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If You Need to Put Negotiating Pressure on the Other Side, Try Good Guy / Bad Guy

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




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