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