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
外语
You will hear a guest speaker on a radio programme talking about how to be successful in negotiation. For each question(23-3
You will hear a guest speaker on a radio programme talking about how to be successful in negotiation. For each question(23-3
admin
2016-10-25
72
问题
You will hear a guest speaker on a radio programme talking about how to be successful in negotiation.
For each question(23-30), mark one letter(A, B or C)for the correct answer.
After you have listened once, replay the recording.
What should every member in the negotiation team understand?
You will hear a guest speaker on a radio programme talking about how to be successful in negotiation.
For each question(23-30), mark one letter(A, B or C)for the correct answer.
After you have listened once, replay the recording.
You have 45 seconds to read through the questions.
[Pause]
Now listen, and mark A, B or C.
Woman: Good evening, ladies and gentlemen, this is Radio 118.9. Welcome to our programme, Business World. Our quest speaker today is Mr. Brown, the Chief Negotiation Officer from a state-owned enterprise.
Man: Good evening. I’m greatly honoured to sit here to discuss with you about what should be done to make negotiations successful.
Firstly, one should be well prepared. Nothing is more important than thorough preparation. That is, you need to know what you expect from negotiations, what are your purposes, your aims and objectives. Only with clear aims, can you have clear thinking. And what do you want from the negotiations? An agreement? A contract? Or just want to find out a few things? In order to make sure that none of the matters which have to be considered and decided upon is overlooked, a checklist should be made.
When the purchase of a product is being negotiated, it is important to understand that the approach taken to the negotiations by the buyer will be very different from the approach taken by the seller. It is especially important for the buyer to be well prepared.
For the buyer, preparing for negotiations will include collecting information in three areas. He needs information about the product to ensure he knows exactly what he is buying. He needs information about the industry and the vendor’s competition to understand the business behind the product. And lastly he needs information about the vendor to get to know the vendor’s likely sticking points.
Then in my opinion, you have to know the minimum deal you can bear. Decide what the least agreement — your bottom line — the lowest offer you can accept.
Then you have to know where you can make your concessions. Fix your target, which is important. Or you will end up regretting the deal. Know where you can give way.
Another important point obviously is to know your strengths and weaknesses. If we take strategic management theory SWOT analysis — you have to understand your own strengths and weaknesses as well as the opportunities and threats that emerge from outside — from the market, from your competitors, for example. So, try to know the market, know your SWOT and know your prices or any possibilities there. With all these done, you can set the negotiation in proper context.
Then you need to prepare all support information such as figures, data, pictures, whatever documents you need. It could be anything — but the most important thing is that you can support what you say. It helps to be clear.
Next, your team. The team has to be well prepared or managed. If you have a team, make sure every member has a clear understanding of his or her role and responsibilities.
Finally, your opening statements. The good negotiation atmosphere should be established right at the beginning of the negotiations. Both parties should seize the opportunity to do this in their first meeting when doing their introductions. The parties should behave gracefully, speak clearly and try to impress the other side with their natural and honest disposition. You’d better not go directly to the details of the negotiation. There are no strict rules on opening or conducting negotiations, but I will suggest several approaches. A completely irrelevant topic is advisable when the two parties start off the negotiations. Topics like the weather, an item of sports news, entertainment news, world news, or social news as well as a matter of personal interest or an experience shared by both parties might be a good opener. Also, a, humorous story can lighten the tension.
选项
A、his or her strengths and weaknesses
B、his or her role and responsibilities
C、his or her contribution and rewards
答案
B
解析
转载请注明原文地址:https://kaotiyun.com/show/8IsO777K
本试题收录于:
BEC中级听力题库BEC商务英语分类
0
BEC中级听力
BEC商务英语
相关试题推荐
•Readthearticlebelowabouttechnicalwriters.•Foreachquestion31-40writeonewordinCAPITALLETTERSonyourAnswerShe
•Readthetextbelowabouthowtoformagoodmanager.•Inmustofthelines41—52thereisoneextraword.Itiseithergrammat
•Readthetextbelowabouthowtoformagoodmanager.•Inmostofthelines(41-52)thereisoneextraword.Itiseithergr
•Readthearticlebelowaboutjoboutlookoffinancialmanagers.•Choosethebestsentencefromtheoppositepagetofilleacho
•Readthearticleaboutletterofcredit.•Foreachquestion31--40,writeonewordinCAPITALLETTERSonyourAnswerSheet.
•Readthejobadvertisementbelow.•Foreachquestion(31-40),writeonewordinCAPITALLETTERSonyourAnswerSheet.
•Readthejobadvertisementbelow.•Foreachquestion(31-40),writeonewordinCAPITALLETTERSonyourAnswerSheet.
•Readthearticlebelowabouttelephoneskills.•Foreachquestion31-40writeonewordinCAPITALLE’I’I’ERSonyourAnswerS
Readthearticleontheoppositepageaboutinnovationinbusinessandthequestionsbelow.Foreachquestion15-20,markonele
•RoadthearticleabouttheEuropeanMonetaryUnionandthequestionsbelow.•Foreachquestion15—20,markoneletter(A,B,
随机试题
Theconference______afullweekbythetimeitends.
______determinesagoodmealvariesfromcountrytocountry.
EvenasAmericanshavebeengainingweight,theyhavecuttheiraveragefatintakefrom36to34percentoftheirtotaldietsin
一般说来,初痢宜( )。痢下白多,重用( )。
A.百日咳B.呃逆C.嗳气D.白喉E.叹息根据咳嗽卢音的变化,来诊断疾病的理论,回答以下问题咳嗽时,咳声如犬吠,称为
A、0.02%呋喃西林溶液B、0.1%雷佛奴尔溶液C、氧化锌软膏D、10%鱼石脂软膏E、0.75%碘伏外敷疖肿用
隔声门的隔声效果,主要与下述()因素有关。Ⅰ.门扇的隔声量;Ⅱ.门缝的密封处理方式;Ⅲ.门上五金安装处的隔声处理;Ⅳ.安装隔声门的墙体结构
建设工程监理合同属于()。
【2014.河北石家庄】能力按照创造性成分,可划分为()。
面向对象程序设计的基本思想是通过建立和客观实际相对应的对象,并通过这些对象的组合来创建具体的应用。对象是(6)。对象的三要素是指对象的(7)。(8)均属于面向对象的程序设计语言。而面向对象的程序设计语言必须具备(9)特征。Windows下的面向对象程序设计
最新回复
(
0
)