Eirik Gislason on Hard-Won Negotiation Lessons from NYC Real Estate, Outmaneuvering Hard Bargainers, and Getting Paid What You Deserve
About this episode
Eirik Gislason shares insights on effective negotiation strategies in real estate without resorting to hard bargaining.
Eirik Gislason (archwaypartnersinc.com [https://archwaypartnersinc.com/]), founder of Archway Partners Coaching, leader of the Excelsior Team at Brown Harris Stevens, and host of the Shear Line: Negotiation Mastery podcast, joins host Dan Freehling (contempusleadership.com [https://www.contempusleadership.com/]) to discuss how to get more of what you want without bullying, hard bargaining, or leaving value on the table. Eirik explains why hiring the meanest broker backfires and what strength in negotiation actually looks like (00:42), how collaborative negotiators grow the pie in a real estate deal rather than splitting it (06:05), and the upside and hidden downside of "Minnesota nice" (12:03). He walks through how to prepare for a negotiation with a Trump-style hard bargainer, including anchoring, BATNAs, and process before substance (15:47). Eirik also shares takeaways from the Harvard Law School negotiation program (41:20), unpacks the five most common negotiation mistakes (47:42), and breaks down the four decision-maker types (53:23). Recommended reading: "Getting to Yes [https://a.co/d/0aVjkrYu]" by Roger Fisher and William Ury, "Getting to Yes with Yourself…
People in this episode
Host: Dan Freehling
Guest: Eirik Gislason
Topics covered
- negotiation
- real estate
- collaboration
- bargaining strategies
- decision-making
- conflict resolution
Keywords
- negotiation
- real estate
- collaborative negotiation
- hard bargainers
- decision-maker types
- negotiation mistakes
Mentioned in this episode
Organizations: Archway Partners Coaching, Brown Harris Stevens, Shear Line: Negotiation Mastery, Harvard Law School
Books & works: Getting to Yes, Getting to Yes with Yourself, Think Again, Never Split the Difference, Negotiating the Impossible
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