Chapter 16
The Good Cop/Bad Cop Tactic
Most people who have never, ever negotiated before and know nothing about negotiations tactics have at least heard of this one. Good cop/bad cop is one of the most commonly used tactics in the book. It was exploited in ancient times, and it’s being used by someone, somewhere right now. Some people say it’s been so overused it has become passé. But people wouldn’t still be using it if it wasn’t effective, would they? The fact is, it’s still one of the best ways to apply pressure to the other side without risking the negative effects of a direct confrontation.
You’re probably familiar with the good cop/bad cop tactic from watching TV police shows. Hollywood, for one, has done this one to death, haven’t they? ...
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