True/False

An effective defense against the good guy-bad guy routine is for the selling team to know its position clearly and not to let the buyer's negotiating tactic weaken it.

True

Explanation:

The good guy-bad guy routine is one usually adopted by two people looking to buy a product. They both role play, and while one comes off as hostile and unreasonable, the other seems nice and friendly and even apologizes for the behavior of his or her partner.

They do this to unsettle the seller and purchase the product at a price favorable to them.

It is important for the seller to be able to recognize this good guy-bad guy routine, be well aware of his products and maintain control of the negotiations to sell at the right price.