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Secrets of Power Salary Negotiating by Roger Dawson

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Chapter 52 Il_9781564148605_001_0191_001Good Guy/Bad Guy

Good Guy/Bad Guy is one of the best known negotiating gambits. Charles Dickens first wrote about it in his book Great Expectations. In the opening scene of the story, the young hero, Pip, is in the graveyard, when out of the sinister mist comes a large, very frightening man. This man is a convict, and he has chains around his legs. He asks Pip to go home (convenient to the story, Pip’s guardian was a blacksmith) and bring back food and a file, so he can remove the chains. The convict has a dilemma, however: He wants to scare the child into doing as he’s asked, yet he mustn’t put so much pressure on Pip that he’ll be ...

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