The [Good Cop, Bad Cop] Tactic

The "good cop, bad cop" tactic is a powerful negotiation strategy that uses authority figures or external circumstances to establish negotiation boundaries.

This technique can be used to persuade the other party that an agreement is impossible beyond a certain point, making them feel lucky for any concessions offered to them.

The role of the "bad cop" in negotiation

In this tactic, the "bad cop" is an authority figure (real or imagined) or an external circumstance that sets up an insurmountable barrier.

For example, when selling a product and offering a small discount, the seller may say that he cannot lower the price any further because he would "lose money," or that his "boss" only authorized a limited discount.

In this way, the salesperson can present himself as the "good cop" by asking for a special exception, such as an additional discount, making the customer feel special and satisfied with the deal.

This tactic works because the other person feels that he or she has gotten something difficult to obtain and stops negotiating.

The "bad cop" as a limiting belief

This strategy is effective because it creates a limiting belief in the mind of the interlocutor.

By saying that a discount is impossible due to company rules or lack of authorization, you set a real limit in the other person's mind.

The person with whom you are negotiating is forced to work within the established limits, as the "bad cop" does not allow you to go any further.

This occurs in business situations and in everyday life.

For example, when declining an invitation, one can say that a family budget or lack of a babysitter is the "bad cop" that prevents one from accepting the offer.

Negotiating within limits

The key to this tactic is to get the other person to accept the established boundaries and continue to negotiate within them.

The conversation becomes productive by seeking solutions that fit within the constraints, rather than trying to override them.

Thus, the "bad cop" becomes a tool to structure the negotiation and prevent it from ge