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
　　18 According to Dr Cohen, understanding the other person will help you to
　　A gain their friendship
　　B speed up the negotiations
　　C plan your next move.
　　Dconvince them of your point of view
　　19 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
　　20 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.
　　關于negotiating techniques的文章。 傳統(tǒng)的閱讀題型，相對比較容易。
　　15題，答案很明顯：he says this helps him drain the emotional content from his conversation。幫助他抽離他的談話中的感情成分。要想選對，只需要知道選項B中detached的含義：not reacting to or becoming involved in something in an emotional way
　　16題，這題貌似只能采取排除法。因為幾個選項和原文的對應都不是太明顯。問為什么很多人在一開始要對一個建議說“不”。答案是第二段的最后一句：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.。最高管理層在一開始可能會拒絕這個建議，因為這樣是一個更安全的選擇。但是如果他們真的不感興趣的話，他們就不會在那里（談判）了。A在這段文字中沒有提到，B不對，他們肯定是感興趣的，C也不對沒有提到，原文說的是safer option。選D，之所以會拒絕，因為從維護公司利益的角度，這樣是一個safer option。
　　17題，答案也很明顯：Dr Cohen says that one of his strategies is to dress down so that the other side can relate to you.這里的兩個詞組可以解釋下：
　　dress down: to wear clothes that are more informal than the ones you would usually wear relate to :to feel that you understand someone's problem, situation etc
　　所以這個句子意思是穿的不那么正式，這樣可以讓另一方接近你。也就是A說的是你的風格適應你的談判對象。C不對，不是make you feel comfortable，而是make others feel comfortable。D也不對，可能會誤選，不是讓別人喜歡你，like太夸張了，只是容易接近。
　　18題，答案在第四段的第一句話：Dr Cohen suggests that the best way to sell your proposal is by getting into the world of the other side.。走進另一方的世界，就是原文說的understanding the other person，目的是為了sell your proposal，也就是讓對方接受你的建議，選D。
　　19題，談判失敗的原因，答案是第五段的這么一句：More common is a corporate culture clash between companies, which can put paid to any deal。公司文化沖突導致的。文化沖突，就是兩個公司在運作、理念等等上的不一致，選C：兩個公司以不同的方式運作。
　　20題，為什么要借鑒小孩子的辦法，原文最后一段提到小孩子的辦法就是，爸爸不行找媽媽，媽媽不行就在感情上敲詐爺爺奶奶。此路不通就換另一條，就是A說的嘗試每一條路線。B沒有提到，C不對，原文說小孩子有inexhaustible supply of energy。D也沒有提到。