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

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