Episode Details

Eirik Gislason (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) 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” by Roger Fisher and William Ury, “Getting to Yes with Yourself” by William Ury, “Think Again” by Adam Grant, “Never Split the Difference” by Chris Voss, and “Negotiating the Impossible” by Deepak Malhotra. Show notes at forwardlookingleadership.com.