Negotiate Like the FBI: Sales Psychology for Startup Founders

What happens when an FBI-trained negotiation coach brings elite sales psychology into the startup world? You get a masterclass in influence, integrity, and investor persuasion.

Today’s episode of Startuprad.io features Matthias Bullmahn, a crisis negotiation expert, former Accenture executive, and storytelling coach — here to show founders how to negotiate like pros and scale without manipulation.

What You'll Learn:

• How to apply BATNA to investor negotiations and enterprise sales

• The 3 killer words ruining most pitches — and what to say instead

• Why founders fail when they ignore buyer psychology and emotional triggers

• How to use the Motive Compass to close deals faster

• How AI fits (and fails) in human-centric sales strategies

Guest Spotlight:
Matthias Bullmahn is one of Germany’s leading voices in ethical sales psychology, negotiation, and strategic communication. He’s trained with the former heads of the FBI and Scotland Yard, founded a department at Accenture focused on agile transformation, and today advises founders, corporates, and investors on emotionally intelligent deal-making.

Now It Is Up To YOU:
If you’re a founder, executive, or investor who values clear strategy over sales fluff, this episode is your playbook.

Subscribe to Startuprad.io on Spotify and Apple Podcasts, leave us a 5-star review, and share this episode with someone negotiating their next big deal.

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📌 Show Notes

Guest Name: Matthias Bullmahn, Sales Psychologist & Strategic Communications Expert

Related Blog Posts on Startuprad.io:

• 🎙️ Mastering Startup Negotiation Tactics: Sales Psychology Meets FBI Playbooks

• 🧠 BATNA for Founders: Your Ultimate Safety Net in Investor Talks

• 💬 3 Words That Kill Your Startup Pitch (and What to Say Instead)

• 📊 Case Study: Ecotech Startup Closes Investor Without Product in Market

Relevant External Resources:

• Harvard Negotiation Project

• Motive Compass by Dirk Eilert (German)
  
  Timestamps:
  00:00 – Introduction to Matthias & FBI Training
  04:54 – BATNA and Deal Power for Founders
  08:45 – Ethical Sales Psychology Explained
  18:55 – The Motive Compass: What Drives Buyers?
  27:40 – AI in Sales: When It Works, When It Fails
  39:10 – How to Win Trust in a Distracted Market
  47:05 – Final Advice for Founders & Pitch Mistakes