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, For example, 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 suggests that the best way to sell your proposal is by getting into the world of the other side. Ask questions

　　rather than give answers and take an interest in what the other person is saying, even if you think what they are saying is

　　silly. You do not need to become their best friends but being too clever will alienate them. A lot of deals are made on

　　impressions. Do not rush what you are saying---put a few hesitations in , do not try to blind them with your verbal

　　dexterity. Also, you should repeat back to them what they have said to show you take them seriously.

　　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, which can put paid to any deal. 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.

　　De Cohen thinks that children are the masters of negotiation. Their goals are totally selfish. They understand the

　　decision-making process within families perfectly. If Mum refuses their request , they will troop along to Dad and pressure

　　him. If al else fails, 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 lesson to be learned from watching

　　and listening to children.

　　PART FIVE

　　Section A

　　Questions 36-40

　　. Read this text about a Japanese company.

　　. In most of the lines (36-40) there is one extra word which does not fit in. One or two line, however, are correct.

　　. If the line is correct,put a tick (√)in the space on your Answer Sheet.

　　. If there is an extra word in the line, write that word in the space on your Answer Sheet.

　　Example :

　　For short distance, it uses its own' self airplanes. For international ……self……

　　flights it calls on leading airlines including the Japanese Airlines. …… …… √…… . ……