The good guy and the bad guy

You may have come across this tactic before or else seen it used in films or on television. This is a tactic designed to soften you up in the negotiation. For example, you are negotiating the renewal of your service contract with the Buying Director and his Finance Director. You present your proposal and the Buying Director suddenly gets angry and walks out in disgust muttering to himself about how unfair you have been and how the.relationship. is well and truly over. You pick up your briefcase and are being shown the door when the Finance Director smiles at you sympathetically and says:

I’m terribly sorry about that. He is under a lot of pressure. I would like to help you renew your contract, but he really will not consider the price you have suggested. Why don’t I go and talk to him for you and see if we can agree a compromise? What is the bottom line on the contract? If you give me your very best price, I will see what I can do.

The best way of dealing with this tactic is to recognise the game that is being played

and assess exactly what the quality of the relationship is. You may be able to say

something like:

Come off it, you are using good guy, bad guy. You’re a superb negotiator, but let’s sit down and discuss the proposal realistically...

If you don’t have this kind of relationship, stand firm and insist on dealing with the

bad guy, or else bluff yourself and give a figure that is within your acceptable range of alternatives.

One way of combining.good guy, bad guy. with.higher authority. is by saying things

like:

Well, I’d love to do a deal with you on that basis, but my manager refuses to let me agree terms of this nature without referring back and he refuses to talk to salespeople. Give me your best price and I will see what I can do...