1. GOOD GUY BAD GUY

2. SUBMITTED BY; VURAL BAŞ UMUT G. BİRDOĞAN HASAN H. KÜÇÜKOKUDAN İLKNUR ERAKAY

3. TACTICS What is tactic?

4. TACTICS What is team tactics?

5. ONE OF THE TEAM TACTICS GOOD GUY BAD GUY!!

6. This tactic is also known as; Good Cop / Bad Cop Tough Guy / Nice Guy Mr. Nice / Mr. Nasty Hard and Soft Hawk and Dove White Hat / Black Hat Good Victoria / Bad Victor

7. WHAT IS GOOD GUY BAD GUY TACTIC ? Essentially it is an act, or more accurately a duet. The negotiator alternate between though uncompromising stance, highly competitive and aggressive, and a softer more cooperative stance, willing to listen to you and understanding of your problems.

8. BAD GUY’s CHARACTERISTICS Angry, Aggressive, Highly Competitive, Obnoxious, Intransigence And Demanding He yells, screams and often is physically threatening.

9. GOOD GUY’s CHARACTERISTICS Protective Appears to be on Your Side Indicates willingness and more reasonable attitude Presents more moderate position Makes first concession Listen to the other side More cooperative, nice, reasonable and accommodating Tries to reach a quick agreement.

11. NOW!!! Let’s watch a sketch

12. EXAMPLES FROM REAL LIFE; Iranian Nuclear Weapon Development Program Relationships between European Union and Turkey Parent & Daughter

13. EXAMPLES FROM REAL LIFE; EU countries to Turkey

15. GOALS Competitive goals Self-centered goals

16. NOW... Let’s watch a sketch!!

17. STRENGTHS It often leads to concessions by other side and negotiated agreements in a short time. Bad Guy’s initial high demands will reduce other side’s expectation so they give more concession. Good guy’s role creates sympathy toward team that can be used in further negotiations.

18. WEAKNESSES It is relatively transparent especially with repeated use. It frequently requires the negotiator to direct much more energy. It obviously needs close cooperation and preplanning between members. If the bad guy exaggerate his role, it might create an overestimated impact on the other side.

19. COUNTERMOVES TO GOOD GUY / BAD GUY TACTIC You can embrass the other party that you know what they are doing Use your own bad guy Protest to higher authority Just listen Walk-out Negotiate with good and bad guy at the same time Counter to the good guy Divide and conquer Stick to your plan / be committed

20. NOW... Let’s watch a sketch!!

21. Thanks for listening

22. One video left