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 the negotiation myths and the questions on the opposite page. For each question(13-18), mark on
Read the following article about the negotiation myths and the questions on the opposite page. For each question(13-18), mark on
admin
2013-08-03
55
问题
Read the following article about the negotiation myths and the questions on the opposite page.
For each question(13-18), mark one letter(A, B, C or D)on your Answer Sheet.
Debunking Negotiation Myths
Before developing a more effective negotiation strategy, we need to dispel several faulty assumptions and myths about negotiation. These myths hamper people’s ability to learn effective negotiation skills and in some cases reinforce poor negotiation skills.
A pervasive belief is that good negotiation skills are something that people are born with, not something that can be readily learned. This is false because most excellent negotiators are self-made. In fact, there are very few naturally gifted negotiators. We tend to hear their stories, but we must remember that their stories are selective, meaning that it is always possible for someone to have a lucky day or a fortunate experience. This myth is often perpetuated by the tendency of people to judge negotiation skills by their car-dealership experience. Whereas purchasing a car is certainly an important and common type of negotiation, it is not the best context by which your negotiation skills can be judged. The most important negotiations are those that we engage in every day with our colleagues, supervisors, coworkers and business associates. These relationships provide a much better index of one’s effectiveness in negotiation. In short, effective negotiation requires practice and feedback. The problem is that most of us do not get an opportunity to develop effective negotiation skills in a disciplined fashion, rather, most of us learn by doing. As the second myth reveals, experience is helpful, but not sufficient.
We have ail met that person at the cocktail party or on the airplane who boasts about his or her great negotiation feats and how he or she learned on the job. It is only partly true that experience can improve negotiation skills; in fact, native experience is largely ineffective in improving negotiation skills. There are three strikes against natural experience as an effective teacher. First, if a person does not know how well he or she has performed in the negotiation, it is nearly impossible to improve performance. For example, can you imagine trying to learn mathematics without ever doing homework or taking tests? The second problem is that our memories tend to be selective, meaning that people tend to remember their successes and forget their failures or shortcomings. This is, of course, comforting to our ego, but it does not improve our ability to negotiate. Finally, experience improves our confidence, but not necessarily our accuracy. People with more experience grow more and more confident, but the accuracy of their judgment and the effectiveness of their behaviour do not increase in a commensurate fashion. Overconfidence can be dangerous because it may lead people to take unwise risks.
The third pervasive myth is that effective negotiation necessitates taking risks and gambles. In negotiation , this may mean saying things like " this is my final offer" or "take it or leave it" or using threats and bluffs. This is what we call a "tough" style of negotiation, Although these negotiators are rarely effective, we tend to be impressed by the tough negotiator.
An interesting exercise is to ask mangers and anyone else who negotiates to describe their approach to negotiating. Many seasoned negotiators believe that their negotiation style involves a lot of " gut feeling" , intuition, and "in-the-moment" responses. We believe that this type of intuition does not serve people well. Effective negotiation involves deliberate thought and preparation, and it is quite systematic.
According to the writer, the best way to improve negotiation skills is
选项
A、systematic training.
B、abundant experience.
C、more practicing.
D、frequent rehearsing.
答案
A
解析
文中第二段:“In short,effective negotiationrequires practice and feedback.The problem isthat most of us do not get an opportunity todevelop effective negotiation skills in a disciplinedfashion,rather,most of us learn by doing.”意为:“总之,有效的交谈需要练习和反馈。”选项A符合题意。
转载请注明原文地址:https://kaotiyun.com/show/rNoO777K
本试题收录于:
BEC中级阅读题库BEC商务英语分类
0
BEC中级阅读
BEC商务英语
相关试题推荐
Theinterview—about3minutesInthispartinterlocutorasksquestionstoeachofthecandidatesinturn.Youinthisparthave
Inthispart,theinterlocutorasksquestionstoeachofthecandidatesinturn.Youhavetogiveinformationaboutyourselfand
1.Inthispartofthetest,youareaskedtogiveashorttalkonabusinesstopic.Youhavetochooseoneofthetopicsfromt
Theinterview—about3minutesInthisparttheinterlocutorasksquestionstoeachofthecandidatesinturn.Youhavetogivei
Theinterview—about3minutesInthisparttheinterlocutorasksquestionstoeachofthecandidatesinturn.Youhavetogivei
Theinterview—about3minutesInthisparttheinterlocutorasksquestionstoeachofthecandidatesinturn.Youhavetogivei
minipresentation’about—6minutesInthispartofthetextyouareaskedtogiveashorttalkonabusinesstopic.Youhaveto
minipresentation’—about6minutesInthispartofthetestyouareaskedtogiveashorttalkonabusinesstopic.Youhavet
Inthispart,theinterlocutorasksquestionstoeachofthecandidatesinturn.Youhavetogiveinformationaboutyourselfan
随机试题
钢筋混凝土梁配置箍筋的主要目的是()。
BreastcancerissecondonlytoskincancerasthemostcommonmalignancydiagnosedinwomenintheUnitedStates.In2001,abou
关于肌瘤的症状,下列错误的是
最可能的诊断是治疗应首先
A.心肌收缩期泵功能障碍B.心肌非对称性肥厚C.心内膜心肌纤维化,心室舒张功能受损D.血压升高,左心室肥厚E.局部心缘突出,有反常搏动肥厚型心肌病为
A.延缓水解的方法B.防止氧化的方法C.制备稳定衍生物的方法D.改进工艺的方法E.防止光照的方法片剂包衣是()。
根据原建设部的有关规定,属于近期建设规划必须包括的指导性内容的是()。
青岛××电子显示器有限公司(370223××××)购买进口显示器元器件一批,货物从日本大阪起运,经韩国换装运输工具运至青岛。该批货物中的电视机用印刷电路板组件(ASSYBLUP;BordeauX;法定计量单位:千克)和非片式固定电阻[R-METALO
商标权的内容包括()。
已知函数f(x)=lnx,g(x)=ex.设直线l为f(x)的图象上一点A(x0,f(x0))处的切线.证明:在区间(1,+∞)上存在唯一的x0,使得直线l与曲线y=g(x)相切.
最新回复
(
0
)