</p> 18 According to Dr Cohen, understanding the other person will help you to: i1 u9 E5 V+ a0 x& ~8 U3 @
A gain their friendship
; E+ O, l% ~) {7 x& I, r+ L B speed up the negotiations8 f( u0 r+ [+ d; @# x
C plan your next move.% t& ^: }$ Q3 V. Q2 L
D convince them of your point of view
, W5 e ~4 a8 s# b) ? 19 Deals sometimes fail because
; }$ V) }9 w- e/ D4 j: {% L A negotiations have gone on too long
4 g. G6 y5 \, A/ g, G B the companies operate in different ways
- P# u; y* P8 f j9 n5 \ C one party risks more than the other.
6 t# c" z$ J7 A1 j: t2 D1 C: ^) X D the lawyers work too slowly
& B T/ I( b3 w" |8 H/ \9 X 20 Dr Cohen mentions children‘s negotiation techniques to show that you should4 b/ F% [$ k# r$ K9 s; z# O$ B
A be prepared to try every routewww.Examw.com% u+ w0 o+ Y% o, ^ h
B try not to make people feel guilty0 |6 P; `. B% s$ v, v4 }$ y8 S
C be careful not to exhaust yourself0 B& p% `; M7 p% @" v
D control the decision-making process. |