Use the “bad Cop” in Negotiations to Help Make Tough Calls
The hardest part of any negotiation is being tough. You want to demand or refuse a concession, but do not want this refusal to interrupt negotiations. In such cases, someone who plays the “bad cop” can help – even someone who is not around.
As the business blog Entrepreneur points out, having someone on your side who can stand their ground even if you don’t want to get into confrontation can help. This could mean taking a friend with you with whom you trust, or even using another person to get past a certain point. Sure, you want to splurge on the XL, but heck if your partner just doesn’t approve! Bringing in (or even mentioning) someone whose role is to play the bad cop can keep the negotiations open, even if you waive their terms:
Some people find it uncomfortable to state directly what works for them and what doesn’t. It can be helpful to have a partner. My wife is my partner. I consult with her before doing anything. The people I am negotiating with know this. I can tell them that I need to start something with her first, or I can say, “This does not work for Janice.”
It doesn’t matter if your partner or friend actually approves. If both of you are going to be present, it would be helpful if you agree on your intentions ahead of time. However, having someone else tackle some of your non-negotiable questions will help smooth out the discussion. A salesperson may be willing to pressure you to change your mind when it’s just you, but they may be less inclined to push an issue when you have a friend or family’s support.
9 Ways to Make a Contract Like a Boss | Businessman