| Good Guy/Bad Guy is one of the best known | | | | Guy: The first Counter-Gambit is simply to identify |
| negotiating gambits. Charles Dickens first wrote | | | | the Gambit. Although there are many other ways |
| about it in his book Great Expectations. In the | | | | to handle the problem, this one is so effective |
| opening scene of the story, the young hero Pip is | | | | that it's probably the only one you need to know. |
| in the graveyard when out of the sinister mist | | | | Good Guy/Bad Guy is so well known that it |
| comes a large, very frightening man. This man is | | | | embarrasses people when they get caught using |
| a convict, and he has chains around his legs. He | | | | it. When you notice the other person using it you |
| asks Pip to go into the village and bring back food | | | | should smile and say, "Oh, come on-you aren't |
| and a file, so he can remove the chains. The | | | | going to play Good Guy/Bad Guy with me are |
| convict has a dilemma, however. He wants to | | | | you? Come on, sit down, let's work this thing out." |
| scare the child into doing as he's asked, yet he | | | | Usually their embarrassment will cause them to |
| mustn't put so much pressure on Pip that he'll be | | | | retreat from the position. You could respond by |
| frozen in place or bolt into town to tell the | | | | creating a bad guy of your own. Tell them that |
| policeman.The solution to the convict's problem is | | | | you'd love to do what they want, but you have |
| to use the Good Guy/Bad Guy Gambit. Taking | | | | people back in the head office who are obsessed |
| some liberty with the original work, what the | | | | with sticking to the program. You can always |
| convict says in effect, is "You know, Pip, I like | | | | make a fictitious bad guy appear more unyielding |
| you, and I would never do anything to hurt you | | | | than a bad guy who is present at the negotiation. |
| But I have to tell you that waiting out here in the | | | | You could go over their heads to their supervisor. |
| mist is a friend of mine and he can be violent and | | | | For example, if you're dealing with a buyer and |
| I'm the only one who can control him. If I don't | | | | head buyer at a distributorship, you might call the |
| get these chains off-if you don't help me get | | | | owner of the distributorship and say, "Your people |
| them off-then my friend might come after you. | | | | were playing Good Guy/Bad Guy with me. You |
| So, you have to help me. Do you understand?" | | | | don't approve of that kind of thing, do you?" |
| Good Guy/Bad Guy is a very effective way of | | | | (Always be cautious about going over someone's |
| putting pressure on people, without | | | | head. The strategy can easily backfire because of |
| confrontation.I'm sure you've seen Good Guy/Bad | | | | the bad feelings it can cause.) Sometimes just |
| Guy used in the old police movies. Officers bring a | | | | letting the bad guy talk resolves the problem, |
| suspect into the police station for questioning, and | | | | especially if he's being obnoxious. Eventually his |
| the first detective to interrogate him is a rough, | | | | own people will get tired of hearing it and tell him |
| tough, mean-looking guy. He threatens the | | | | to knock it off. You can counter Good Guy/Bad |
| suspect with all kinds of things that they're going | | | | Guy by saying to the Good Guy, "Look, I |
| to do to him. Then he's mysteriously called away | | | | understand what you two are doing to me. From |
| to take a phone call, and the second detective, | | | | now on anything that he says, I'm going to |
| who's brought in to look after the prisoner while | | | | attribute to you also." Now you have two bad |
| the first detective is away, is the warmest, nicest | | | | guys to deal with, so it diffuses the Gambit. |
| guy in the entire world. He sits down and makes | | | | Sometimes just identifying them both in your own |
| friends with the prisoner. He gives him a cigarette | | | | mind as bad guys will handle it, without you having |
| and says, "Listen kid, it's really not as bad as all | | | | to come out and accuse them. If the other side |
| that. I've taken a liking to you. I know the ropes | | | | shows up with an attorney or controller who is |
| around here. Why don't you let me see what I | | | | clearly there to play bad guy, jump right in and |
| can do for you?" It's a real temptation to think | | | | forestall their role. Say to them, "I'm sure you're |
| that the Good Guy's on your side when, of | | | | here to play bad guy, but let's not take that |
| course, he really isn't.Then the Good Guy would | | | | approach. I'm as eager to find a solution to this |
| go ahead and close on what salespeople would | | | | situation as you are, so why don't we all take a |
| recognize as a minor point close. "All I think the | | | | win-win approach. Fair enough?" This really takes |
| detectives really need to know," he tells the | | | | the wind out of their sails.This Gambit is very, |
| prisoner, "is where did you buy the gun?" What he | | | | very effective even when everybody knows |
| really wants to know is, "Where did you hide the | | | | what's going on. It was how Presidents Carter and |
| body?"Starting out with a minor point like that and | | | | Reagan got the hostages out of Iran, wasn't it? |
| then working up from there, works very well, | | | | You remember that? Carter had lost the election. |
| doesn't it? The car salesperson says to you, "If | | | | He was very eager to do something about the |
| you did invest in this car would you get the blue | | | | Iranian hostage situation before he left the White |
| or the gray?" "Would you want the vinyl | | | | House and Reagan could take credit for their |
