Description: The “bad cop” intimidates you with his irrational, outrageous behavior — but fortunately the “good cop” is there to save the day.
A team of negotiators split – one becomes threatening, irrational, aggressive and a bit frightening. The other is reasonable, conciliatory and friendly. The bad cop intimidates you, and then steps away for a minute. The good cop now offers to intercede on your behalf with a compromise agreement that is very close to their team’s initial offer.
Intent: Grab value by forcing an emotional response.
Counter: Expose them, laugh, and get back on track. Alternatively, you can pretend you take the bad cop seriously and withdraw from the negotiation – demanding concessions for returning to the bargaining table.