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.

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

5. Real-world Negotiation
https://www.msn.c
om/en-
us/news/politics/tr
ump-good-cop-
bad-cop/vi-
BBJLzMz

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!!!!