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Posted
15 August 2008 by: Jag Foo

Tagged
Negotiation

Classic Negotiation Technique - Good Cop, Bad Cop

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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,

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    21 Comments

    Posted by
    I-COM SEO
    15 August 2008 @ 10pm

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

    I-COM SEOs last blog post..Is your SEO consultant accountable for their work? Can they prove it?


    Posted by
    UptakeInOH
    16 August 2008 @ 11am

    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!


    Posted by
    Jag Foo
    16 August 2008 @ 11am

    @ I-COM SEO, UptakeInOH:

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

    Jag


    Posted by
    Bruno Auger
    17 August 2008 @ 1am

    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.

    Bruno Augers last blog post..Home Business Education and Tips


    Posted by
    extreme weight loss
    17 August 2008 @ 5pm

    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.

    extreme weight losss last blog post..Pilates For Abs - Will Your Six Pack Show?


    Posted by
    crazy t-shirts
    17 August 2008 @ 9pm

    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.


    Posted by
    ideas to make money
    18 August 2008 @ 3am

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

    ideas to make moneys last blog post..The Ego Factor


    Posted by
    Kyle Sagaas
    18 August 2008 @ 11am

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


    Posted by
    Jag Foo
    18 August 2008 @ 12pm

    @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


    Posted by
    Logo Design Templates
    18 August 2008 @ 3pm

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


    Posted by
    Real estate directory
    19 August 2008 @ 5pm

    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 [...]


    Posted by
    Music Instruments
    20 August 2008 @ 1pm

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


    Posted by
    Jag Foo
    20 August 2008 @ 1pm

    @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


    Posted by
    Online Marketing
    20 August 2008 @ 7pm

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


    Posted by
    Zach
    22 August 2008 @ 4am

    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.


    Posted by
    dissertation writing help
    22 August 2008 @ 2pm

    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,
    essay writing help


    Posted by
    Jag Foo
    23 August 2008 @ 11pm

    @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


    Posted by
    Hank Jacob
    27 August 2008 @ 10am

    Thanks, it’s a good post…

    Hank Jacob,


    Posted by
    Used Bass Guitars
    6 September 2008 @ 5am

    I really think about that.


    Posted by
    dating software
    17 September 2008 @ 1pm

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


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