Dealing With The “Good Cop, Bad Cop” Tactic

When we are in a negotiation to sell something to the other side, we need to be aware of the fact that the buyer that we are dealing with has an extensive set of tactics that they can use in addition to negotiation styles and negotiating techniques. As negotiators it is going to be our […]

Invite A Good Cop / Bad Cop To Your Next Negotiation

How does the other side of the table see you during a negotiation? Do you come across as being a nice guy? How’s that going for you – are your negotiations turning out the way that you want them to, or are the negotiation styles and negotiating techniques that you’ve been used resulting in negotiations […]

How Sales Negotiators Can Defend Against The Good Cop / Bad Cop Tactic

I like movies. I especially like police movies. I’m guessing that one of the reasons that I like movies with police in them so much is because it’s almost a given that sometime during the movie the police heroes will resort to using the “Good Cop / Bad Cop” negotiating tactic. Every sales negotiator out […]