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Test The [Good Cop, Bad Cop] Tactic
Agenda
QUESTION 1: What is the objective of the "good cop, bad cop" tactic in a negotiation?
Using authority figures or external circumstances to set negotiation boundaries
Give in on all points to maintain a good relationship
Being aggressive to intimidate the other party
Avoid any type of negotiation
2nd QUESTION: In this tactic, what does the "bad cop" represent?
The negotiator who offers all the concessions
The client or person receiving the offer
An authority figure or external circumstance that establishes an insurmountable barrier
The final solution of the agreement
QUESTION 3: Why is the "good cop, bad cop" tactic effective?
Because it is a completely transparent and honest strategy
Because the other person feels that he has achieved something difficult to obtain and stops negotiating
Because it is based on intimidation and fear
Because the "bad cop" is always a real and present person
QUESTION 4: What psychological effect does the "bad cop" have on the interlocutor's mind?
Strengthens his confidence to ask for more concessions
It makes you feel like you have complete control of the situation
Create a limiting belief in your mind
Eliminate any barriers in negotiation
QUESTION 5: What is an example of a "bad cop" in everyday life mentioned in the text?
A family budget or the lack of a babysitter to refuse an invitation
The desire to accept all social offers
The ability to negotiate a larger discount
A boss who allows any kind of concession
QUESTION 6: What is the key to the success of this negotiation tactic?
Let the "bad cop" always be imaginary
That the other person never accepts the established limits
Let the "good cop" not offer any concessions
Getting the other person to accept the established limits and continue negotiating within them
QUESTION 7: When the negotiation remains within established limits, what does the conversation become?
In an unproductive discussion
In a productive conversation
In a battle to overturn restrictions
In a monologue where only one party speaks
QUESTION 8: What role does the "bad cop" play as a negotiation tool?
It serves to make the negotiation get out of control
Prevents reaching an acceptable solution
It allows you to structure the negotiation and prevent it from getting out of control
It makes the negotiation more confusing and messy
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