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
Read the following article about team building in negotiation and the questions on the opposite page. For each question(15-2
Read the following article about team building in negotiation and the questions on the opposite page. For each question(15-2
admin
2018-06-30
64
问题
Read the following article about team building in negotiation and the questions on the opposite page.
For each question(15-20), mark one letter(A, B, C or D)on your Answer Sheet.
Build Your Team in Negotiation
You are leading a negotiating team for your company, facing off with a major client to work out a price increase. You think you’re on solid footing— you’ve done your homework, and you know the terms you’re looking for. But after some opening niceties, one of your team members blurts out: "Just tell us what do we need to do to get more of your business?" And at that moment, you know you’ve lost the upper hand.
Gaffes like this are more common than most businesspeople would care to admit. Team members, often unwittingly, routinely undermine one another and thus their team’s across-the-table strategies. We studied 45 negotiating teams from a wide array of organisations, including ones in the finance, health care, publishing, manufacturing, telecom, and nonprofit sectors. And they told us their biggest challenges came from their own side of the table.
Drawing on the lessons learned from the experiences of these teams, we offer advice on how to manage the two major obstacles to a negotiating team’s success: aligning the conflicting interests held by members of your own team and implementing a disciplined strategy at the bargaining table.
Align Your Own Team’s Interests
It’s not surprising that negotiating teams wrestle with internal conflicts. After all, companies send teams to the negotiating table only when issues are political or complex and require input from various technical experts, functional groups, or geographic regions. Even though team members are all technically on the same side, they often have different priorities and imagine different ideal outcomes: Business development just wants to close the deal. Finance is most concerned about costs. The legal department focuses on patents and intellectual property. Teams that ignore or fail to resolve their differences over negotiation targets, tradeoffs, concessions, and tactics will not come to the table with a coherent negotiation strategy. They risk ending up with an agreement that’s good for one part of the company but bad for another. On the basis of cur research, we recommend four techniques for managing conflicts of interest within the team, internal tradeoffs they must make before they can coalesce around the highest-margin proposal.
Work with constituents
Underlying many conflicts of interest is the simple fact that members represent different constituencies within the organisation. People don’t want to let their departments down, so they dig in on an issue important to their constituents that might not be in the best interest of the whole company. If constituents are presented with all the facts, however, they might be willing to concede more ground because they’ll also see the bigger picture.
To help get everyone on board with a single negotiation strategy, some leaders deliberately assemble teams that contain only individuals good at forming relationships across constituencies. Managers who don’t have the luxury of choosing their team members, though, might have to go an extra mile to engage those constituencies themselves. One way is to invite important opinion leaders or decision makers to attend team planning sessions. Alternatively, team managers might have to embark on multiple rounds of bargaining with constituent departments. One manager described many times he went back and forth between the customer service department, the programme managers, and the engineers. He’d say, "OK, we need you to move a little bit more and get your number down a little bit more. We are close—just come this little extra bit."
What does the author say about the internal conflicts of the negotiating teams?
选项
A、It’s unusual for the negotiating teams to have internal conflicts.
B、The internal conflicts of the negotiating teams cannot be solved.
C、Measures should be taken to resolve the differences among the team members.
D、There is no need to tackle the differences among the team members.
答案
C
解析
文中第四段提到“Teams that ignore or fail to resolve their differences over negotiationtargets,trade-offs,concessions,and tactics will not come to the table with a coherentnegotiation strategy.They risk ending up with an agreement that’s good for one part ofthe company but bad for another…”即:那些没有解决目标分歧。利益权衡,让步和技巧的团队,在谈判的时候就没有一个完整的谈判策略,其结果就是谈判结果可能对公司的一部分部门有利,但对另一部分则不利。因此,C项最符合题意,为正确答案。
转载请注明原文地址:https://kaotiyun.com/show/di7d777K
本试题收录于:
BEC高级阅读题库BEC商务英语分类
0
BEC高级阅读
BEC商务英语
相关试题推荐
Theinterlocutorasksyouquestionsonanumberofwork-relatedandnonwork-relatedsubjects.
TASKONE--THELISTENEROFTHETALK•Forquestions13-17,matchtheextractswiththepeople,listedA-H.•Foreachextract,deci
TASKONE--THELISTENEROFTHETALK•Forquestions13-17,matchtheextractswiththepeople,listedA-H.•Foreachextract,deci
•Youwillhearabusinesspresentationabout3simplesellingtactics.•Asyoulisten,forquestions1—12,completethenotes,
TaskOne-Jobs•Forquestions13-17,matchtheextractswiththejobs,listedA-H.•Foreachextract,decidewhatthejob
•YouwillhearabusinesspresentationaboutHigh-ImpactViralMarketingStrategies.•Asyoulisten,forquestions1—12,complet
Youwillhearfivedifferentpeopletalkingaboutseminarstheyhaverecentlyattended.Foreachextracttherearetwotasks
•Readthetextbelowabouttelevisionnetwork.•Inmostofthelines41—52thereistoneextraword.Itiseithergrammatically
•Readthetextbelowabouttelevisionnetwork.•Inmostofthelines41—52thereistoneextraword.Itiseithergrammatically
随机试题
食管癌组织学分型以______多见,主要转移途径为______。
由一般原理推导出关于个别情况的结论,这样的论证方法是()
肾病综合征患者,下列哪项病理类型初次治疗可单独应用糖皮质激素,而不同时加用细胞毒药物
重症肌无力最常合并
外科疾病辨证的总纲是
实施业务连续性管理首先需要识别重要业务及其恢复的优先顺序,明确恢复的时间目标。()
下列叙述正确的是()。
根据所给资料,回答问题。2011年境外来浙江工作专家25883人次,比2010年增长12.1%,2011年占同期全国总人次的比重勾4.9%,比2010年提高0.1个百分点。2010~2011年浙江外商投资企、事业单位聘用的境外专家分别
设线性方程组有无穷多解,则a=[].
Youmustshowherthesamerespect______(就像你尊重你的母亲那样).
最新回复
(
0
)