The Good Cop, Bad Cop
One plays the villain so the other can play your friend.
What it is
Two people team up. One is tough, unreasonable or angry. The other is warm and “on your side.” After the tough one, the nice one’s offer feels like a rescue. You say yes to them, not to the deal. Researchers Michael Hilty and Peter Carnevale studied it in negotiations in 1993. The order matters. Tough first, then kind.
Spot it
Two people, two moods, one goal. A “friend” on the other side who keeps telling you how hard they’re fighting for you. A tough person who disappears just as the kind one makes an offer.
Counter it
Treat them as one team, because they are. Say it with a smile: “You two are doing good cop, bad cop.” Then ignore the moods and look only at the offer. Would you take it from either of them?