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
58
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
WhattypeofbusinessisViaAmor?
Howdidthespeakerlearnaboutthebusiness?
Whattypeofbusinessdoesthespeakerworkfor?
Inthispart,theinterlocutorasksquestionstoeachofthecandidatesinturn.Youhavetogiveinformationaboutyourselfand
Inthispartofthetest,youareaskedtogiveashorttalkonabusinesstopic.Youhavetochooseoneofthetopicsfromthe
1.Practiseansweringthesequestions.PhaseOne:•Canyoutellmeaboutyourpresentjobandyourplansforthefuture?•Can
ACertainproductswentoutoffashion.BThepersonislateforthemeeting.CItisdifficulttodemonstrateanew
Rewardsforshareholders1.Theywillbeabletotrythecompany’s______newproduct.2.Theywillalsoreceivea______
PROBLEMSFACINGPOTENTIALEXPORTERS1Inordertobesuccessful,afirmmustclearly______,objectivesandpotentialproble
•Readthetextbelowaboutthelogistics.•Inmostofthelines41-52thereisoneextraword.Itiseithergrammaticallyinco
随机试题
PublicperceptionofsuccessintheU.S.mightbetotallymisguided.While92%ofpeoplebelieveotherscaremostaboutfame
幼儿园最常用的评价是()
急性阑尾炎发病已4天。腹痛稍减轻。但仍发热,右下腹可触及有压痛的肿块。应采取的治疗方案是
患者,女性,20岁,左下第一磨牙颌面龋洞,达牙本质浅层,探稍敏感,冷刺激进洞后稍敏感。该患牙的诊断可能为
既滋补肝肾,又清虚热的药物是
当患者发生青霉素过敏性休克时,在皮下注射0.1%盐酸肾上腺素液1ml的同时应立即
(2016年)甲股份有限公司(以下简称“甲公司”)为A股上市公司。2015年8月3日,乙有限责任公司(以下简称“乙公司”)向中国证监会、证券交易所提交权益变动报告书,称其自2015年7月20日开始持有甲公司股份,截至8月1日,已经通过公开市场交易持有该公司
陈独秀在《青年杂志》创刊号上宣称“批评时政,非其旨也。”这预示新文化运动()。
求函数f(χ)=(2-t)e-tdt的最值.
IBMresearchersareattemptingtowarmuphuman-computerrelationships.Forexample,IBM,InternationalBusinessMachines,hasb
最新回复
(
0
)