Which tactic might a negotiator encounter when the other party uses the win-lose strategy of "good cop,bad cop?"
A) irrational behavior is followed by reasonable,sympathetic behavior
B) there is pressure to accept arbitrary deadlines
C) minor concessions are made grudgingly
D) the other party makes a take-it-or-leave it offer

Question

Quizplus · Accepted Answer

The good cop, bad cop strategy involves one negotiator adopting a hostile, aggressive approach while the other negotiator adopts a sympathetic, more reasonable stance. This can leave the other party feeling like they have an ally in the negotiation, only to have that ally disappear when the more aggressive negotiator returns. As such, negotiators encountering this tactic should be aware that they may face irrational behavior followed by reasonable, sympathetic behavior.

Which Tactic Might a Negotiator Encounter When the Other Party