Passage Reference: Capital planning and priority-setting all tend to require that people reach agreement from different points of view. Interest-based negotiation techniques can help us focus our energy on the process, and guide that process toward a satisfactory result. By following these common-sense rules, we can turn conflict into cooperation, and reach solutions that work for everyone.

Tips: Introductory paragraphs often set up conflict or opposition before explaining solutions.

Why the other options are wrong:

• A: 'Wise parents' is an example-as-main-idea trap. No parents appear here. That story comes later.
• C: 'Uniting people against the problem' is tempting, but that idea is developed in detail in the next paragraph, not here. This is a wrong section trap.

Key Vocabulary:

• priority-setting = deciding what is most important
• cooperation = working together

Question Focus: Main idea - changing how people face a problem together

Passage Reference: If we view the problem as that which needs to be resolved rather than viewing someone holding a contrary viewpoint as a person to be defeated, the odds of a successful collaboration increase. Try changing the shape of the table rather than sitting opposite your 'opponents'. Arrange the seating so that all the parties are sitting together facing a flip chart or blackboard where the problem is presented. That makes it clear that all the participants are facing the problem together - that instead of it being 'us' against 'them', it is a case of 'all of us' against 'it'.

Why this is correct: The whole paragraph explains how to stop seeing each other as enemies and instead face the problem together. The physical seating example supports this main idea.

Tips: When a paragraph repeats one idea in different ways, that idea is usually the heading.

Why the other options are wrong:

• F: 'Beating the opposition' is a contradiction trap. The paragraph says the opposite - stop treating others as opponents.
• D: 'Keeping your temper' is a context shift trap. Emotions are not the focus here.

Key Vocabulary:

• contrary = opposite
• collaboration = working together

Question Focus: Main idea - difference between what people want and why they want it

Passage Reference: . Two sisters are fighting over the only orange in the family larder. Each sister must have the entire orange for herself; any less is impossible. A wise parent asks each of the girls (in private) why she wants the orange. One explains she wants to drink the juice; the other wants to use the rind to cook a pudding. What each sister wants is her position; why she wants it is her interest. In this case, the simple solution is to give the rind to the cook after the juice has been squeezed for the thirsty sister, thus meeting the interests of both. When preparing for a negotiation, or after it has begun, don't just ask, 'What do they want?' It is also important to ask, 'Why do they want it?' It is equally important - but often more difficult - to ask the same questions about your own views. Many successful negotiators find they're more successful if they focus on understanding their interests as they enter discussions. If they haven't started out with a perfect package, the ideas of others may actually improve their final result. Negotiators who arrive with a complete package can create real problems. They may take personally and stubbornly resist any modifications to their ideas, making it more difficult to reach a satisfactory resolution.

Why this is correct: The orange story clearly explains the difference between positions and interests, then applies it directly to negotiation advice.

Tips: Stories in IELTS usually illustrate a bigger concept - do not choose a heading that only matches the story.

Why the other options are wrong:

• A: 'Wise parents' is an example-as-main-idea trap. The parent is just an example, not the main point.
• I: 'Revising your interest' is a partial truth trap. The paragraph is mainly about understanding interests, not changing them.

Key Vocabulary:

• position = what someone says they want
• interest = the reason behind it

Question Focus: Main idea - understanding alternatives and priorities in negotiation

Passage Reference: D. If you do not reach an agreement with the other party, does that really make things worse for you? When you're selling an antique Rolls Royce and have received an offer of $43,250, you know what another potential buyer has to do to get you interested. Of course, the first offerer may plan to use the car for chauffeuring wedding parties, while a second offerer collects and restores antique cars and preserves them indoors. Is more cash all you care about, or is it important to you that your cherished Rolls is properly cared for? Or do you want to turn down both offers and keep the car for now? In determining your BATNA (Best Alternative to a Negotiated Agreement), a straightforward review of your interest will give you the clearest picture. If you accept your BATNA, you know when you can simply turn your back on the negotiations. But it is important not to ignore the other party's BATNA. The relative strength of each party's BATNA will determine the balance of power each can exercise.

Why this is correct: The paragraph focuses on reviewing your interests and alternatives, not just accepting the first offer. BATNA is all about reassessing what really matters to you.

Tips: When you see a technical term explained, it often signals the paragraph's main idea.

Why the other options are wrong:

• H: 'Distinguishing between interests and positions' is a wrong section trap. That idea was explained earlier with the orange example.
• C: 'Uniting people against the problem' is a context shift trap. This paragraph is about choices, not teamwork.

Key Vocabulary:

• alternative = another choice
• balance of power = who has more control

Question Focus: Main idea - silence as a negotiation technique

Passage Reference: E. If the other party is highly opinionated or emotional, if their approach is threatening or extremely demanding, keeping quiet after they finish speaking can be quite unsettling to them. Most people are troubled by silence in the midst of heated discussion. Sometimes silence is viewed as disapproval. But since no specific disapproval has been voiced, it cannot be treated as an attack. It has happened on many occasions that, when met with silence, people have modified their previous statements to make them more palatable.

Why this is correct: The paragraph repeatedly explains how silence affects the other party and can change their behavior.

Tips: If one action is repeated several times, it is probably the heading.

Why the other options are wrong:

• D: 'Keeping your temper' is a partial truth trap. Emotional control is mentioned, but silence is the real focus.
• F: 'Beating the opposition' is a contradiction trap. Silence is not aggressive.

Key Vocabulary:

• unsettling = making someone uncomfortable
• palatable = easier to accept

Question Focus: Main idea - fairness and long-term commitment

Passage Reference: F. If all the participants view the process as fair, they are more likely to take it seriously and 'buy into' its result. Moreover, the focus on fairness can have an important impact on the substantive result. If the parties to a negotiation can agree on standards against which elements of the agreement can be measured, it can give each a face saving reason for agreeing .... Parties who walk away from the table grumbling may regret their commitment and only honor it grudgingly. If they end up looking for excuses to get out from under an unwanted result, the gains achieved by the other side may prove to be short-term indeed.

Why this is correct: The paragraph explains that fairness affects whether people truly accept and follow an agreement.

Tips: Headings with abstract ideas like fairness often match paragraphs about attitudes and outcomes.

Why the other options are wrong:

• C: 'Uniting people against the problem' is a context shift trap. Fairness, not teamwork, is central here.
• I: 'Revising your interest' is a wrong section trap.

Key Vocabulary:

• commitment = promise to do something
• grudgingly = unwillingly

Question Focus: Main idea - emotional control in negotiation

Passage Reference: . G. Keep a cool head and pay attention to the process and the strategy, as well as the substance of the negotiation. If it's not your 'turn' to be angry, the exercise of restraint can be turned into a positive opportunity to observe what is going on with a clear eye. No less important, yelling at each other is not negotiation; it is confrontation. In those situations there may possibly be a 'winner'; but it is even more likely there will be a '

Why this is correct: The paragraph clearly advises staying calm and avoiding anger during negotiation.

Tips: Strong advice verbs like 'keep' and 'do not' often point directly to the heading.

Why the other options are wrong:

• G: 'Using silence to your advantage' is a wrong section trap. Silence is not mentioned here.
• F: 'Beating the opposition' is an extreme language trap. The paragraph warns against confrontation.

Key Vocabulary:

• restraint = self-control
• confrontation = aggressive conflict

General Tips:

• Read all headings first and underline key words before matching.
• Focus on the main idea of the whole paragraph, not one example.
• Watch for example-as-main-idea traps when a story is used.
• Headings follow paragraph order in Matching Headings questions.
• If two headings seem similar, choose the one that covers more of the paragraph.