The Good Guy, Bad Guy gambit is used to put pressure on the other person without creating confrontation. It involves two or more people or entities playing those roles.

For example, the employer might tell you: “Well, if it were up to me I would give you the increase in pay (Good Guy). But the compensation committee won’t approve it (Bad Guy)” This is a subtle form of the gambit.

Bear in mind people use Good Guy/Bad Guy on you much more than you might believe. Look out for it whenever you’re negotiating with two or more people.
Counter it by identifying it. It’s such a well-known tactic that when you catch them using it, they get embarrassed and back off.
Don’t be concerned that the other side knows what you’re doing. Even if they do, it can still be a powerful tactic. In fact, when you’re with an employer who understands all of these Gambits, it becomes more fun. It’s like playing chess with a person of equal skill rather than someone whom you can easily outsmart.