《跨境电子商务英语》期末试卷及答案2套

第21页共10页《跨境电子商务英语》试卷（A）（2021－2022学年度第一学期****级****专业）[闭卷，试卷共10页，答题时间120分钟]学号姓名专业班号系（说明：请考生将答案写在考试答题纸上并标明题号，否则不得分。）Choosethebestchoicetocompleteeachofthefollowingsentences.(1foreach,10pointsinall)Theschool’sapproachshouldbe_________tothatoftheplimentaryB.complementaryC.complexD.complicated2.Ifthat’sthecase,then_____________yourtargetgroup.confusewithB.takeonC.concentrateonD.pickup3.Alackofqualificationcanbeamajor_____________tofindingagoodjobincross-bordere-commercearea.reputationB.obstacleC.categoryD.domination4.Theygenerallymakeanoutline,fillitoutwithparagraphs,spellcheck,thenprintand________.A.deleteB.summitC.maintainD.submit5.Theprojectwill______thecity'stelephonenetworktocoveronemillionusers.A.expandB.expectC.expressD.example6.Thestoryshouldactasawarningtoother__________buyers.A.prosperousB.protestC.prospectiveD.progressive7.Allemployeeswhohadarecordoffiveyears’__________employmentwiththefirmwillgetanextrabonus.A.completeB.continuousC.optionalD.selectiveOurbusinessphilosophyis:excellentproducts,professionalteam,devotingspiritsand___________services.credibleB.collectiveC.complementaryD.complicated9.Thenewtradeagreementshould_____________morerapideconomicgrowth.A.frustrateB.facilitateC.fascinateD.fatigue10.Itwilltakeaweekforyourapplicationtobe

___________.processedB.progressedC.promotedD.prolongedII.Fillintheblankineachsentencewithawordtakenfromtheboxinitsappropriateform.(1.5foreach,15pointsinall)transactionimplementsmoothlyachievereplacespreferenceconcessionclaimstimulatepreserveThedesignersofourcompanydecidedto_________theirdistinctidentities.2.Underhisleadership,manyknottyproblemswere_____________solved.3.It’sreallyimpossibleforusmakeany___________byallowingyouanycommission.4.Theychargeafixedrateforeach__________.5.Workerswhohavebeenunfairlydismissedmay___________compensation.6.America’spriorityisrightlyto_____________itseconomy.7.Onespeciesoftree_____________anotherasaforestages.8.Thegovernmentpromisedto__________anewsystemtocontrolfinancialloaninstitutions.ThePentagonhassaiditwillgive_____________tocompanieswithwhichitcandobusinesselectronically.Theycouldnot_____________theirtargetoflessthan3%inflation.III.ReadingComprehension(2foreach,30pointsinall)Directions:InthissectionthereareThreepassagesfollowedbyFifteenmultiplechoicequestions.Foreachmultiplechoicequestion,thereareFOURsuggestedanswersmarkedA,B,CandD.Choosetheonethatyouthinkisthebestanswer.PassageOneAlibabaGroupHoldingLtdsaidonMondayitissettingupadedicatedresearchtaskforcetospearheadinnovativeandpotentiallyrevolutionarynewpathstogrowth,withthegoaloftransformingthee-commercetradingplatformintoawell-roundedandtechnology-drivenpowerhouse.ThegroupsaidthatthroughanewandindependentresearchanddevelopmentdepartmentdubbedNASA,theinternetjuggernautissettingitssightsondevelopingcoretechnologiesthatwouldserve2billionpeoplein20years.FounderandChairmanJackMasaidtheR&DinitiativeaccordswithabroaderplantoturnAlibabaintowhathecalled"theworld'sfifthlargesteconomy",creating100millionjobsandenabling10millionenterprisestobecomeprofitableintwodecades."JustlikehowtheNationalAeronauticsandSpaceAdministrationfueledfundamentalprogressofscienceandtechnologyandfacilitatedpeople'slives,neweconomiesmustbebuiltuponnewtechnology-enabledinfrastructure,"saidMa,whowasspeakingatthecompany'sfirstinternaltechnologyconferenceheldinitsheadquartersinHangzhoulastweek.Ma,whosecommentswerereleasedinastatementbythecompanyonMonday,addedthatAlibabaisreadytoshouldertheresponsibilityofmajortechnologicalbreakthroughs.Areasoffocuswouldinclude,butnotbeconfinedto,machinelearning,chips,theinternetofthings,operatingsystemsandbiometricidentification,Masaid.Alibaba'sChiefTechnologyOfficerZhangJianfengsaid:"Todaywe'vereachedatippingpointwhentechnologymakesarealdifference."ThenewR&Dagencyintendstomoveawayfromtheoldbusinessmodel,underwhichtechnologyfocusedonsupportingbusinessoperations.Instead,AlibabasaiditwantedtoestablishapureholisticR&Dmechanismthatfurnishedthegroupwithcutting-edgetechnologicalsolutionsthatwouldbeinthepipelineforthecomingoneortwodecades.Thecompanycurrentlyemploysmorethan20,000engineers,morethan500ofwhomhavePhDs.Nineofits36partnersonthemanagementboardareexperiencedengineers.Alibabahasbeenpushinghardonthetechnologyfront,fromusingfacialrecognitiontechnologiesindigitalpayments,adoptingartificialintelligencetohelpmitigatetrafficcongestionaroundHangzhou,toleveragingbigdatainanti-piracycampaigns.Amongthelatesteffortisapilotprogramrolledoutlastweekbythecompany'scloud-computingarmAlibabaCloudinpartnershipwithIntelCorp,underwhichthetwoagreedtobuildacloud-basedaccelerationservicethatenablescloud-servicecustomerstohavevirtualaccesstoalargersetofcomputerresourcesmoreeffectively.ZhangMengmeng,aseniorresearcheratCounterpointTechnologyMarketResearch,saidthatasAlibabagrowsitscorebusinessesintoacollaborativeecosystem,itwillneedtechnologyasthefirepowertoenhanceitscomplementarycapabilities."It'savisionarymove.Alibabaisnolongercontentwithbeingrecognizedasanonlinetradingplatform,"shesaid."Itneedsnewtechnologiestofulfillandbalanceitsmultiplerolesasavirtualshoppingmall,acloudcomputingprovider,apaymenttool,andalogisticsnetwork."China'sinternettriumvirateknownasBAT(forBaiduInc,AlibabaandTencentHoldingsLtd)areallsparingnoeffortsintheirpushfortechnologicalbreakthroughs.SearchengineBaiduisdelvingintoartificialintelligenceresearch,bychampioninganationallabfordeeplearning.Meaningof“juggernaut”fromline2,paragraph2ofthepassageissimilarto_________.companyB.workerC.giantD.employerJackMabelievesthat_____________.Alibabaistheworld’sfifthlargesteconomy.20yearslater2billionpeoplewillbeworkingdirectlyforAlibabatechnologyinnovationwillbringaboutneweconomiesNASAwilljoinhandswithAlibabatodevelopnewtechnologiesTheR&Dagency__________.hastheaimthattechnologyfocusesonsupportingbusinessoperationsWillworkforAlibabaonlyinthecomingoneortwodecadeshasJackMaastheagencychiefwillpossessthemostadvancedtechnologiesinthecomingyearsAccordingtothepassage,Alibabahasbeenapplyingnewtechnologiesintopracticalfieldsexcluding__________.onlinepaymentpublicsecuritytrafficmanagementintellectualpropertyprotectionAccordingtothepassage,whichofthefollowingstatementisNOTtrue?TechnologyisthekeyelementforAlibabatofosteritscompetitiveability.BATareallspendingalotofmoneyandenergyfortechnologicalinnovations.Alibabawillbeacomprehensivesystem.Alibabaisnolongeranonlinetradingplatform.PassageTwoTheAmericaneconomyisinabefuddlingstate.Firmsareonasix-yearhiringspreethatshowslittlesignofabating;payrollsswelledbyanaverageof190,000amonthbetweenMayandJuly.Competitionforworkersispushingupwages.ThemedianpayriseintheyeartoJulywas3.4%,accordingtotheFederalReserveBankofAtlanta.Americansarespendingthatcash;inthesecondquarter,consumptionperpersongrewatanannualpaceof5.5%,equalingitsfastestgrowthinadecade.YetrealGDPisexpandingbyonly1.2%ayear.Theculpritseemstobebusinessinvestment,whichhasfallenforthreeconsecutivequarters.Iffirmsarehiringandconsumersarespending,whyisinvestmentweak?Therearethreepotentialexplanationsforthiswidespreadreluctancetoinvest.Thefirstisweakdemandforthefirms’goods.Thisexplainsexporters’restraint,givenlacklustreglobaldemandandapriceydollar.Butitmakeslesssenseathome,withconsumerspendingstrong,andfirmshappytohireandtoraisewages.Thesecondistightercredit.SincetheFederalReserveraisedinterestratesinDecember,theaverageratebankschargefirmstoborrowisupbyabouthalfapercentagepoint.Afterfiveyearsoflooseningstandards,morebankshavetightenedthaneasedcreditstandardsforbusinesslendingin2016,accordingtoaFedsurvey.InFebruary,financial-marketturmoilcausedcreditspreadsinbondmarkets,thebestmeasureofcreditconditions,tosurge.Yetitisunlikelythatslightlytightercredithassubstantiallycrimpedinvestment,becauseAmericanfirmsareflushwithcash.Attheendoflastyeartheyhad$1.7trilliononhand,enoughtopayforHillaryClinton’sinfrastructureplansixtimesover(thoughmuchofthiscashisheldoverseasfortaxreasons).Indeed,firmsareaccumulatingcashatthefastestratesinceJuly2011,accordingtotheAssociationforFinanceProfessionals,anindustrygroup.Thatleavesthethirdexplanation:thatinspiteofstrongspending,slowtrendgrowthisreducingopportunitiesforprofitablelong-terminvestments.Onthisview,therecentdownturninbusinessinvestmentwaslessofacyclicalblipthanasignofthingstocome.Economiesgetbiggerwhentheyaddpeopleorgetmorefromtheirexistingworkforce.Americaisdoinglessofboth.TheBureauofLabourStatisticsprojectsthatthelabourforcewillgrowbyanaverageof0.5%ayearfrom2014to2024,downfrom1.2%annuallyfrom1994to2004,becauseofageingbaby-boomersandlowfertility.Andproductivitygrowthhasstalled.From2005to2015,outputperhourworkedgrewbyonly1.3%ayear,downfromgrowthof3%ayearbetween1995to2005.Intheyeartothesecondquarterof2016,productivityactuallyfell,by0.4%.Optimistsarguethatthisispartofalengthyhangoverfromtherecession,whichshouldsoonend.Onecontributortoproductivityistheamountofcapital-forexample,machineryorcomputers-thateachworkerhasattheirdisposal.Therecessionsentthisratiosoaringasfirmslaidoffworkersandleftmachinessittingidle.Whywouldfirmsinvestagainbeforetheyhadreplenishedtheirpayrolls?Butthisexplanationisbecominglessconvincing.Thecapital-to-workerratioreturnedtoitslong-runtrendin2014(thelastyearforwhichdataareavailable).Itispasttimeforproductivitygrowthtohaverecovered;instead,itsinkingfurther.Pessimiststhinktheproductivityproblemischronic.Technologicaladvances,theysay,areever-lessrevolutionary:Uberislessofanadvancethanthecaritself,thesmartphonehasnotchangedofficeworkthewaythePCdid.Nonsense,reply“techno-optimists”,whoforeseehugeadvancesinmachinelearningandrobotics.Fornow,thedatasupportthepessimists.Thebestmeasureoftechnologicaladvanceistotalfactorproductivity,whichmeasuresoutputaftercontrollingforboththenumberofworkersandtheamountofcapital.In2015itgrewbyjust0.2%,comparedwithanaverageof1.1%inthetwodecadespriortothefinancialcrisis.Businessesanticipatingslowerlong-termgrowthcannotbeexpectedtoinvestmuch.Andpoliticianscannoteasilyconjureuptechnologicalprogress.Buttheycanboostcompetition,simplifytaxesandregulation,andinvestininfrastructureandeducation,allofwhichwouldhelptoraiseAmericanproductivity.6.Whichevidencedidtheauthorusetoretort“tightercredit”asapotentialexplanationforthewidespreadreluctancetoinvest?A.StrongdomesticconsumerspendingB.GoodjobopportunitiesandwageraiseC.FastcashaccumulationrateofAmericanfirmsD.Reducedopportunitiesforinvestments7.Whydopessimiststhinkthefallinproductivityischronic?A.Hightechdoesn’tmakebetterchanges.B.Itispartoftheeconomicrecession.C.Productivitygrowthhasstalled.D.Productivityactuallyfellby0.4%.8.ThefollowingareallwaysforpoliticianstoraiseAmericanproductivityEXCEPT_____.A.boostingcompetitionB.SimplifyingtaxesandregulationC.InvestingininfrastructureandeducationD.Conjuringuptechnologicalprogress9.Howdotheoptimistsexplainthefallinproductivity?A.Itwillnotend.B.Itispartofalengthyhangoverfromtherecession.C.Theamountofcapitaltoeachworkerhasnothingtodowithit.D.Thefirmsreplenishedtheirpayrolls.10.What’stheauthor’sattitudetowardsthethreepotentialexplanationsforthewidespreadreluctancetoinvest?A.Theauthoragreeswiththefirstone.B.Theauthoragreeswiththesecondone.C.Theauthoragreeswiththethirdone.D.Noneoftheabove.PassageThreeTheincreaseininternationalbusinessandinforeigninvestmenthascreatedaneedforexecutiveswithknowledgeofforeignlanguagesandskillsincross-culturalcommunication.Americans,however,havenotbeenwelltrainedineitherareaand,consequently,havenotenjoyedthesamelevelofsuccessinnegotiationinaninternationalarenaashavetheirforeigncounterparts.Negotiatingistheprocessofcommunicatingbackandforthforthepurposeofreachinganagreement.Itinvolvespersuasionandcompromise,butinordertoparticipateineitherone,thenegotiatorsmustunderstandthewaysinwhichpeoplearepersuadedandhowcompromiseisreachedwithinthecultureofthenegotiation.Inmanyinternationalbusinessnegotiationsabroad,Americansareperceivedaswealthyandimpersonal.ItoftenappearstotheforeignnegotiatorthattheAmericanrepresentsalargemulti-million-dollarcorporationthatcanaffordtopaythepricewithoutbargainingfurther.TheAmericannegotiator’srolebecomesthatofanimpersonalsupplierofinformationandcash.InstudiesofAmericannegotiatorsabroad,severaltraitshavebeenidentifiedthatmayservetoconfirmthisstereotypicalperception,whileunderminingthenegotiator’sposition.Twotraitsinparticularthatcausecross-culturalmisunderstandingaredirectnessandimpatienceonthepartoftheAmericannegotiator.Furthermore,Americannegotiatorsofteninsistonrealizingshort-termgoals.Foreignnegotiators,ontheotherhand,mayvaluetherelationshipestablishedbetweennegotiatorsandmaybewillingtoinvesttimeinitforlong-termbenefits.Inordertosolidifytherelationship,theymayoptforindirectinteractionswithoutregardforthetimeinvolvedingettingtoknowtheothernegotiator.Clearly,perceptionsanddifferencesinvaluesaffecttheoutcomesofnegotiationsandthesuccessofnegotiators.ForAmericanstoplayamoreeffectiveroleininternationalbusinessnegotiations,theymustputforthmoreefforttoimprovecross-culturalunderstanding.Whatkindofmanagerisneededinpresentinternationalbusinessandforeigninvestment?A.Themanwhorepresentsalargemulti-million-dollarcorporation.B.Themanwithknowledgeofforeignlanguagesandskillsincross-culturalcommunication.C.Themanwhoiswealthyandimpersonal.D.Themanwhocannegotiatewithhisforeigncounterparts.12.Accordingtothepassage,internationalbusinessnegotiationinvolves.A.short-termgoalsB.long-termbenefitsC.informationandcashD.persuasionandcompromise13.Intheforeignnegotiators’eyestheirAmericancounterpartsare.A.impersonalsuppliersofinformationandcashB.skillfulinnegotiationC.goodatestablishingrelationshipbetweennegotiatorsD.indirectandimpatient14.WhichofthefollowingisNOTmentionedinthepassage?A.Foreignnegotiatorsarewillingtoinvesttimeinrelationshipbetweennegotiators.B.Americannegotiator’sdirectnessandimpatiencecausecross-culturalmisunderstanding.C.Americanshasplayedamoreeffectiveroleininternationalbusinessnegotiations.D.ForeignnegotiatorsthinkthatAmericancanaffordtopaythepricewithoutbargaining15.Whatisthetopicofthispassage?A.ThedifferencesbetweenAmericannegotiatorsandforeignnegotiatorsB.NegotiationskillsC.Internationalbusinessandcross-culturalcommunicationD.Cross-culturalunderstandingIV.CompletethefollowingsentencesbytranslatingtheChinesegiveninthebracketsintoEnglish.(2foreach,30pointsinall)Peopleoften___________________(把跨境电子商务与……混淆)traditionalforeigntrade.2.Thereissomethingaboutmusicthat______________________(使它有别于其他艺术形式).3.Theyclaimtohavea40%________________(全球市场份额).4.Weneedto___________________(针对我们的受众),namelywomenagedbetween20and40.5.Hereafter,whenever___________________________(用户登录)andtrytocreatework-spaces,theywillbeabletoseethesechangesbydefault.6.Failuretocomplywiththeseconditionswill___________________________(导致合同终止).7.Itisnecessaryto______________(进行一项调查)intotheproductandtheindustryfirst.8.Wewishtoorderfromyou___________________(按照这个购货订单).9.Theproposalsdeservesupportasthey______________________(优先考虑了)theneedsofchildren.10.They___________________(要求退款)onunsatisfactorygoods.11.Wewouldrathercutdownthepricethan_________________.(积压大量货物)12.Improvingqualityisnotsimply“meetingrequirements,”orproducingaproductthat_____________________(满足用户需要和期望的).13.That’swhySEMisalsoknownas____________(按点击收费),becauseyouonlygetchargedforeachclickthatyouradgenerates.14.Administratorshavebeendoingwhattheycanto______________________(加快工作效率).15.Customersgladlypayanannualmembershipfeeto______________________(大量选购商品).V.Writing.(15pointsinall)Pleasewriteacompositionaccordingtothesituation.StevefromJasonTradeCo.andChenFengfromFuzhouHongfaImport&ExportCo.havenegotiatedone-mailforseveralroundsandreachedtheagreement.YesterdayChenFengreceivedane-mailfromSteveaskingfora6%reductionontheprice.PleasewriteareplyonbehalfofChenFengtorefusetoconsideranyreductionbutagreetogivea2%ofcommission.《跨境电子商务英语》试卷（B）（2021－2022学年度第一学期****级****专业）[闭卷，试卷共10页，答题时间120分钟]学号姓名专业班号系（说明：请考生将答案写在考试答题纸上并标明题号，否则不得分。）Choosethebestchoicetocompleteeachofthefollowingsentences.