The reason encountering both a “good” and “bad” person could be more effective at negotiations instead of just a “good” person or a “bad” person is the psychological contrast effect. According to Bob Sutton, Professor of Management Science and Engineering and a Professor of Organizational Behavior at Stanford, this means that the impact of the carrots offered by the good cop seems that much sweeter and the sticks used by the bad cop harsher. Sutton says research shows that if this method is used to persuade people the most effective way to do it is when the bad cop goes first, and the good cop follows.

If it’s the other party using a team of good and bad cops here are some ways to handle it.

• Call it for what it is. Ask if they’re playing the good cop/bad cop routine.
• Ask to speak just to the bad cop, which neutralizes his power.
• Warn you may come up with your own bad cop if this continues.
• Play along and probe the bad cop’s reasoning like any other objection: why he feels that way; what’s the closest, acceptable alternative; ask whether the bad cop would prefer litigation.

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