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:
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How to apply BATNA to investor negotiations and enterprise sales


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


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Why founders fail when they ignore buyer psychology and emotional triggers


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How to use the Motive Compass to close deals faster


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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:
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🎙️ Mastering Startup Negotiation Tactics: Sales Psychology Meets FBI Playbooks (https://www.startuprad.io/post/mastering-startup-negotiation-tactics-sales-psychology-meets-fbi-playbooks)


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🧠 BATNA for Founders: Your Ultimate Safety Net in Investor Talks (https://www.startuprad.io/post/batna-for-founders-your-ultimate-safety-net-in-investor-talks)


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💬 3 Words That Kill Your Startup Pitch (and What to Say Instead) (https://www.startuprad.io/post/3-words-that-kill-your-startup-pitch-and-what-to-say-instead)


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📊 Case Study: Ecotech Startup Closes Investor Without Product in Market (https://www.startuprad.io/post/case-study-ecotech-startup-closes-investor-without-product-in-market)



Relevant External Resources:
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Harvard Negotiation Project (https://www.pon.harvard.edu)


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Motive Compass by Dirk Eilert (German) (https://www.eilert-akademie.de)



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

Видео Negotiate Like the FBI: Sales Psychology for Startup Founders канала Startuprad.io