首页
外语
计算机
考研
公务员
职业资格
财经
工程
司法
医学
专升本
自考
实用职业技能
登录
考研
[A] Don’t fixate on the deal in front of you and ignore alternatives [C] Don’t get hung up on one issue [C] Avoid the ba
[A] Don’t fixate on the deal in front of you and ignore alternatives [C] Don’t get hung up on one issue [C] Avoid the ba
admin
2021-09-25
33
问题
[A] Don’t fixate on the deal in front of you and ignore alternatives
[C] Don’t get hung up on one issue
[C] Avoid the bad strategy of "negotiating by continually conceding"
[D] Get the help of the best advisors and lawyers.
[E] Always draft the first version of the agreement
[F] Keep the negotiations professional and courteous
[G] Identify who has the final say
To successfully negotiate a business deal you have to be prepared, observant, professional, and much more. In this article I provide a number of tips for successfully closing a deal.
【C1】 ________
This is also known as the "don’t be a villain rule. " Nobody really wants to do business with a difficult or abusive personality. After all, even after the negotiations are concluded, you may want to do business with this person again, or the transaction may require ongoing involvement with the representative of the other side. Establishing a good long-term relationship should be one of the goals in the negotiation. A collaborative, positive tone in negotiations is more likely to result in progress to a closing.
【C2】 ________
Years ago, a company I was involved with was desperate to sell itself. The CEO was convinced that a certain prospective buyer was the ideal acquirer and he wanted to do the deal with them. But the buyer kept coming up with new unreasonable demands, and the CEO kept giving into those demands in the hopes of getting to a closing. So what did the buyer do? It learned that it could just keep asking for more unreasonable things, and that the CEO would always eventually cave.
Nine months and $1 million in legal fees later, the company still didn’t have a deal. I then took over the negotiations and told the buyer that we were no longer interested in the terms they had been proposing, and we were walking away unless the price and deal terms got much better for us. By that time, the buyer itself had expended a great deal of legal fees and management time to get to a deal, and they panicked at the prospect of losing the deal. So they closed the deal in 45 days.
【C3】 ________
In many situations you want to have competitive options. This can enhance your negotiating position and allow you to make the best decision as to how to proceed. For example, if you are engaging in a process to sell your company, the best thing you can do is to have several potential bidders at the table. You want to avoid being locked up into exclusive negotiations with one bidder until you have reached a meeting of the minds as to the best price and terms available. Similarly, if you are looking to buy a product, lease office space, or acquire a loan for your business, you will often be better off if you have other choices—and the other party knows it has viable competitors. By negotiating simultaneously with two or more parties, you can often obtain better pricing or contractual terms.
【C4】 ________
You want to understand what kind of authority the other person that you are negotiating with has. Is he or she the ultimate decision-maker? I recently went through a long and fruitless set of negotiations with a person who kept telling me that he didn’t have the authority to agree to a number of points we were negotiating. He could tell me "no" to my requests but didn’t have the ability to tell me "yes. " My solution, because I had leverage, was that I ended the conversation and said that for us to make any progress, I needed to negotiate with the person who was authorized to make decisions and concessions.
【C5】 ________
An absolutely fundamental principle of almost any negotiation is that you or your lawyers should prepare the first draft of the proposed contract. This lets you frame how the deal should be structured, implement key points that you want but haven’t been discussed, and gets momentum on your side. The other party will be reluctant to make extensive changes to your document unless it is absurdly one sided, and therefore you will have already won part of the battle by starting off with your preferred terms. Having said that, you want to avoid starting the negotiations with an agreement that the other side will never agree to. Balance is key here.
【C5】
选项
答案
E
解析
在本段中,作者认为在谈判中自己要准备拟定合同的第一稿,这可以让己方占得先机。
转载请注明原文地址:https://kaotiyun.com/show/5Z1Z777K
0
考研英语一
相关试题推荐
Halfoftheworld’spopulationwillbespeakingorlearningEnglishby2015,researcherssay.Twobillionpeopleareexpectedto
TheU.S.SecretService,whichstudies"targetedviolence",providesinsightontheurgencyoftheneedinits2002"SafeSchool
Scholasticthinkersheldawidevarietyofdoctrinesinbothphilosophyandtheology,thestudyofreligion.【F1】Whatgivesunity
Scholasticthinkersheldawidevarietyofdoctrinesinbothphilosophyandtheology,thestudyofreligion.【F1】Whatgivesunity
TheethicaljudgmentsoftheSupremeCourtjusticeshavebecomeanimportantissuerecently.Thecourtcannot【C1】______itslegit
TheethicaljudgmentsoftheSupremeCourtjusticeshavebecomeanimportantissuerecently.Thecourtcannot【C1】______itslegit
Themoreparentstalktotheirchildren,thefasterthosechildren’svocabulariesgrowandthebettertheirintelligencedevelop
Whatdoesitmeantobeintelligent?Mostpsychologistsagreethatabstractreasoning,problemsolving,andtheabilitytoacqui
Asanycityincreasesinsize,thereisacorrespondingsurgeinvehiculartraffic,aproblemthat,ifleftunaddressed,canhin
[A]Overthepastyear,theprospectivebrainhypothesishasgainedsteadysupportamongneuroscientists.Anintriguingpossibil
随机试题
关于恩他卡朋的叙述正确的是
患者男,65岁。诊断为肺炎入院,应用抗生素治疗后未见好转,3天后突然出现呼吸急促,烦躁,出大汗。体检:呼吸42次/分,血压98/70mmHg,脉搏102次/分,口唇发绀,双肺闻及水泡音。呼吸衰竭患者气管插管或气管切开的适应证是
舌尖淋巴管大部分回流至()
对骨髓有抑制作用,可引起血小板计数减少的药品是
下列哪一行为应以玩忽职守罪论处?()(2012/2/21)
阅读《声声慢》教学实录(节选),按照要求答题。(播放安雯演唱的《月满西楼》视频)师:这么美的歌声把我们一起带进了课堂,同学们知道这首歌曲的名字叫什么吗?歌词化用了哪位词人的哪首词?生:李清照的《一剪梅》。师:那咱们来一起背诵一遍这首词。(师生
(2020年广东)2020年6月30日颁布的《中华人民共和国香港特别行政区维护国家安全法》是保持香港特别行政区繁荣和稳定的重要法律。以下属于该法规定处罚的罪行有()。①分裂国家罪②颠覆国家政权罪③恐怖活动罪④勾结外国或者境外
全加器是由两个加数Xi和Yi以及低位来的进位Ci-1作为输入,产生向高位的进位Ci以及本位利Si的逻辑电路。(65)和(66)分别是进位和本位和的正确逻辑表达式。全加器亦可通过半加器来实现,此时Si=(67)。若某计算机采用8位带符号补码表示整数,则可由8
下图中所示的查询返回的记录是()。
AntoinetteRicks,Manager,FiestaCatering78ParkAvenue,Detroit,MI48206DearMs.Ricks,Iamsendingthislettertocontes
最新回复
(
0
)