(1foreach,10pointsinall)Theirfindingshavebeenwidely___________.disseminatedB.distributedC.flownD.selectedArts_____________culturaldevelopmentwhenpeoplegathertogethertosharetheirexperience.springupB.comparetoC.contributetoD.combinewith3.Iwouldliketoaskyoutoconsidermy___________forthepositioninsalesthatyouadvertisedinlastweek'snewspaper.A.descriptionB.allowanceC.qualificationD.wish4.Thecarmakerisalmostreadyto______anewmodelinSeptember.A.initiativeB.declareC.launchD.accumulate5.That’swhyChina_____________foritsrelationshipwiththeworldas:peace,developmentandcooperation.A.setthetoneB.setfootC.setforthD.setaside6.Thenewsystemshavebeen_____________forrunningMicrosoftWindows.realizedB.optimizedC.industrializedD.strengthened7.Scienceandtechnologyarepartofthe_________forces.A.productiveB.primitiveC.deductiveD.active8.You’llneedsomecashinlocal_________butyoucanalsouseyourcreditcard.A.efficiencyB.currencyC.authorityD.popularity9.Theaccountswere___________correctbythefinancedepartment.A.certifiedB.conservedC.consumedD.convinced10.Herjobistoprepare

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balance.confirmationB.reconciliationC.institutionD.localizationFillintheblankineachsentencewithawordtakenfromtheboxinitsappropriateform.(1.5foreach,15pointsinall)updatedclueutilizesubscriptionvarietyinvolvessetapprovalcoordinatecoverage1.Therearemajordifferenceswithinthesegroups,however,onwhetherto__________resources.

2.Itseemedtherationalwayto__________andorganizethingssinceitisacomplicatedmatter.3.Thescientistswillstudythe________oftreesandobservewhicharefruiting.4.Anyinvestment_____________anelementofrisk.5.Ifyouhaveno__________ofhowtowriteacontract,takealookatthisarticle.6.TheGDPfiguresare___________onaquarterlybasis.7.Theplanwillbesubmittedtothecommitteeforofficial__________.8.Themonthly__________feeisafixedcost,oftenforaminimumcontractedlengthofagreementofoneyear.9.Heurgedthemto____________asideminordifferencesforthesakeofcooperation.10.Theincidenthasreceivedwide___________inthepress.III.ReadingComprehension(2foreach,30pointsinall)Directions:InthissectionthereareThreepassagesfollowedbyFifteenmultiplechoicequestions.Foreachmultiplechoicequestion,thereareFOURsuggestedanswersmarkedA,B,CandD.Choosetheonethatyouthinkisthebestanswer.PassageOneYaoYunchun,a24-year-oldauthorwhofrequentlyshopsonlineinHangzhou,ZhejiangProvince,hasneverbeensoimpatientforherparcelsassheisnow.Shehasbeencountingeverydaywhileshewaitsfortheproductssheorderedtoarrive,asmanydeliverieshavebeendelayedoverthepastmonth.“IttookmorethanaweekforoneofmyparcelstoarrivefromBeijingwhile,inthepast,ittookonlyfourdays,”saidYao.SheisjustoneofthemanywholikeshoppingonT,thecountry’slargestonlineshoppingsite,whichhaspostedapologeticannouncementstocustomersforthedelaysindeliveries.“Manyparcelsarestillattheairportandcannotbedeliveredontime,butIthinkIwilldomybest.”Taobaoclothesretailer(零售商)IMShopsaidonitswebsite.Meanwhile,majorexpressdeliverycompaniesinChinahaveputupnoticessayingtheyarereadytocopewiththedelayinrecentdays.