Advanced Coaching with Emma Weber

In an ideal world, a negotiation would be amicable and see both sides leave with a desired outcome. But oftentimes, this isn’t the case, with some parties complicating matters with methods such as the "good cop, bad cop" routine and claims of lacking authority. Thankfully, there are negotiation techniques you can use to overcome these tricky tactics.

What is ‘good cop, bad cop’ in negotiation?

The ‘good cop, bad cop’ routine is a classic manoeuvre in negotiations, and is often seen in crime dramas and police interrogations.

In this tactic, two negotiators play contrasting roles: one adopts a friendly, cooperative stance (the "good cop"), while the other takes a tougher, more confrontational approach (the "bad cop").

The aim is to create a psychological dynamic that encourages the other party to seek refuge with the "good cop" and make concessions to secure a deal.