单选题 You can negotiate virtually anything. Some people negotiate deals for a living. Dr Herb Cohen is one of these professional talkers, called in by companies to negotiate on their behalf. He approaches the art of negotiation as a game because, as he is usually negotiating for somebody else, 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 so that 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, one party 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 problem because one of them usually begins by saying "no". Top management may well reject the idea initially because it is the safer option but they would not be there if they were not interested.
It is a misconception that skilled negotiators are smooth operators in smart suits. Dr Cohen says that one of his strategies is to dress down so that the other side can relate to you. Pitch your look to suit your customer. You do not need to make them feel better than you but dressing in a style that is not overtly expensive or successful will make you more approachable. People will generally feel more comfortable with somebody who appears to be like them rather than superior to them. They may not like you but they will feel they can trust you.
Dr Cohen also suggests that the best way to seI1 your proposal is by getting into the world of the other side. Do not be too clever which will alienate them; do not rush what you are saying—put a few hesitations in; do not try to blind them with your verbal dexterity.
Inevitably some deals will not succeed. Generally the longer the negotiations go on, the better chance they have because people do not want to think their investment and energies have gone to waste. However, joint venture can mean joint risk and sometimes, if this becomes too great, neither party may be prepared to see the deal through. More common is a corporate culture clash between companies. Even having agreed a deal, things may not be tied up quickly because when the lawyers get involved, everything gets slowed down as they argue about small details.
Dr Cohen thinks that children are the masters of negotiation. They understand the decision-making process within families perfectly. If Mum refuses their request, they will troop along to Dad and pressure him. If they cannot get what they want again, they will try the grandparents, using some emotional blackmail. They can also be very single-minded and have an inexhaustible supply of energy for the cause they are pursuing. So there are lessons to be learned from watching and listening to children.

单选题 Dr Cohen treats negotiation as a game in order to ______.
A. put people at ease B. remain detached
C. be competitive D. impress rivals

【正确答案】 B

【答案解析】[解析] 本题考查考生推理判断的能力。本题在文章第一段，“He approaches the art of negotiation as a game because, as he is usually negotiating for somebody else, he says this helps him drain the emotional content from his conversation.”(他通常为其他人谈判，将谈判视为一个游戏，这有助于谈判时所说的话不带有个人感情因素。)接下来一句话中也提到要to avoid being too adversarial，也就是说要保持客观、公正，不夹杂个人情绪。B选项符合题意。因此答案是B。

单选题 Many 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

【正确答案】 D

【答案解析】[解析] 本文考查考生推理判断的能力。文章第二段最后一句说，“Top management may well reject the idea initially because it is the safer option but they would not be there if they were not interested.”(管理高层之所以在一开始就拒绝对方是因为这是一种安全可靠的选择，但如果他们不感兴趣，他们开始就不会坐在那里了。)这里的“safer option”指的就是维护他们公司自身的处境，因此正确答案为D。文章没有提到选项A、C，因此排除，选项B认为他们不是真的感兴趣，与文章原意相悖，因此也排除。

单选题 Dr 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

【正确答案】 A

【答案解析】[解析] 本题考查考生理解具体细节的能力。文章第三段主要在讨论谈判时的着装问题。参加谈判要穿着漂亮、讲究的服装，这是一种误解。事实上，着装与对方相仿，而不是胜过对方，这样才会使对方感到舒服。即便对方不喜欢你，但也觉得你是可以信赖的。这与选项A表达的意义相符，因此正确答案是A。选项B与文中“You do not need to make them feel better than you...”不符；C选项与文中的含义相悖，着装不是让自己感到舒服，而是让对方感到舒服；D选项在文中未提及。

单选题 Deals 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

【正确答案】 B

【答案解析】[解析] 本题考查考生推理判断的能力。文章第五段开始说有些交易不会成功，接下来就对此加以论证。一般来说，谈判进行的时问越长，成功的可能性就越大，因为人们不想让他们对谈判的投资和花费的精力浪费掉。然而文章接下来又指出，对于合资公司情况就不一样了，因为合资意味着共担风险，并且如果有些时候风险太大的情况下，双方都可能不会达成协议。从这里可以看出，公司类型不同，公司的运行方式也不一样，从而谈判可能的结果也不一样。因此正确答案为B。选项A：谈判进行时间太长。文章指出，谈判时间越长，就越有可能成功，因此与原文不符。文章并未涉及选项C：一方比另一方有更多风险。选项D：律师工作太慢。第五段最后一句话说当律师介入谈判以后，因为要就细节进行谈判，所以进程可能会变慢。文章并未说是律师工作太慢，并且这也不是谈判失败的原因。因此选项D不符合题意。

单选题 Dr 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

【正确答案】 A

【答案解析】[解析] 本题考查考生推理判断的能力。最后一段中Dr Cohen提到了孩子是谈判高手，他们想要什么的时候，首先找妈妈，如果妈妈拒绝了他们的请求，他们就会寻求爸爸的帮助，向爸爸施压，如果他们的要求仍得不到满足，就会继而在爷爷奶奶那里上演感情戏；他们会一心一意、专心致志地追求他们想要的东西，想尽各种办法不达目的誓不罢休，并且充满了无限的精力。文章举孩子们的例子是为了说明在谈判中为了达成交易的目的应该准备着尝试各种办法和途径，选项A符合题意。因此正确答案为A。选项B：试着不让人们有罪恶感；选项C：不要使自己筋疲力尽；选项D：控制做决定的过程。这三项文章都未提及，因此应予排除。