In the world of negotiating, despite all of the different principled  negotiation styles and negotiating techniques that get used, there are a  number of tactics that have achieve classic status. 

One such technique is called the “good cop / bad cop” approach.  You’ll encounter this when you sit down to negotiate and one member of  the other side says that they really want to be able to reach an  agreement with you and at the same time another member of the other side decides to present you with an outrageous, even insulting, offer. A member of the other side urges them to make a concession.  This makes that member of the other side seem like a trusted friend.  You find yourself taking his advice and working hard to bridge your gap  with person who made the insulting offer, even proposing concessions you  never intended to make. 

Guess what – you just fell for the good cop /  bad cop tactic.