Certified Professional Public Buyer (CPPB) Practice Test

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What is a significant characteristic of good/bad cop tactics?

Positive reinforcement of communication
Contrasting approaches to negotiation to influence outcomes
Continuous dialogue without any strategy
A focus on teamwork and shared goals

The correct answer is: Contrasting approaches to negotiation to influence outcomes

The characteristic of contrasting approaches to negotiation is essential in good/bad cop tactics, as these strategies are designed to create a psychological effect that can influence the outcomes of negotiations. In this approach, one party adopts a tough and intimidating stance (the 'bad cop'), making demands and creating pressure, while the other party presents a more favorable and understanding demeanor (the 'good cop'). This dynamic can lead to the opposing party becoming more inclined to agree to the 'good cop's' suggestions, which are typically more palatable, ultimately driving the negotiation toward a desired outcome. The effectiveness of this tactic lies in the interplay between the two roles, allowing for increased flexibility and manipulation of the emotional and psychological state of the person being negotiated with. The 'good cop' elicits feelings of trust and camaraderie, while the 'bad cop' instills urgency and the need for resolution. This duality is vital in negotiations as it can significantly sway decisions and agreements in favor of the negotiators employing this tactic.