International Baccalaureate (IB) Practice Exam

What does the "If I" take-away technique involve?

1. Introducing additional terms after a price agreement

2. Establishing price before negotiating

3. Exploiting the other party's weaknesses

4. Using it solely against tactics like "good guy, bad guy"

The correct answer is: Introducing additional terms after a price agreement

The "If I" take-away technique is primarily focused on the dynamics of negotiation, where an individual uses conditional statements to highlight the potential consequences of not reaching an agreement. It often involves stating a condition that implies a loss or withdrawal if certain terms are not met, effectively creating a sense of urgency or importance about the agreement. In this context, introducing additional terms after a price agreement could create a perception that the original agreement is now being reconsidered under different conditions. This aligns with the nature of the "If I" technique, as it can shift the negotiation landscape and prompt the other party to reassess their position in light of the new terms being introduced. By doing so, it opens up the possibility for further negotiation or concessions from the other side, adding strategic depth to the negotiation process. The other choices do not accurately represent the essence of the "If I" technique. Establishing price before negotiating pertains to a different strategic move in negotiation tactics. Exploiting the other party's weaknesses can be seen as a more aggressive tactic that does not align with the philosophical approach of the "If I" technique. Lastly, using the technique solely against certain tactics is too narrow; the "If I" take-away can be applied in various negotiation contexts