longer the default pitch.

Back in the guest host chair is the sharp, funny, and ever-curious Jay Billiet of Jay J. Billiet Interior Design, bringing a fresh perspective—and hitting Eirik with some seriously probing questions—as we navigate the new normal of NYC rentals.

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/

Learn More about Jay J. Billiet, Interior Design:

https://www.jayjbilliet.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 it comes to negotiation, or unlocking value in any aspect of our lives, self-confidence and competence are a powerful pair of pins in the lock—and neither works as well without the other.

Confidence gives us the courage to speak up, hold our ground, and project strength. Competence gives you the substance to back it up. Together, they create a presence that's hard to ignore and even harder to manipulate, gaslight, or bully.

In this episode, we're isolating self-confidence —the internal force that allows you to walk into the room knowing your value, your worth, and your ability to deliver. Our guest is attorney, coach, mentor, and negotiation expert, Ms. Maria Yiannitsarakos, Esq.

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/

Follow Maria Yiannitsarakos, Esq., on LinkedIn:

https://www.linkedin.com/in/maria-yiannitsarakos-9898b4101/

Follow Maria Yiannitsarakos, Esq on Instagram:

https://www.instagram.com/myrealny/

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 with Eirik Gislason, we examine a fundamental principle that quietly influences nearly every negotiation and decision we encounter: self-interest.

At its core, negotiation is about alignment—and yet, many of our most critical conversations are undermined by a mismatch between actual and perceived self-interest. Nowhere is this more evident than in the mortgage process, where buyers often present a carefully curated version of their financial profile in an effort to appear stronger. But in doing so, they may inadvertently compromise the very partnership meant to guide and support them.

Eirik is joined by Ms. Jacqueline Plaza of Chase Home Lending to explore how trust, transparency, and perception intersect in this high-stakes environment. Together, they discuss the challenges professionals face when clients operate from a place of protection rather than collaboration—and how to reframe vulnerability and transparency as a strategic advantage.

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 Jacqueline Plaza:

https://homelendingadvisor.chase.com/ny/new-york/277-park-ave-hla-624075

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