“Itwasmainlycausedbyabigincreaseinonlineshoppingordersbecauseofdiscountsofferedbye-commercecompanies,”saidChenShousong,ananalystwithdomesticresearchcompanyAnalysisInternational.TaobaoMall,thecountry’slargestbusiness-to-customershoppingsitebymarketshare,forexample,rolledoutalarge-scalediscountonNovember11inwhich150brandssoldtheirproductsathalfprice.Thediscountattractedtheattentionofmanye-shoppingenthusiastswhospent936millionyuan($142million)injustoneday.Therecentshortageofdieseloil,whichrestrictsdeliveryvehicles’capacity,andbadweatherconditionsinNorthChina,alsoaddedtoanalreadyoverloadedexpressdeliverymarket.Bottlenecksindeliveryoftenappearbeforelongholidays,suchasthecomingChristmasandNewYearholidaysandtheChinesetraditionalSpringFestivalholiday.Deliveryemployeesoftenquittheirjobsatthattimewhenfacedwithlotsofworkandlowpay.Sosomeexpressdeliverycompaniesareapplyingtobuildtheirownteams,evenairlines.1.Whichofthefollowingisthebesttitleforthepassage?A.WaitingforthePostmanImpatientlyB.ShoppingonTConvenientlyC.ArguingwithRetailersOnlineHeatedlyD.SufferingfromLarge-scaleDiscounts2.Whyweremanydeliveriesdelayedlastmonth?A.Theairportdidn’tperformtheirdutyproperly.B.Somecustomersdidn’tpayenoughmoney.C.Salesvolumeinonlineshoppinggoesuprapidly.D.Deliverycompaniesareshortofvehicles.3.Theunderlinedword“enthusiasts”hasthesamemeaningwith.A.retailersB.customersC.providersD.owners4.Whatwouldbecontinuedwiththepassage?A.Toattractmorenewdeliveryemployees.B.TocallofftheholidayfortheSpringFestival.C.Tostoponlineshoppingbeforeholidays.D.Tobuilde-commercecompanies’owndeliveryteams.PassageTwoYoucannegotiatevirtuallyanything.Projects,resources,expectationsanddeadlinesarealloutcomesofnegotiation.Somepeoplenegotiatedealsforaliving.DrHerbCohenisoneoftheseprofessionaltalkers,calledinbycompaniestonegotiateontheirbehalf.Heapproachestheartofnegotiationasagamebecause,asheisusuallynegotiatingforsomebodyelse,hesaysthishelpshimdraintheemotionalcontentfromhisconversation.Heisworkinginacompetitivefieldandneedstoavoidbeingtooadversarial.Whetherhesucceedsornot,itisimportanttohimtomakeagoodimpressionsothatpeoplewillrecommendhim.Thestartingpointforanydeal,hebelieves,istoidentifyexactlywhatyouwantfromeachother.Moreoftenthannot,onepartywillbetryingtopersuadetheotherroundtotheirpointofview.Negotiationrequirestwopeopleattheendsaying‘yes”.Thiscanbeaproblembecauseoneofthemusuallybeginsbysaying“no”.However,althoughthiscanmaketalksmoredifficult,thisisoftenjustastartingpointinthenegotiationgame.Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.Itisamisconceptionthatskillednegotiatorsaresmoothoperatorsinsmartsuits.DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.Pitchyourlooktosuityourcustomer.Youdonotneedtomakethemfeelbetterthanyoubut,forexample,dressinginastylethatisnotovertlyexpensiveorsuccessfulwillmakeyoumoreapproachable.Peoplewillgenerallyfeelmorecomfortablewithsomebodywhoappearstobelikethemratherthansuperiortothem.Theymaynotlikeyoubuttheywillfeeltheycantrustyou.DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintotheworldoftheotherside.Askquestionsratherthangiveanswersandtakeaninterestinwhattheotherpersonissaying,evenifyouthinkwhattheyaresayingissilly.Youdonotneedtobecometheirbestfriendsbutbeingtoocleverwillalienatethem.Alotofdealsaremadeonimpressions.Donotrushwhatyouaresaying—