Good Cop / Bad Cop
One hostile counterpart and one sympathetic one; relief at the sympathetic one drives concessions to them that you would never make to the hostile one, and a 'reasonable' partner undoes the agreement afterwards.
An everyday example
A negotiator who agrees to everything, and a manager who rejects the terms after the meeting so the negotiator can 'try to save the deal'.
What it can cost you
Conceding to the friendly party as if they were on your side; renegotiating against yourself after the reveal.
Warning signs
- I feel grateful to one of them.
- The deal keeps being undone by someone who was not there.
One thing to do
Name the tactic, treat both as one party, and negotiate only with whoever has authority to sign.
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