Negotiation Tactic- Good Cop/ Bad Cop
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The document describes the "good cop/bad cop" negotiation tactic where two individuals work as a team, with one taking a rewarding approach and the other a punitive approach, to gain advantage over their counterpart. It is a well-known tactic in law enforcement that preys on people's tendency to like those who agree with them. While it can be effective if started by the "bad cop", the target's best options are to understand their alternatives, recognize the manipulation, and try to win the "good cop" over through managing their own strengths and weaknesses in the negotiation.
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Negotiation Tactic- Good Cop/ Bad Cop
- 1. Good Cop/ Bad Cop Negotiation Tactic Taylor L. Cannon
- 2. Description of Tactic Two individuals or parties, working as a team, extended a series of rewards and punishments with the goal of gaining advantage over their counterpart.
- 3. Concept Theories ● Well known tactic in law enforcement ● Preys on our tendency to like people who agree with us ● Offers look sweeter from the good cop rather than the harsh cop ● Can be very effective if bad cop starts the negotiating http://4.bp.blogspot.com/_UHJaH5TTDhQ/S_SKZJIpYcI/AAAA AAAAAH8/SIbtX3U3QuI/s1600/Good+Cop+Bad+Cop.jpg
- 4. Effective Counters ● Understand your BATNA ● Recognize manipulative behavior ● Win by winning them over ● Manage your bargaining strengths and weaknesses https://s3.amazonaws.com/lowres.cartoonstoc k.com/law-order-cop-policemen-police_officer- copper-interrogation_technique- mgrn807_low.jpg
- 6. Reference Page “The Good Cop, Bad Cop Negotiation Strategy.” PON - Program on Negotiation at Harvard Law School, 9 Oct. 2018, www.pon.harvard.edu/daily/batna/the-good-cop-bad-cop-negotiation-strategy/.
- 7. Thank you for your time! We are!!!!