PART THREE
　　Questions 15–20
　　Read the following article on negotiating techniques and the question onthe opposite page .
　　For each question 15 – 20 , mark one letter (A, B, C or D) on your Answer Sheet for the answer you choose.
　　The NegotiatingTable:
　　You can negotiate virtually anything. Projects, resources,expectations and deadlines are all outcomes of negotiation. Some peoplenegotiate deals for a living. Dr Herb Cohen is one of these professionaltalkers, called in by companies to negotiate on their behalf . He approaches theart of negotiation as a game because, as he is usually negotiating for somebodyelse, he says this helps him drain the emotional content from his conversation.He is working in a competitive field and needs to avoid being too adversarial.Whether he succeeds or not, it is important to him to make a good impression sothat people will recommend him.
　　The starting point for any deal, he believes,is to identify exactly what you want from each other. More often than not, oneparty will be trying to persuade the other round to their point of view.Negotiation requires two people at the end saying ‘yes”. This can be a problembecause one of them usually begins by saying “no”. However, although this canmake talks more difficult, this is often just a starting point in thenegotiation game. Top management may well reject the idea initially because itis the safer option but they would not be there if they were notinterested.
　　It is a misconception that skilled negotiators are smoothoperators in smart suits. Dr Cohen says that one of his strategies is to dressdown so that the other side can relate to you. Pitch your look to suit yourcustomer. You do not need to make them feel better than you but, For example,dressing in a style that is not overtly expensive or successful will make youmore approachable. People will generally feel more comfortable with somebody whoappears to be like them rather than superior to them. They may not like you butthey will feel they can trust you.
　　Dr Cohen suggests that the best way tosell your proposal is by getting into the world of the other side. Ask questionsrather than give answers and take an interest in what the other person issaying, even if you think what they are saying is silly. You do not need tobecome their best friends but being too clever will alienate them. A lot ofdeals are made on impressions. Do not rush what you are saying---put a fewhesitations in , do not try to blind them with your verbal dexterity. Also, youshould repeat back to them what they have said to show you take themseriously.
　　Inevitably some deals will not succeed. Generally the longer thenegotiations go on, the better chance they have because people do not want tothink their investment and energies have gone to waste. However , joint venturecan mean joint risk and sometimes , if this becomes too great , neither partymay be prepared to see the deal through . More common is a corporate cultureclash between companies, which can put paid to any deal. Even having agreed adeal, things may not be tied up quickly because when the lawyers get involved,everything gets slowed down as they argue about small details.
　　De Cohenthinks that children are the masters of negotiation. Their goals are totallyselfish. They understand the decision-making process within families perfectly.If Mum refuses their request , they will troop along to Dad and pressure him. Ifal else fails, they will try the grandparents, using some emotional blackmail.They can also be very single-minded and have an inexhaustible supply of energyfor the cause they are pursuing. So there are lesson to be learned from watchingand listening to children.
　　A put people at ease
　　B remain detached
　　C becompetitive
　　D impress rivals
　　16 Many people say “no” to a suggestion inthe beginning to
　　A convince the other party of their point of view
　　B showthey are not really interested
　　C indicate they wish to take the easyoption
　　D protect their company’s situation
　　17 Dr Cohen says that when youare trying to negotiate you should
　　A adapt your style to the people you aretalking to
　　B make the other side feel superior to you
　　C dress in a way tomake you feel comfortable.
　　D try to make the other side like you
　　18According to Dr Cohen, understanding the other person will help you to
　　A gaintheir friendship
　　B speed up the negotiations
　　C plan your next move.
　　Dconvince them of your point of view
　　19 Deals sometimes fail because
　　Anegotiations have gone on too long
　　B the companies operate in differentways
　　C one party risks more than the other.
　　D the lawyers work tooslowly
　　20 Dr Cohen mentions children’s negotiation techniques to show thatyou should
　　A be prepared to try every route
　　B try not to make people feelguilty
　　C be careful not to exhaust yourself
　　D control the decision-makingprocess.