Certified Professional Public Buyer (CPPB) Practice Test

What is the purpose of the good cop/bad cop tactic?

1. To create a friendly negotiation environment

2. To elicit feelings of sympathy and understanding in order to get concessions

3. To confuse the opposing party and gain an advantage

4. To establish clear rules and consequences

The correct answer is: To elicit feelings of sympathy and understanding in order to get concessions

The good cop/bad cop tactic is specifically designed to elicit feelings of sympathy and understanding from the opposing party, which can lead to concessions during negotiations. This technique typically involves two negotiators who take on contrasting roles: one adopts a more aggressive, demanding stance while the other appears more amiable and reasonable. By creating a dynamic where one party seems empathetic and cooperative, it encourages the other party to feel understood and potentially more willing to concede to requests, thinking they are gaining favor with the more compassionate negotiator. This emotional manipulation is effective in negotiations because emotions can heavily influence decision-making and can make the other party more pliable to compromise. In contrast, while creating a friendly negotiation environment or establishing clear rules might be beneficial in some scenarios, these approaches do not embody the essence of the good cop/bad cop tactic. Additionally, confusing the opposing party may have its advantages in some contexts, but it doesn't align with the fundamental purpose and psychological impact of this specific negotiation strategy.