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 negotiating and the questions on the opposite page. • For each question 15-20, mark one lette
• Read the following article about negotiating and the questions on the opposite page. • For each question 15-20, mark one lette
admin
2010-01-28
97
问题
• Read the following article about negotiating and the questions on the opposite page.
• For each question 15-20, mark one letter (A, B, C or D) on your Answer Sheet for the answer you choose.
The ability to negotiate successfully, to reach agreements with other people or parties, is a key skill in any business. This negotiation could be with a buyer or seller and it almost always involves an element of compromise. But, when entering negotiations, you should always keep in mind that it is almost impossible to negotiate and make agreements successfully if you think you can’t afford to ’lose’ or walk away from what is on offer. This will result in your avoiding asking for anything more than what you think the other side will give without a dispute. You become a passive observer, with the other side dictating the terms.
In most negotiations one side has more to offer than the other and proper planning can help minimise the effects of this imbalance. Decide on set limits for what you can offer before negotiations begin. There are always advantages you can offer the other side, and you clearly have benefits they want or need or they would not be negotiating with you. In fact, the buyer or seller often wants you more than you think, so it is to your advantage to try and see things from their point of view. The better you know their real needs or wants - not just the ones they have told you - the more successful you will be, and the less likely you are to fall into the trap of giving them more than you really need to.
But it is also true that a concession they really need or will value from you won’t cost you as much as it benefits them, and yet may still leave you with everything you want. If you know the other side must reach agreement on a deal by a certain date for financial reasons, your willingness to comply with that date could be worth a great deal of money to them, without costing you much, if anything at all. It is up to you to find out what the other side really needs.
Untrained negotiators often allow their feelings to become too involved and they may take each rejection of a proposal as personal rejection. So they become angry with the other person, or blame them for failing to reach an agreement. While it is important to be yourself and, on occasion, not be afraid to express how you honestly feel, it is important to judge carefully when to do this. It is particularly important to maintain a polite and friendly personal relationship when you are facing a difficult negotiation, but keeping negative personal feelings out of negotiation doesn’t mean hiding your personality.
Think carefully about your negotiation schedule. Take breaks, particularly during times when you cannot agree over a particular point. But if you have to continue the negotiation on another day, make it soon, and keep the momentum of the negotiations. As long as you are still talking and meeting, you build rapport with the other party; learn more about what they need and ensure that your company is the one most likely to make the deal. This may require both patience and perseverance - but patience pays!
To win a negotiation then, means that neither side should feel that they have ’lost’. You should know what you can offer the other side and know exactly what they want. If you have done everything you can and the deal remains outside the limits you have defined for yourself beforehand, then walk away from it. Either way, you’re a winner!
What advice does the writer give concerning the negotiating schedule?
选项
A、Use breaks to discover more about the other party’s needs.
B、If serious disagreement occurs, postpone the meeting until another day.
C、Don’t lose the rhythm of the discussions.
D、Continue the meeting until you reach an agreement.
答案
C
解析
转载请注明原文地址:https://kaotiyun.com/show/tZKd777K
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
1.Practiseansweringthesequestions.PhaseOne:•Canyoutellmeaboutyourpresentjobandyourplansforthefuture?•Can
Askingquestions征询
Describingproducts描述产品
Answeringreceptionist’squestions回答接待员询问
ACertainproductswentoutoffashion.BThepersonislateforthemeeting.CItisdifficulttodemonstrateanew
ACertainproductswentoutoffashion.BThepersonislateforthemeeting.CItisdifficulttodemonstrateanew
Rewardsforshareholders1.Theywillbeabletotrythecompany’s______newproduct.2.Theywillalsoreceivea______
PROBLEMSFACINGPOTENTIALEXPORTERS1Inordertobesuccessful,afirmmustclearly______,objectivesandpotentialproble
PROBLEMSFACINGPOTENTIALEXPORTERS1Inordertobesuccessful,afirmmustclearly______,objectivesandpotentialproble
•Readthetextbelowaboutthelogistics.•Inmostofthelines41-52thereisoneextraword.Itiseithergrammaticallyinco
随机试题
此病变部位应考虑在为明确病因,辅助检查首选
药物和生物大分子作用时,不可逆的结合形式是
糖皮质激素治疗特发性血小板减少性紫癜的机制是
患者,男,51岁。从高处跌下,头部着地。当时昏迷约10分钟后清醒,左外耳道流出血性液,被家属送来急诊。护士首先应采取的措施是
根据我国刑法的规定,下列关于假释的说法,不正确的是:()。
甲乙丙三国均为世界贸易组织的成员方。甲国为提高本国钢材在国内市场的占有率,对来自乙国的钢材征收高额附加税,但此项决定并未公布,并且不适用于从丙国进的同类钢材。乙国认为其依据《1994年关税与摩擦总协定》应当获得的利益受损。关于甲的做法,下列选项正确的是
根据国际费雪效应()
杨朔的散文被称为()散文。
一些人乘坐客车出游,要求每辆客车所坐的人数相等,原来每辆客车乘坐22人,结果剩下1人未上车;如果有一辆客车空着走,那么所有人正好能平均分到其他各车上。已知每辆客车最多只能乘坐32人,那么,原来有()辆车,()人。
You’vebeenworkingoutregularlyforquiteawhile,butyou’renowherenearyourfitnessgoals.Sonowit’stimetobringin
最新回复
(
0
)