International Baccalaureate (IB) Practice Exam

Is the good guy, bad guy technique a useful negotiating tool?

1. True

2. False

The correct answer is: True

The good guy, bad guy technique is indeed a recognized negotiating strategy that can be effective in certain scenarios. This technique involves two negotiators taking on different roles: one plays the "bad guy," who makes tough demands and puts pressure on the other party, while the "good guy" appears empathetic and understanding, often offering concessions or a more reasonable alternative. The effectiveness of this approach lies in the psychological dynamics it creates; the counterpart may feel confused, pressured, or even grateful towards the "good guy," which can lead them to make concessions that they might not have considered otherwise. By creating a contrast in the negotiating styles of the two parties, it can manipulate the emotions and perceptions of the opponent, often leading to more favorable outcomes for the negotiating team employing this technique. However, this technique's success can depend on many factors, including the context of the negotiation, the relationship between the parties, and their ability to perceive and react to the tactics being used. Overall, the good guy, bad guy technique is a valid tool in a negotiator's toolkit, illustrating how psychological strategies can play a crucial role in achieving negotiation goals.