punishment

What Should Negotiators Do When The Good Cop / Bad Cop Shows Up?

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Negotiators need to know how to identify and defuse this tactic

Ah, the good cop / bad cop tactic. You know, we’ve seen this used in so many different TV shows and movies that you would sorta think that everyone would recognize it when it was being used on them by now. However, that’s where you would be wrong. It turns out that this tactic is … Read more

How To Change People’s Behavior During A Negotiation

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As I write this article, I read in the paper today that North Korea has broken off communications with the United States. The reason that they stopped talking to us is because the U.S. has been taking actions to cut off North Korea’s leader’s access to international funds which he uses to purchase luxury items. … Read more