The ‘Good Cop/Bad Cop’ approach is a multifaceted negotiation approach that is highly effective. Understanding how this technique works can be beneficial to you. This article explains the Good Cop/Bad Cop negotiation technique, its variations, and how one should use it or counter it.

What is the good cop, bad cop technique? The good cop, bad cop negotiation technique is a rather famous one. Like all techniques, it uses two or more parties to twist the situation to achieve a given result. The idea is that one of the participants adopts the style of an aggressive bad cop. This person is considered the bad guy in the negotiation. Delegating or outsourcing the friendly softer part of the negotiation to a good cop, who seems more sympathetic.

The bad cop’s intention is to create some discomfort or tension. The good cop aims to lower that discomfort by looking for rational methods to ease the tension and suggest some solutions. The theory holds that having started this process on a negative note, where the bad cop put some unbearable pressure on the negotiator, the idea is to provide some level of relief. Once this is achieved, the hope is that the good police will be able to accept the more advantageous terms.

The Good Cop/Bad Cop Strategy:

• The “aggressive” bad cop is one who assumes the bestial role and makes demands and insults. Try to understand that they are not in a comfortable position and feel trapped. This can cause the opposite person to try and release the tension.
• The Good Cop role ‘The Good Police’ on ther hand adopts a sympathetic and cooperative stance. They can offer an apology for bad treatment by the another officer, assist reassuringly, and bare some reasonable amount of trust. The mission of the good cop is to ensure that rest of the parties are relieved and persuaded that better terms are available to negotiate.
• The Good Cop/Bad Cop Strategy aims to win over one party by using both rewards (‘through a good cop’) and punishments (‘through a bad cop’), therefore influencing the negotiation to result on a favorable outcome for his/her party.
• The Good Cop/Bad Cop Strategy domestically with Interventions In A Case Of Child Sexual Abuse
• The The Good Cop/Bad Cop Technique can be applied in countless methods depending on the approach of the negotiators and the context.

Step by step approach

In this type, the bad and good police cop role play both deal with the other side. The bad cop within the team is the one who without the help of the side presses negotiator. He is then replaced by the good cop, who offers help and possible solutions.

All at once approach

In this variation both the good and the bad cop deal with the counterpart simultaneously. They can argue together the merits of the deal to the other side while the bad cop continues to press and the good cop continues to reassure.

Whole Person

One negotiator can switch between the good cop and bad policeman roles depending on the circumstances. If done well, this is a very powerful trade because it enhances the capacity to be flexible during the negotiation phase.

Several Good Cops and One Bad Cop

This strategy is saying that a bad cop, who is tougher, may participate in the negotiations later. The good cop, who is sympathetic, softens the terms but prepares his opponent for tough terms later on by gradually pushing them to concede.

How to Defuse the Good Cop-Bad Cop Approach:

Always remember, as much as you notice the effective approach so do others. Here are suggestions on how to diffuse it and stem unprecedented damage.

Identifying the Approach

The very first step to diffusing this kind of a technique is understanding its use in a given context as well as its results. One of the parties may use the good cop strategy if they shift from showing concern towards being aggressive which is not usually normal for them. Now that you have identified it, you can contemplate on your new plan.

Promote Collaborative Conversation

In instances where you notice use of the good cop and bad cop technique, alter the conversation to be more straight and collaborative and allow them ask questions. Urge people to speak openly without worrying that they might abuse the information shared. Once people begin to openly share, manipulation ceases.

Best Tactic To Combat Good Cop And Bad Cop Strategies

Ignore the bad cop and focus on the good one. This will enable you to ease the negative effects of the bad cop’s manipulative strategies and allow you to approach the negotiation from a perspective that is beneficial to you.

Situational Control

Keep composed. Don’t let unreasonable pressure from the bad cop affect you and always note that being on edge is usually a bad thing. Just ensure that you remain Sofia when being manipulated, in that way you will manage the negotiation.

How to Use the ‘Good Cop/ Bad Cop’ Technique To Your Advantage:

The Good Cop/Bad Cop Strategy can be very effective, but like all good strategies, it should be done with a certain level of caution to avoid consiqueces.  Here’s how you can implement the strategy:

Know your Roles

Assign a person who plays the good cop role and someone else who plays the bad cop role. Every participant should know their roles and responsibilities and have an understanding of what needs to be done.

Switch Between Roles Strategicly

The good cop should constantly be soft and sympathetic, while the bad police should provide pressure without being overly aggressive. The pressure of a bad cop and the comfort of a good cop, provides equilibrium in the approach.

When to Stop the Strategy?

The Good Cop/ Bad Cop Strategy is not an ideal approach in all situations. Once the containers you wanted to walk away with are in your possession, negotiations should cease. Be careful not to use the strategy for extended periods of time as it can lead the other participants to feel distrust and contempt.

The Good Cop/ Bad Cop technique: Key Takeaways To Successfully Use The Technique

Do not be blind: identify the Good Cop/ Bad Cop Technique and overcome it with tactics such as collaborative talk or “divide and rule”.

Use Strategy Diligently If roles are defined, and changes are supposed to be made, one may consider nudge and pressure isolation strategies, where the other party is made to feel that in every action, there is some form of relief or pressure which will help in sealing the term amicably.

Get straight to the point. Do not overstretch the plan beyond the boundaries. After the terms are accepted, make a contract.

In any conversation, be it the counselor’s or the undertake’s, nudge and pressure isolation strategies can prove to be effective because they can foster better terms and deals.If one grasps how the strategy functions and how to respond to that function, Then one can maneuver those situations more confidently and better.

Categories: Negotiation Skills