the fact is that good cop, bad cop is an effective tool for compliance because using it — often in very subtle ways — does apparently enhance the impact both the carrots and the sticks. In fact, this qualitative study is bolstered by experiments on negotiation teams by researchers Susan Brodt and Marla Tuchinsky showing that — under most situations — having both a good cop and a bad cop on a negotiation team is a winning strategy.
BUT there was also a twist we did not address in our research, and in fact, would have been tough to do as we were studying people in “the wilds” of organizational life. Their research shows that starting with a good cop and then using a bad cop was not effective, that the method only was effective for negotiating teams when the bad cop went first and the good cop followed. So, this may mean it really should be called “The Bad Cop, Good Cop Technique.”
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