</p> 18 According to Dr Cohen, understanding the other person will help you to
( H, x+ V8 P% @& o/ A. ] A gain their friendship, }, N0 a6 B& e( ^" m& E3 S
B speed up the negotiations3 b$ V v# o9 T7 Q9 U0 w+ Z
C plan your next move.4 s2 h3 ^# x" s5 T i; d B- S. N
D convince them of your point of view
% x3 ]9 T$ o" T; h+ U+ w 19 Deals sometimes fail because
# f1 \7 L! l5 J# A A negotiations have gone on too long, M r% S6 [! r3 |
B the companies operate in different ways
9 R. R, N" r' b* x C one party risks more than the other.
0 ]2 j8 J' a0 e D the lawyers work too slowly
4 H; C7 s$ ^, _6 t, D0 `; P) r 20 Dr Cohen mentions children‘s negotiation techniques to show that you should
: E8 u# C1 S1 b( Q4 S) I+ C A be prepared to try every routewww.Examw.com% A- K$ u$ D; A0 J0 K, I7 I8 S# l
B try not to make people feel guilty
( d! K8 }" z; T' \; l1 {) _* v C be careful not to exhaust yourself
8 Q. g8 p& ~3 q1 e- X D control the decision-making process. |