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Good guy/bad guy occurs when there are two or more negotiators on a negotiating team
and one is easier to get along with, provides more information, or seems more anxious to
make a deal, while the other is in every respect more difficult. Good guy/bad guy can be
blatant and obvious or it can be quite subtle with only shades of difference between the
negotiators. It can be carefully planned in advance, or people can fall into the roles
naturally.
The essence of the good guy/bad guy strategy is for the good guy to attempt to obtain
concessions from the other side in return for their not having to deal with the bad guy. It
is also used, among other things, as a type of on-the-spot authority limit and as a way to
float and, if necessary, shoot down trial balloons.
copyright 1997 - Michael Schatzki
A Master Negotiator
Michael Schatzki is a master negotiator whose high energy,
content-packed Negotiation Dynamics® keynotes, breakout
sessions and seminars draw rave reviews.
Memorable and Entertaining
His Negotiation Dynamics® system offers participants a
powerful set of tools that will give them a critical edge in
organizing and structuring all of their negotiations. His stories,
anecdotes and sense of humor bring to life his powerful
Negotiation Dynamics® system.
Fully Customized
Mike does his homework. He customizes every program, from a 45 minute keynote to a
two day seminar. He learns about your business or industry and tailors the program to
precisely fit the needs of his listeners. The result is that audiences take away ideas,
concepts and approaches that they can use immediately to negotiate the best possible
agreements.
It Works
More than 75% of Mike's programs are for satisfied repeat customers who find him to be
a dynamic, entertaining speaker and trainer. The Negotiation Dynamics® system really
works!
Learn how to operate a profitable business on the internet. Our courses are created with gotta-have information by top experts. 
This database consists of newsletter publishers such as yourself open to swapping ad space within their publication. Join forces to obtain a greater marketing reach at no cost.
Read over 200 comments on what your peers think are the important elements to entrepreneurial success in the future. 
Good guy/bad guy occurs when there are two or more negotiators on a negotiating team
and one is easier to get along with, provides more information, or seems more anxious to
make a deal, while the other is in every respect more difficult. Good guy/bad guy can be
blatant and obvious or it can be quite subtle with only shades of difference between the
negotiators. It can be carefully planned in advance, or people can fall into the roles
naturally.
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