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  3. Negotiation is limited to the corporate boardroom or to high-stakes business settings . By becoming familiar with simple negotia

Negotiation is limited to the corporate boardroom or to high-stakes business settings . By becoming familiar with simple negotia

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问题     Negotiation is limited to the corporate boardroom or to high-stakes business settings . By becoming familiar with simple negotiating skills, you can help solve a wide variety of workplace problems, both large and small.
    When you are discussing a need or problem with your coworkers, choose whichever of the following techniques will help bring your discussion to a positive close.
    Learn about the other’s needs . What does the other person need? How can you help meet these needs? Negotiation often involves exchanges, and your willingness to discover resources you can "swap" with each other can make your negotiation successful.
    Listen. 【R1】______
    Negotiate with the right person. 【R2】______.
    Ask questions . In the course of a typical negotiation, your coworker will say things you disagree with . He might even make an ultimatum or two . Don’t respond in kind . Probe his position by asking open-ended questions and posing hypothetical scenarios. You will likely discover additional negotiating room as a result.
    Know your strengths but don’t let on . 【R3】______.
    Don’t be afraid to give in , but do it point by point. A good rule of thumb: make a concession only when your coworker makes a concession. Think of negotiating as a selling . Imagine you are a salesperson who must convince your customer of the merits of your product. A sales mindset will help you maintain a positive and persuasive attitude.
    Anticipate shock tactics. Good negotiators know that "shock tactics" are a normal part of serious negotiation discussions. 【R4】______.
    Look at the big picture. If you and your coworker agree on the big picture , you can agree "in principle" to your mutual objective-and pursue the details later. An agreement in principle often removes a major stumbling block to successful negotiations, since it may put you and the other person on the same side.
    Look for "yes" opportunities. 【R5】______When you hear a "yes" , thank you coworker and reaffirm your desire to conclude an agreement.
    Remember that winning is not everything. In a productive negotiation, both sides give away something in order to gain something of greater value. Do not enter a negotiation with the intention of browbeating your opponent or "winning" the deal. Instead, seek to arrive at a win-win outcome that leaves both you and your coworker enthusiastic about the result and eager to negotiate again.
    A. Always maintain a sense of decorum, even when others appear angry, frustrated of disgusted. Your decorum signals your willingness to continue the discussion-but on civil terms.
    B. Remain on the lookout for points you and the other person agree on. When negotiations are not going well — even when they seem doomed — agreement on a relatively minor point can often change the tone of the discussion.
    C. Let your coworker talk about her problem first. Try to understand her position before you argue your point of view.
    D. Don’t let your coworker know fully what you can offer in negotiation until the discussion progresses further. Save your best negotiating points and concessions for later.
    E. Nothing is more frustrating than approaching an individual to help you solve a problem, only to discover that he cannot. Figure out who can help meet your needs, and then decide how best to approach that individual.
【R4】
选项 A、 
B、 
C、 
D、 
E、 
答案A
解析 本题要讨论的技巧是anticipate shock tactics(预期对方会使用吓阻战术)空的前面提到“高明的谈判协商者都知道在重大的协商过程中，‘吓阻战术’的运用是很正常的一部分。”接下来就要说“你”在这种情况下怎么办了，A选项“即使当其他人显得愤怒、挫败或厌恶时，你还是要保持庄重有礼的态度。你的端庄有礼，象征着你乐于继续磋商——但要以文明理性的方式。”符合题意。所以，答案为A。
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