-> On 29 May 09  13:54:15, Richard Webb got back to Bob Klahn 
-> Re: Using What Works


 RW> I"m sure there is.  IT's also obvious.  Look at how many
 RW> times the "good cop bad cop" method of interrogating a
 RW> subject gets results.  

A prior boss and I used to run that routine in sales.  He was the DM 
and I was the regional.  As I had to live with the clients on a day 
to day basis, I was alway the Good Cop.  

The primary reason for the meetings were that the client was always 
looking for some sort of price break and/or perk.  We always gave them 
something.  The object was not to give away the store for nothing 
in return.  

We'd decide ahead of time what we were willing to give up.  The DM 
started with offering nothing, or there abouts.  I took the client's 
side and "talked" him into a good deal for the client.  It was most 
often less than what we decided we could afford to give away.  

Jim was probably the most fun boss I've ever worked for.  


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