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  3. Reading Passage Time: 3 minutes A win-win negotiation is concluded when both parties gain something of value in exchange for mak

Reading Passage Time: 3 minutes A win-win negotiation is concluded when both parties gain something of value in exchange for mak

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问题 Reading Passage
Time: 3 minutes
A win-win negotiation is concluded when both parties gain something of value in exchange for making concessions. Although the balance of power may change during the negotiation process, negotiators on both sides must remain open to options that will ultimately allow for a fair exchange. To achieve a resolution that benefits both parties, everyone involved must be willing to listen carefully to each other’s concerns. To arrive at a conclusion that is good for everyone, negotiators must reveal what they value and what they don’t value. Good negotiators look for something that their side does not value but to which the other side assigns a high value. By offering it, they lose nothing, but the other side gains something, thereby feeling more disposed to concede something that the other side perceives as valuable. In addition to listening for ways to help the other side, everyone has to be aware of the limitations that both sides may bring to the table. There are some options that cannot be explored because they are not possible for one of the parties. For example, a price that does not allow a profit margin for the company that manufactures it is not a point of negotiation, unless the other side can offer a way to increase profits or productivity. If that isn’t possible, then perhaps a service that saves the buyer money might be a way to balance the firm pricing structure of the goods.
A win-win negotiation allows both parties to feel that they made a good deal, but another positive outcome is the way that the people involved feel about each other. In traditional bargaining, people on opposite sides of a negotiation tend to view each other as adversaries, a relationship that is often difficult to change after the negotiation has ended and the collaboration is supposed to begin. In a win-win setting, the parties approach the negotiation as colleagues who want to support each other’s success. When the deal has been made and the collaboration begins, the people involved are already committed to working together for their mutual benefit.
    Question 1, Lecture, CD, Track 14. Now listen to a lecture on the same topic as the passage you have just read.
Summarize the points made in the reading passage, and then explain how the case study from the lecture supports the reading.
Writing Time: 20 minutes
Typical Response: 150-225 words
Professor:
Let me tell you about a case study that is often used as an example of how a win-win situation can be negotiated by both parties. Tony was a computer software designer who had come up with a great idea for a computer game, but his problem was that he couldn’t afford to quit his job while he worked on the game because he had to make a living for his family. He thought it would probably take him about a year to actually complete the programming for the game if he worked in his spare time. Okay. Well, he put together a proposal, and took it to a multinational company that had launched several successful computer games. But the problem was that the company made him a very low offer—just a thousand dollars a month for twelve months. And although that would have paid his bills during the time that he would have been working on the program, he knew that the game had a huge potential for return on the company’s investment. So he felt like he would be taking all the risk without having the opportunity to share in the reward. But when the company refused to give him any additional upfront money, then, instead of getting angry, Tony went back with a counteroffer. He agreed to accept the $12,000 as an advance on the profits that he expected the game to generate. And he suggested that they share the future revenues in a ratio of 40:60—40 percent for Tony and 60 percent for the company. The company was interested, but explained to Tony that they would be investing over a million dollars in order to produce and market the game and would need a larger share in order to proceed. So they agreed on a 30:70 split. And, as it happened, the game was a big success, the company made a huge profit and Tony was able to quit his regular job and start his own game design company. So—everybody won. They were both able to minimize their risk and increase their profits.
选项
答案A win-win negotiation is a successful compromise in which both sides improve their situation through mutual cooperation. The key is for one party to offer the other party something that they will perceive as valuable but which does not harm the party conceding it. This, in turn, provides an incentive for the other side to make a similar offer. In this way, both sides will win. Unlike traditional negotiations in which the negotiators have an adversarial relationship, in a win-win negotiation, they view each other as collaborators who are working toward a mutual goal. After the terms have been agreed upon, it is much more likely that the relationship will continue to develop with a view to cooperating with each other to insure the continuing success of both parties. One case study of a win-win negotiation is often cited as an example. Tony had an idea for a computer game but was unable to develop it because of constraints on his time and limitations in funding. In the negotiations with a large company to produce the game, Tony and the company made several offers and counteroffers in order to arrive at a mutually beneficial agreement. Although Tony could have become angry about the original offer of $12,000, he made a counteroffer. He agreed to accept their offer if they would concede an additional share of the future revenues. When the company reviewed his counteroffer, they conceded that he should receive a share and offered slightly less than Tony had pro posed. Because they continued to negotiate toward a win-win situation, both parties were able to decrease their risk and increase their revenues, sharing in the success of the game. The company was very pleased with their return on investment, and Tony was able to launch his own game design company. In short, both parties won.
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