2. 自考
  3. When you’ re negotiating with someone, listen for the messages that he or she might be sending to you. For example, the word "di

When you’ re negotiating with someone, listen for the messages that he or she might be sending to you. For example, the word "di

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问题     When you’ re negotiating with someone, listen for the messages that he or she might be sending to you. For example, the word "difficult" does not mean the same as impossible. Imagine you’ re staying in a hotel, and you want to change your room. The manager’s answer of, "That would be very difficult, sir”, does not mean that he is saying "no". It just means that he wants to know what you are prepared to offer him in return for the change of room.
    If you are buying a new car, and want to pay less than the price being asked, then the salesman’s comment, "I’m sorry, but we never negotiate on the price”, means that they do negotiate on other things, like the delivery time, or the "extra" that might be available as part of the purchase. In the same car showroom, if the salesman says, "Sorry, I can’t negotiate prices”, then your response should be to ask who can. The message the salesman is sending suggests that his boss is the one you need to be talking to.
    In all of these situations, the message is never communicated in clear terms. In any negotiation, the two "players" wish to get as much out of it as they can, of course. In the three examples above, the salesmen and the hotel manager are hoping that you will accept their price or conditions—but their "messages" make it clear that there may be room for movement and compromise. In a successful negotiation, the two sides move towards each other and reach agreement on conditions that satisfy both sides.
It can be safely concluded from the passage that________.
选项 A、at least two players should be in the room for communication
B、a lot can be inferred from what is actually stated in a negotiation
C、you should never communicate your ideas in clear terms
D、you should play the roles of a salesman and manager in a negotiation
答案B
解析 推理判断题。本题问的是下面几个选项中哪一个是我们可以有把握地从文中得出的结论A项是一个事实，不需要判断就可得出。C项意思是“你绝对不能以清楚明了的说话方式表达你的观点”，太过于绝对。D项所说的内容文中未提及根据最后一段可知，谈判的双方往往不会以清楚明了的方式表达他们的观点，也就是说，他们都可以从对方在谈判中实际所述的信息中去做出一些推断。故选B。
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