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
44
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
Inthispartofthetest,youareaskedtogiveashorttalkonabusinesstopic.Youhavetochooseoneofthetopicsfromthe
Minipresentation’-about6minutesInthispartofthetestyouareaskedtogiveashorttalkonabusinesstopic,Youhavet
Theinterview--aboutSminutesInthispartinterlocutorasksquestionstoeachofthecandidatesinturn.Youinthisparthave
Theinterview--about3minutesInthisparttheinterlocutorasksquestionstoeachofthecandidatesinturn.Youhavetogive
Theinterview—about3minutesInthisparttheinterlocutorasksquestionstoeachofthecandidatesinturn.Youhavetogivei
Inthispartofthetest,youareaskedtogiveashorttalkonabusinesstopic.Youhavetochooseoneofthetopicsfromthe
Theinterview—about3minutesInthisparttheinterlocutorasksquestionstoeachofthecandidatesinturn.Youhavetogive
Inthispart,theinterlocutorasksquestionstoeachofthecandidatesinturn.Youhavetogiveinformationaboutyourselfan
Inthispart,theinterlocutorasksquestionstoeachofthecandidatesinturn.Youhavetogiveinformationaboutyourselfan
随机试题
医疗保健制度
男孩,15岁,因转移性右下腹疼痛12小时入院。诊断为“急性阑尾炎”,当晚行阑尾切除术,证实为坏疽性阑尾炎。术后次日患儿腹痛,烦躁不安,未解小便,查体:面色苍白,皮肤湿冷,心率110次/分,较弱,血压10.67/8kPa(80/60mmHg),腹稍胀,全
A.速率法:成人
腹腔穿刺抽出迅速凝固的血样液体,说明腹腔内出血。()
设a
交流异步电动机转子绕组电流频率f2与定子绕组电流频率f1之间的关系为()。
与制造厂的标准相比,安装现场有以下特点:()。
按照金融工具确认和计量准则规定,将债权投资重分类为其他债权投资,在重分类日账面价值和公允价值的差额,应计入的会计科目是()。
根据《中华人民共和国行政处罚法》规定,下列选项中属于行政处罚的有()。
张涛会计师及其助理会计师对东方公司的内部控制进行了尽职调查,获取了公司已经形成的内控制度,根据审计计划履行相关审计程序,项目负责人在复核其工作底稿中发现一些事项。
最新回复
(
0
)