This PPT slide, part of the 69-slide Negotiation Tactics PowerPoint presentation, outlines the "Good Guy/Bad Guy" negotiation tactic, which involves a strategic interplay between two negotiators. One negotiator adopts a tough stance, presenting high demands, while the other negotiator takes on a more accommodating role. This dynamic creates a perception that the second negotiator is more reasonable, making them more appealing to the opposing party.
The definition section clearly articulates how this tactic operates, emphasizing the contrast between the two roles. The high demands set by the first negotiator serve to anchor the negotiation, likely pushing the other party to reconsider their own expectations. This is where the second negotiator's role becomes crucial, as they step in to propose more moderate terms, which can lead to a more favorable outcome for the party they represent.
An example illustrates this tactic in a labor negotiation scenario. One negotiator's demands for significant wage cuts and stricter work conditions are countered by another who suggests more reasonable adjustments. The employees, feeling relieved to engage with the more accommodating negotiator, are more inclined to accept the moderate terms.
The expected outcome section reinforces the effectiveness of this tactic. By setting high initial demands, it encourages the other party to lower their expectations, ultimately leading to negotiations that favor the 'good' negotiator. This slide serves as a practical guide for executives looking to enhance their negotiation strategies, providing clear insights into the psychological dynamics at play.
This slide is part of the Negotiation Tactics PowerPoint presentation.
This framework is created by former McKinsey, BCG, Deloitte, EY, and Capgemini consultants and provides a reference guide to a diverse set of 26 negotiation tactics.
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