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

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

Learn How To Deal With The Good Cop / Bad Cop Negotiation Strategy

You need to learn how to identify and defuse this persuasion ploy

In the world of negotiating, despite all of the different principled negotiation styles and negotiating techniques that get used, there are a number of tactics that have achieve classic status. One such technique is called the “good cop / bad cop” approach. You’ll encounter this when you sit down to negotiate and one member of … Read more

What Is The Real Goal Of Any Negotiation?

I’d like to clear something up right off the bat. Negotiating is not something that you and I do every once in awhile. It’s not limited to something that we prepare for and then come to a room, sit down, and start. Rather, it’s a part of every day of our lives. We negotiate with … Read more

Negotiators Know How To Get A Deal Into Shape

So there you are, you’ve just presented what you think should be an acceptable deal to the other side of the table and yet it doesn’t look like they are going to go for it. What gives? Experienced negotiators know that sometimes during negotiations the other side of the table can be made to agree … Read more

Negotiators Know That Persistence (& Risk Taking) Pay Off

In this world there are two types of negotiators: the good ones and everyone else. The goal of any negotiator is to become a member of the group of good negotiators. The challenge is that the path to becoming a good negotiator is not always clear. However, there are two basic skills that lay on … Read more