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The “Good Cop—Bad Cop” strategy is one of the best-known tactics used by teams in negotiations. It suggests strength and control, but in practice is often applied incorrectly—with negative consequences. This chapter analyzes the psychological mechanisms underlying the tactic, highlights its risks, and illustrates them using a case study. Drawing on current research, it presents practical recommendations for the skillful tactical use or conscious avoidance of this method.

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The Myth of Good Cop, Bad Cop—Legend, Tactic, or Long Outdated?

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  • 发表日期：

    2026年

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  • Andreas Goßen

摘要

The “Good Cop—Bad Cop” strategy is one of the best-known tactics used by teams in negotiations. It suggests strength and control, but in practice is often applied incorrectly—with negative consequences. This chapter analyzes the psychological mechanisms underlying the tactic, highlights its risks, and illustrates them using a case study. Drawing on current research, it presents practical recommendations for the skillful tactical use or conscious avoidance of this method.