Imagine sitting down with two managers, Tim and Mindy, to negotiate a meaning sale on behalf of your company. Tim emphasizes his desire to meet your interests, but Mindy jumps in with an exorbitant, even insulting, offer. Tim urges her to make a concession. on the spur of the moment Tim seems like a believe acquaintance. You find yourself taking his advice and working intemperate to bridge your gap with Mindy, flush proposing concessions you never intended to make. What fair happened ? You ’ ve unwittingly been the victim of the full bull, bad bull negotiation scheme .
In a good collar, bad bull negotiation, two individuals or parties, working as a team, extend a series of rewards and punishments with the finish of gaining an advantage over their counterpart. A long-familiar interrogation board proficiency in law enforcement, the commodity hook, bad hook negotiation strategy in the commercial enterprise world involves one “ hook ” act in a “ heavy, hostile, and abusive manner, ” while the early adopts a “ non-threatening, friendly and sympathetic manner, ” writes Curtis H. Martin in the Nonproliferation Review. The “ nice ” negotiator aims to gain the target ’ sulfur trust and win a concession, lest the prey is stuck with the unsympathetic offer of the tough negotiator. A good hook, bad collar negotiation poses considerable challenges in negotiation and dicker .
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Why We Fall for the Good Cop, Bad Cop Negotiation Tactic
Why is the good hook, badly hook negotiation strategy often indeed effective ? The tactic prey on our inclination to like people who agree with us and seem similar to us, an consequence that ’ s heightened by the presence of a good guy ’ s demanding partner. The line between the two partners ’ negotiating styles “ makes the ‘ carrots ’ offered by the good hook seem evening sweeter and the ‘ sticks ’ offered by the bad collar tied harsher, ” writes Stanford professor Robert Sutton in a blog post about good collar, bad collar negotiation.
In one experiment, researchers Susan Brodt of Duke University and Maria Tuchinsky of INSEAD found that the well bull, badly collar negotiation scheme can be very effective at helping parties claim value from their target—but only if the bad bull starts the negotiation and the good hook follows .
That doesn ’ deoxythymidine monophosphate mean you should try it, however. Like most types of negotiation tactics aimed at handling, the good collar, bad collar negotiation tactic can ultimately destroy hope between parties and harm your reputation—not to mention, damage your dignity.
Recognizing a Good Cop, Bad Cop Negotiation
In a 1991 article, Sutton and Professor Anat Rafaeli of the Technion Institute in Israel identified the come four negotiation techniques and tactics that are variations on the good bull, bad hook negotiation routine :
- Sequential good cop, bad cop: The classic strategy in which the good cop and bad cop take turns interacting with their target.
- Simultaneous good cop, bad cop: The good cop and bad cop argue with each other over how good of a deal to offer the target.
- One person as both good cop and bad cop: A solo negotiator uses a mixture of good cop and bad cop techniques, such as switching from friendly to impatient or being indecisive about what to offer.
- Good cop warning about a future bad cop: A negotiator might warn that he’s giving you the best deal possible and that if you come back tomorrow, you should expect to get a worse deal from his boss
How to Address the Good Cop, Bad Cop Negotiation Strategy
now that you are conversant with the good bull, badly bull negotiation strategy, you should be able to recognize it. How should you address it ? Head-on, writes G. Richard Shell in his book Bargaining for advantage : negotiation Strategies for reasonable People ( Penguin, 2006 ).
Returning to our opening scenario, you might say to Tim and Mindy : “ It looks to me as if Tim ’ s the good guy here and Mindy ’ s the bad guy. I ’ m used to negotiating in a more straightforward manner. Can we try to work together more collaboratively ? ” Be aware, though, that if it turns out that you are faulty, and the two negotiators are merely revealing their true personalities and concerns, they could be offended by your accusation. therefore, you might want to avoid naming the adept bull, bad bull negotiation tactic and alternatively merely encourage greater cooperation with the goal of creating new sources of value .
Have you ever faced a good cop, bad cop negotiation, and how did you cope?