The Body Language of a Deal
- Mark Hartmann
- Jul 31
- 2 min read
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.
Want to learn how to make your business irresistible to buyers?
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Video: The Body Language of a Deal
Mark Hartmann is a three-time Inc 500|5000 CEO with a rich sales, operations, and leadership background in the insurance, financial services, and healthcare sectors. With extensive experience growing and selling his own businesses, Mark leverages his expertise to help owners grow and sell businesses valued at $1M —$25M. He’s earned a Master of Business Administration from Eastern University, a master of science degree in organizational change management from St. Elizabeth University, and a graduate certificate in executive coaching from Columbia University. Mark’s professional certifications include Certified Mergers and Acquisitions Professional (CM&AP), Certified Business Intermediary (CBI), Certified Exit Planning Advisor (CEPA), and Certified Value Builder (CVB).