Common Unethical Tactics
Once you have experienced unfair tactics, you will be able to recognize them the minute they are used again. Most professional negotiators agree that the following tactics are usually unethical.
The Good Guy/Bad Guy Routine
This is a rather sleazy tactic often seen on police television shows. Two cops are interrogating a person who’s just been arrested. One officer is hostile, excessive, and even scary, while the other one appears reasonable and friendly and makes it look like he’s on the suspect’s side. The theory is that you will spill your guts to the good cop to avoid the threats of the bad cop.
Conniving negotiators use this tactic to hoodwink you into making concessions to please the person you like and appease ...
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