What are the win-lose negotiation techniques?

Team negotiations enable the use of win-lose negotiation techniques, which are impossible to use when only two people are involved in conversations. These tactics include, for example, the good-bad guy method. It is used not only during the negotiation of an agreement between contractors – it is also used by police officers during interrogations.

A good-bad guy is a win-lose negotiation technique that is supposed to affect the emotions of people taking part in conversations. It is most often used when the other party insists on the position taken and no rational arguments appeal to it. The partner loses patience and decides to appeal to the feelings of the adamant negotiators. For this, a small performance is organized.

The good-bad guy tactic uses a simple mechanism: intimidated by one person, we are more likely to get along with their sympathetic partner. Falling into an emotional swing, we want to get out of the uncomfortable situation as soon as possible, so we agree to the proposal that a reasonable and nice negotiator makes to us. Concluding an agreement with him guarantees that no one will threaten us anymore.

How to defend yourself against a good guy and a bad guy in negotiations? If you notice that this win-lose negotiation technique is used, try to turn the whole situation into a joke when an aggressive negotiator runs out of the room, smile broadly and say:

– I saw something similar on TV. This is how suspects are interrogated. I hope that you are not trying to influence me in this way.

The other side should get confused and stop using the tactics of the good-bad guy.

A good-bad guy is a win-lose negotiation technique. Defending against it may consist of asking the other party’s negotiator to change, taking a break, applying a warning or leaving.

Source: https://poradnikprzedsiebiorcy.pl/-technika-negocjacyjna-win-lose-dobry-zly-facet

Region Gdański NSZZ „Solidarność”

Projekt otrzymał dofinansowanie z Norwegii poprzez Fundusze Norweskie 2014-2021, w ramach programu „Dialog społeczny – godna praca”.

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