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  3. Look at the article below about psychology in business and the questions. For each question (23-28) that follows, choose the co

Look at the article below about psychology in business and the questions. For each question (23-28) that follows, choose the co

admin2012-06-27  123
问题 Look at the article below about psychology in business and the questions.
For each question (23-28) that follows, choose the correct answer.
Mark one letter (A, B or C ) on you Answer Sheet.
                        Psychology in Business
    Nowadays it is often not enough to be an expert in your own field of business. It helps to apply a little psychology to your business dealings. Some psychological study shows that all have different perceptions, which affect our expectations and attitudes in life in general and in our business dealings. Our attitudes and perceptions of other people affect our relationships with them.
    Perceptions can often be more important than reality. When taking part in a business meeting or negotiation, it can be useful to think about how you see yourself in the business relationship. Some people perceive themselves as being in the stronger position, others consider themselves as a weaker. This immediately creates a win or lose situation. If people put themselves and their opposite number somewhere between the two positions, they are more likely to work together to find common interests and to end up with a win situation in which both parties achieve something. This outcome not only leaves people feeling satisfied but also contributes towards a successful, long-term relationship. In most business dealings, it is important to work on relationships and the establishment of rapport. This includes thinking about common interests, rather than conflicting positions.
    It is useful, therefore, in a discussion to consider your opposite number’s approach and to consider the best way of dealing with that person. If you’re dealing with a skeptical person who does not like to take risks, you will need to build up his trust and enable him to have confidence in you. If you are dealing with various people of different professional backgrounds, it may help to consider varying your approach or presentation so that it is more relevant and interesting to the particular person with whom you are dealing. For example, people with a financial background often respond well to graphic input and a linear approach. So if you can adapt your approach to your customer or business colleague, he or she is more likely to identify with you and therefore cooperate with you.
Which outcome of the following would be desirable in a business negotiation according to the passage?
选项 A、One party is more likely to make a fortune and the other end up without obtaining anything.
B、One party is to get more than the other by taking advantage of the other party.
C、Both parties are more likely to cooperate to find common interests and achieve something in the end.
答案C
解析 本题意是：在商务谈判中以下哪个结果是可取的?从原文第二段可知：一起寻找共同利益并且形成双赢局面而结束谈判这种结果不 仅使人们感到满意，也促成了成功的长期的合作关系。选项C：双方合作寻找共同利益，最后取得一些结果。选项C与原文相符，故选C。
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本试题收录于： BEC初级阅读题库BEC商务英语分类
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