Good Cop / Bad Cop

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.

Style:  Competitive.  

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.

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