When one person is tough and the other helps you out, ask who benefits.
Direct answer
In good cop, bad cop, one negotiator makes harsh demands while another seems reasonable, nudging you to accept the "reasonable" offer. Respond by recognising the pattern, staying focused on your interests and objective criteria and taking a break if needed.
How to respond
- Notice the shift in tone.
- Do not reward pressure.
- Return to criteria: "What standard are we using to judge this?"
- Take time: "I will get back to you tomorrow."
- Stay respectful.
Where Teyro fits
Teyro's How to Handle Difficult Negotiations course turns this into short lessons you can play in a few minutes a day. It has 50 lessons, and you can start free.
The bottom line
Judge the offer on its merits, not on contrast.
