Shear Line: Negotiation Mastery with Eirik Gislason

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

In negotiation, we tend to talk about power balance as if it's fixed, or static. You've got it, or you don't. But, power isn't safely contained or bottled for one side or the other from start to finish. It shifts. It pivots. … and sometimes it hides in the fine print. That's why understanding power balance—and identifying the sources of power in a negotiation—is crucial to negotiating success.

On this episode of Shear Line: Negotiation Mastery with Eirik Gislason, we're unpacking how power shifts during a negotiation—and how smart negotiators track, anticipate, and sometimes influence those shifts with guest, Pierre Debbas, Esq. at this year's The Real Deal Forum.

All episodes filmed and recorded as part of Brown Harris Stevens' 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 Pierre Debbas, Esq.

https://romerdebbas.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, we're skydiving into something that doesn't get nearly enough airtime in real estate negotiation: logical reasoning.

We negotiate every day, but we don't always pause to examine the assumptions, the claims, or the logic or even the reasoning behind the positions we hear — or the ones we take. Truth isn't always objective—it's often subjective, shaped by belief, experience, and observation.

So, buckle up – because as Albert Einstein said...and I am paraphrasing here…"Logic will get you from A to B, but the Shear Line Podcast featuring Jacob Feldman will take you everywhere."

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

Welcome to Shear Line: Negotiation Mastery with Eirik Gislason— A podcast that dives headfirst into the psychology, strategy, execution, and missteps of collaborative negotiation.

Have you ever heard the term "Minnesota Nice"? It's smiling at a stranger in line at the grocery store who rudely cut in front of you, while internally resenting them with every fiber of your being. It's saying, "Oh no, take your time!" to that person blocking the entrance to your driveway when what you really mean is, "I hate you but I'll die before I say it out loud."

So, what does it mean to be Minnesota Nice? It's actually a cultural communication style rooted in politeness, indirectness, aversion to confrontation, and a near-spiritual belief in being agreeable—even when you're not. It's about harmony over honesty. Smooth over sharp. Warm over real. And that's why it is relevant to our conversation on Negotiation Mastery.

Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network.

Subscribe:

https://www.bhsusa.com/morenetwork

Watch:

https://www.youtube.com/@MasteryOfRealEstateNetwork

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