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3. 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
A. there is much emotional content in his negotiation
B. he is often negotiating for somebody else C. he doesn’t care whether he is being
adversarial or not D. he doesn’t need others to recommend him
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call in 请（某人）进来 on one’s behalf 代表某人 more often than not 通常，往往 one’s point of view 某人的观点
superior to 高于 make on 在……上获利 joint venture 合资企业 put paid to 了结，结束
Words and Expressions
expectation [,ekspek'teɪʃən] n. 期待，期望 drain [dreɪn] n. 耗尽 competitive [kəm'petɪtɪv] a. 竞争的，比赛的 adversarial [,ædvə'seərɪəl] a. 敌人的，对手的 misconception ['mɪskən'sepʃən] n. 误解 strategy ['strætɪdʒɪ] n. 战略，策略
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5. 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
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be responsible for 对……负责 on hold （电话接通时）等某人接电话 for instance 例如 inform…of… 通知…… have difficulty (in) doing sth. 做某事有困难当心
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2. 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
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overtly ['əʊvətli] ad. 明显地，公然 approachable [ə'prəʊtʃəb(ə)l] a. 可接近的 alienate ['eɪljəneɪt] vt. 使疏远 hesitation [,hezɪ'teɪʃən] n. 犹豫，踌躇 verbal ['vɜːbəl] a. 词语的；口头的 dexterity [deks'terɪtɪ] n. 手的灵巧，灵活 clash [klæʃ] n. 冲突 blackmail ['blækmeɪl] n. （情感或道德上）迫使 inexhaustible [,ɪnɪg'zɔːstəbl] a. 无穷无尽的
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Comprehension of the Text
Read the text carefully, and choose the best answer for each of the following.
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1. Dr. Cohen treats negotiation as a game because _____.
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Unit Ten Negotiations
Unit Goals Words and Expressions Comprehension of the Text Exercises Practical Writing
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Unit Goals
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4. According to Dr. Cohen, understanding the other person will help you to _____.
A. gain their friendship B. slow down the negotiations C. plan your next move D. convince them of your point of view
In this unit, you will learn how to : assist in negotiations, make use of some negotiation skills, prepare a negotiation, write business contracts
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