Classic Negotiation Technique – Good Cop, Bad Cop

If you are ever in a situation whereby you have to negotiate with someone, and you find yourself without much progress, you may want to employ the tried-and-tested technique – the good cop, bad cop routine.

I know. I know. You often see these in the movies.

But you know, it is widely shown for a reason. Not just because it is a classic technique. Not just because it is widely-used. Beyond that – it just flat out works.

Believe it or not, even those who know the trick is being used on them, they still fall for it. Yep, it’s that powerful.

For those who are not in the know, here’s how it works.

Say you are in a negotiation situation, and you want to break the deadlock.

You team up with another person. Someone will have to play the ‘good’ cop role, with the other the ‘bad’ cop role.

The bad cop will play the tough-ass bastard who refuses to give an inch and plays hard ball. The good cop, on the other hand, will play the nice guy. Who tries to pacify and makes some concessions.

In that way, the other party, when faced with a situation of a good cop and bad copy gang-up, will be more inclined to talk things out with the good cop since he is easier to deal with. Who is also supposedly, more empathetic and understanding.

Sometimes, for added effect, the good cop may play a threat by saying, if the other party doesn’t agree with him now, the bad cop will take over from him and the other party will get a much harder time…and possible a lousier deal.

Forcing the other party to come to a conclusion quickly.

This works extremely well for many situations. Such as getting prisoners-of-war or criminals to reveal sensitive information. Or getting someone to sign a lucrative deal.

Try it.

I have. And I know just how well it works. As usual, let me know your thoughts on this? Have you tried it before? I’m all ears.

All Success,

[tags]E-MoneyMarketing, persuasion, negotiation, sales techniques, online marketing[/tags]

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A good example how classic cop techniques can be used in business too.

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Wow. I never thought about it this way. And I didn’t realize it was so effective. I see it on cop shows all the time (I’m a huge X-Files nut), but I didn’t know that even if you know you are being subjected to it, you still fall for it!

@ I-COM SEO, UptakeInOH:

You better believe it. It works. =) But first you have to get a partner to play along with.

Jag

Ah this reminds me of the younger days when I use to get in trouble.. haha Oh well it is still a very effective technique none the less.

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Wow. I never thought about it this way.This reminds me of the younger days when I use to get in trouble.. And I didn’t realize it was so effective. I see it on cop shows all the time (I’m a huge X-Files nut),….But first you have to get a partner to play along with.

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Yes it definitely works in business and at least in my experience in business in various negotiations as long as one side has the leverage it works. But if you do not have the leverage it backfires.

while it may works sometimes, you have to be careful otherwise you run the risk of offending another party and potentially loosing the deal.

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really didnt imagine that idea can be used in business, thanks for sharing!

@Crazy T-Shirts:

Yes, a leverage helps. Then again, with this technique, sometimes you can go in with a disadvantage, and still turn the situation around if you can play this out well.

@Ideas to make money:

You said it right. There is a risk. Like there is a risk of also losing out if one doesn’t try to do anything to get the edge on his side.

Have to be careful not to overdo it.

Jag

Is this a way to compare between a good cop and a bad one?I don’t think so.

Well if it works for the police why can’t it work in other situations?

[...] week, I talk about the effectiveness of the good cop, bad cop routine as a negotiation [...]

wow really a fantastic idea even in business too.Thanks for sharing.

@Logo Design Template: You mean the picture? Both are bad cops! =)

@Real estate directory: Yes it works in more than just police-criminal situations!

@Music instruments: Do try it. You may just surprise yourself with the effectiveness.

Jag

This is a great idea for business deals. I wasn’t thinking about it, but surely could be applied successful.

Although it is pretty good way to do that stuff but I think it is not a good practice to do it often because it is morally incorrect.

Yeah it definitely works in business and at least in my experience in business in various negotiations as long as one side has the leverage it works

Regards,
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@Zach,

Why do you say it is morally incorrect? You are not stealing or killing. Would you rather someone did this to you?

To know and understand this technique will put you in a good stead if others are trying to use this on you.

You never know you could be in a situation where you have to negotiate to help someone who matters to you – your company, your friends…or your loved ones.

Think about it. Negotiation is not evil. Manipulation is. There is a difference.

Jag

Thanks, it’s a good post…

Hank Jacob,

I really think about that.

To know and understand this technique will put you in a good stead if others are trying to use this on you.

My wife and I use this technique often when making deals with people out of the classifieds or craigslist. Usually she is the “good guy” and I am the “bad guy”. It is amazing how often people ask her to help them negotiate with me.

If you want to learn more about this I suggest you check out an old tape set on negotiating by Roger Dawson. The best part is that he talks about how to counter these techniques when used against you!

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That’s really brilliant techniques. I am very impressed with this post. Thanks for sharing.

Nice article.

Most cops where I live hang on bribe, so no need for tests,lol!

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great post
made me think alot and understand more

I think this con has been going on for some time. Nothing new.

Doug T…..The mutual fund guy
http://www.mutualfundwealth.com/

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i want to learn more about this I suggest you check out an old tape set on negotiating by Roger Dawson. The best part is that he talks about how to counter these techniques when used against you
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I am really amazed by the the tecniques you have used. I have found discovered the truth about 6 pack abs and any one could find out about this to
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