Mastering the Mind Game of Selling Your Business
“Christopher Hadnagy is the author of Human Hacking and is also an advisor to Fortune 500 companies on how to negotiate using psychological insights,” shares Sam Thompson, a Minneapolis business broker and the president of M&A firm Transitions In Business. “Christpoher discusses detecting body language cues, how to spot real buyers from tire kickers and pushing back on a low-ball offer without revealing your bottom line.”
Negotiating the sale of your company may be the highest-stakes conversation of your life. In this episode of Built to Sell Radio, part of our Mastering the Deal series, you’ll learn how to stay composed when everything you’ve built is on the table.
Christopher Hadnagy, author of Human Hacking, teaches elite military units and Fortune 500 companies how to negotiate using psychological insights. In this conversation, he shares how founders can use the same tools to level the playing field with sophisticated buyers.
You discover how to:
- Detect subtle body language cues your buyer doesn’t realize they’re giving
- Use storytelling to influence an acquirer’s perception of your company
- Neutralize “re-trading” tactics without blowing up the deal
- Spot real buyers from tire kickers using OSINT
- Push back on a lowball offer without revealing your bottom line
- Avoid the earn-out trap by asking the right questions
- Answer “Why do you want to sell?” without sounding desperate
Whether you’re close to a deal or just beginning to think about an exit, Hadnagy’s playbook will help you negotiate from a position of strength.