In the Good Cop/Bad Cop routine, which dynamic typically occurs?

• A. One negotiator is sympathetic to your interests while the other is aggressive.
• B. They present identical positions to confuse you.
• C. They rely on formal legal threats.
• D. They use only written communication.

Answer: (A)

The setup tests understanding of a two-person negotiation tactic that uses contrasting personalities to influence you. In this routine, one negotiator acts sympathetic and cooperative toward your interests while the other takes an aggressive, hard-nosed stance. That stark contrast is the key dynamic: the friendly negotiator appears reasonable and offers a concession, while the tougher negotiator creates pressure and steeper consequences. Seeing them side by side makes the soft approach seem more fair and desirable, nudging you toward agreement as a way to please the cooperative partner and avoid upsetting the tougher one. This leverages social psychology—seeking harmony with the supportive party and avoiding conflict with the stern party.

Why the other options don’t fit: this tactic isn’t about presenting identical positions to confuse you, nor is it primarily about relying on formal legal threats, nor about using only written communication. The distinctive feature is the paired, opposing personalities—the good cop and the bad cop—that creates a pressure-filled contrast to shape your decisions.