An effective defense against the good guy-bad guy routine is for the selling team to know its position clearly and not to let the buyer's tactic weaken it.

Name: An effective defense against the good guy-bad guy routine is for the selling team to know its position clearly and not to let the buyer's tactic weaken it.
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Knowing one's position and being confident in it can prevent the buyer's good guy-bad guy routine from undermining the selling team's stance.

An Effective Defense Against the Good Guy-Bad Guy Routine Is