Questions 12 to 15 are based on the conversation you have just heard.

Directions:In this section, you will hear two long conversations. At the end of each conversation, you will hear four questions. Both the conversation and the questions will be spoken only once. After you hear a question, you must choose the best answer from the four choices marked A, B, C) and D). Then mark the corresponding letter on Answer Sheet 1 with a single line through the centre.

    12.
  • A They take the rival's attitude into account
  • B They know when to adopt a tough attitude.
  • C They see the importance of making compromises.
  • D They are sensitive to the dynamics of a negotiation.
    13.
  • A They know when to stop.
  • B They know how to adapt.
  • C They know when to make compromises.
  • D They know how to control their emotion.
    14.
  • A They are patient.
  • B They learn quickly.
  • C They are good at expression.
  • D They uphold their principles.
    15.
  • A Clarify items of negotiation.
  • B Make clear one's intentions.
  • C Get to know the other side.
  • D Formulate one's strategy.