| upholstery or the leather?" Little decisions lead to | | | | release. So, he started playing Good Guy/Bad |
| big ones. The real estate salesperson who says, | | | | Guy with the Ayatollah. He said to him, "If I were |
| "If you did invest in this home, how would you | | | | you, I'd settle this thing with me. Don't take a |
| arrange the furniture in the living room?" Or, | | | | chance on this new team coming into office in |
| "Which of these bedrooms would be the nursery | | | | January. My goodness, have you taken a look at |
| for your new baby?" Little decisions grow to big | | | | these guys? The President's a former cowboy |
| decisions.People use Good Guy/Bad Guy on you | | | | actor. The Vice President is the former head of |
| much more than you might believe. Look out for | | | | the C.I.A. The Secretary of State is Alexander |
| it anytime you find yourself dealing with two | | | | Haig. These guys are crazier than Englishmen. |
| people. Chances are you'll see it being used on | | | | There's no telling what they might do."Reagan, |
| you, in one form or another.For example, you | | | | playing along with it, said, "Hey, if I were you, I'd |
| may sell corporate health insurance plans for an | | | | settle with Carter. He's a nice guy. You're |
| HMO and have made an appointment to meet | | | | definitely not going to like what I'll have to say |
| with the Vice-President of Human Resources at a | | | | about it, when I get into the White House." And |
| company that manufactures lawn mowers. When | | | | sure enough, we saw the hostages being released |
| the secretary leads you in to meet with the vice | | | | on the morning of Reagan's inauguration. Of |
| president, you find to your surprise that the | | | | course, the Iranians were aware of Good Guy |
| president of the company wants to sit in and | | | | Bad Guy, but they didn't want to take a chance |
| listen in on your presentation.That's negotiating | | | | that Reagan would follow through with his threats. |
| two on one, which is not good, but you go ahead | | | | It demonstrated that these Gambits work even |
| and everything appears to be going along fine. | | | | when the other side knows what you're doing.In |
| You feel that you have a good chance of closing | | | | 1994, Jimmy Carter was again called upon to play |
| the sale, until the president suddenly starts getting | | | | the Good Guy when he and Colen Powell went to |
| irritated. Eventually he says to his vice president, | | | | Haiti to see if they could get General Cedras to |
| "Look, I don't think these people are interested in | | | | give up power without a fight. Powell was there |
| making a serious proposal to us. I'm sorry, but | | | | to impress the might of the armed forces upon |
| I've got things to do." Then he storms out of the | | | | Cedras. Carter was there to cozy up the dictator, |
| room.This really shakes you up if you're not used | | | | even suggesting he come to Plains, Georgia, and |
| to negotiating. Then the vice-president says, | | | | teach a class in Sunday School when the crisis |
| "Wow. Sometimes he gets that way, but I really | | | | was over.KEY POINTS TO REMEMBER: People use |
| like the plan that you presented, and I think we | | | | Good Guy/Bad Guy on you much more than you |
| can still work this out. If you could be a little more | | | | might believe. Look out for it whenever you're |
| flexible on your price, then I think we can still put | | | | negotiating with two or more people. It is a very |
| it together. Tell you what-why don't you let me | | | | effective way of putting pressure on the other |
| see what I can do for you with him?"If you don't | | | | person without creating confrontation. Counter it |
| realize what they're doing to you, you'll hear | | | | by identifying it. It's such a well-known tactic that |
| yourself say something like, "What do you think | | | | when you catch them using it, they get |
| the president would agree to?" Then it won't be | | | | embarrassed and back off. Don't be concerned |
| long before you'll have the vice-president | | | | that the other side knows what you're doing. |
| negotiating for you-and he or she is not even on | | | | Even if they do it can still be a powerful tactic. In |
| your side.If you think I'm exaggerating on this | | | | fact, when you're Power Negotiating with |
| one, consider this: Haven't you, at one time or | | | | someone who understands all of these Gambits, it |
| another, said to a car salesperson, "What do you | | | | becomes more fun. It's like playing chess with a |
| think you could get your sales manager to agree | | | | person of equal skill rather than someone whom |
| to?" As if the salesperson is on your side, not on | | | | you can easily outsmart.Roger Dawson |
| theirs? Haven't we all at one time been buying real | | | | Founder of the Power Negotiating Institute |
| estate and have found the property we want to | | | | 800-932-9766 |
| buy, so we say to the agent that has been | | | | Dawson is the author of two of |
| helping us find the property, "What do you think | | | | Nightingale-Conant's best selling audiocassette |
| the sellers would take?" Let me ask you | | | | programs, Secrets of Power Negotiating and |
| something. Who is your agent working for? Who | | | | Secrets of Power Negotiating for Salespeople. |
| is paying her? It's not you, is it? She is working | | | | This article is excerpted in part from Roger |
| for the seller and yet she has effectively played | | | | Dawson's new book - "Secrets of Power |
| Good Guy/Bad Guy with us. So, look out for it, | | | | Negotiating", published by Career Press and on |
| because you run into it a lot.Power Negotiators | | | | sale in bookstores everywhere for $24.99. |
| use several Counter-Gambits to Good Guy/Bad | | | | |