Question

Which of the following is true about the ʺIf Iʺ take-away technique?
This technique is meant to take advantage of the other person in the negotiation.
This technique should only be used when the ʺgood guy, bad guyʺ technique is used on you.
This technique involves negotiating the lowest price possible, then throwing something else into the deal.
Use this technique prior to negotiating price.

Answer 1

The third statement is true.

The "If I..." (take-away) technique is a conditional concession/closing tactic — e.g. "If I can include X, will you sign today?" — often used after price has been discussed to add a concession (an extra or service) to close the deal. The other statements are false: it's not meant to take advantage of the other party, it isn't limited to countering a "good guy/bad guy" ploy, and it's not something you use before price negotiations.