According to Dr Cohen, understanding the other person will help you to

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• 1Dr Cohen says that when you are trying to negotiate you should

  A.adapt your style to the people you are talking to

  B.make the other side feel superior to you

  C.dress in a way to make you feel comfortable.

  D.try to make the other side like you

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• 2Many people say “no” to a suggestion in the beginning to

  A.convince the other party of their point of view

  B.show they are not really interested

  C.indicate they wish to take the easy option

  D.protect their company’s situation

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• 3Dr Cohen treats negotiation as a game in order to

  A.put people at ease

  B.remain detached

  C.be competitive

  D.impress rivals

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• 4Deals sometimes fail because

  A.negotiations have gone on too long

  B.the companies operate in different ways

  C.one party risks more than the other.

  D.the lawyers work too slowly

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• 5Dr Cohen mentions children’s negotiation techniques to show that you should

  A.be prepared to try every route

  B.try not to make people feel guilty

  C.be careful not to exhaust yourself

  D.control the decision-making process.

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