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Der Mythos des guten und bösen Bullen – Legende, Taktik oder längst überholt?

In: Verhandeln unter Druck – ein praktischer Leitfaden

Author

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  • Andreas Goßen

Abstract

Zusammenfassung Die „Good Cop – Bad Cop“-Strategie gehört zu den bekanntesten Taktiken eines Teams in Verhandlungen. Sie suggeriert Stärke und Kontrolle, wird jedoch in der Praxis häufig falsch eingesetzt – mit negativen Konsequenzen. Dieses Kapitel analysiert die psychologischen Mechanismen hinter der Taktik, zeigt ihre Risiken auf und illustriert diese anhand eines Fallbeispiels. Auf Basis aktueller Forschung werden praxisrelevante Ableitungen für den taktisch klugen Einsatz oder die bewusste Vermeidung dieser Methode vorgestellt.

Suggested Citation

  • Andreas Goßen, 2025. "Der Mythos des guten und bösen Bullen – Legende, Taktik oder längst überholt?," Springer Books, in: Verhandeln unter Druck – ein praktischer Leitfaden, chapter 0, pages 89-99, Springer.
    • Handle: RePEc:spr:sprchp:978-3-662-71902-2_9
    DOI: 10.1007/978-3-662-71902-2_9
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