11 A red flag was placed there as a token of danger.
A sign
B substitute
C proof
D target

12 However bad the situation is, the majority is unwilling to risk change.
A reluctant
B eager
C pleased
D angry

13 It has been said that the Acts provided a new course of action and did not merely regulate or enlarge an old one.
A limit
B control
C replace
D offset

14 The secretary is expected to explore ideas for post-war reconstruction of the area.
A deny
B investigate
C stress
D create

15 The steadily rising cost of labor on the waterfront has greatly increased the cost of shipping cargo by water.
A gradually
B suddenly
C excessively
D exceptionally

    The first principle is that people are more likely to follow someone who is similar to them than someone who is not. Wise managers, then, ask peers to help make their cases. Second, people are more willing to cooperate with those who are not only like them but who like them, as well. So it’s worth the time to uncover real similarities and offer genuine praise.

    Third, experiments confirm the intuitive truth that people tend to treat you the way you treat them. It’s sound policy to do a favor before seeking one. Fourth, individuals are more likely to keep promises they make voluntarily and clearly. The message for managers here is to get commitments in writing. Fifth, studies show that people really do defer to (服从) experts. So before they attempt to exert influence, executives should take pains to establish their own expertise and not assume that it’s self-evident. Finally, people want more of a commodity when it’s scarce; it follows, then, that exclusive information is more persuasive than widely available data.