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 extract from an article about the advantages of making the first offer/demand in negotiation. For each questi
Read the following extract from an article about the advantages of making the first offer/demand in negotiation. For each questi
admin
2013-08-22
27
问题
Read the following extract from an article about the advantages of making the first offer/demand in negotiation.
For each question 15—20, mark one letter(A, B, C, or D)on your Answer Sheet for the answer you choose.
Making the first offer/demand can give a psychological advantage. During a negotiation, issues, positions, and even interests shift and realign in accordance with a managed disclosure of information. Understanding the power of perception is paramount. If one person acquires the power to manipulate the perception of others, that person enjoys a subtle but powerful advantage. Making the first significant move can be a powerful statement and can affect others’ perceptions of the one making the offer and of the situation in general. In military terms, the opening gambit is "taking the initiative". Once one party takes the initiative, the other side frequently finds it difficult to regain its own momentum.
Making a competent first offer/demand can take control of the entire negotiation. A competent opening gambit goes hand in hand with the idea of creating a psychological advantage. The concept is analogous to the theory of "primacy" in a courtroom trial. That is, once a participant gets the initiative and competently runs with it, the other side usually remains in a reactive mode. There are techniques that good strategists can sometimes use to regain the initiative, but such procedures tend to be "dicey". Unless recovery strategies are executed deftly by an experienced negotiator, the party trying to regain the initiative runs the risk of turning a negotiation into a confrontational/adversarial event. Such an outcome gives rise to a host of difficulties.
Making a well-thought-out first offer/demand shows confidence in your position. It has been said that the law is what is forcefully stated and plausibly maintained. Likewise, in negotiation, if one party makes a strong plausible opening, that opening can often convince the other party that this offer merits careful consideration — that it is credible. If presented in the right way, a well-thought-out first offer can send a message that the party making the offer is strong and confident. Such an offer can cause the other party to rethink his or her position.
It is important to note, however, that this confidence factor edge is limited to a good faith offer made with the intent of actually making a deal. If the offer or demand is merely a fishing expedition, that is tantamount to positioning by making a very low or very high opening. Then the tone and words used to couch the offer should be chosen so that they effectively transmit the intent behind the offer. Giving unsupportable figures wrapped in a mantle of credibility is very confusing and could sabotage the whole negotiation process.
Making an effective first offer/demand shows preparation. A well prepared, strong, confident opening offer/demand sends a message that "This person did his/her homework". Unfortunately, too many times the parties do not adequately prepare for a negotiation. When one party prepares well and the other does not, the result can be intimidating to the less prepared person. Without even intending to, the better prepared party takes the initiative and does not lose it. The prepared negotiator is usually the one who claims the larger surplus in a given negotiation.
However, in some circumstances a better prepared person might choose to wait and let the other party make the first offer. Such a strategy still can be consistent with the overall theme presented here, namely, that the first move—the opening gambit—should be a thoughtful, considered move. It should not be a default.
What is created by both a competent first offer/demand and "primacy" in a courtroom trial?
选项
A、The perception of others.
B、A reactive mode.
C、A confrontational event.
D、A psychological advantage.
答案
D
解析
转载请注明原文地址:https://kaotiyun.com/show/xj7d777K
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?
WhattypeofbusinessisViaAmor?
Lookatthegraphic.Whatcolorpaintwillthewomanmostlikelychoose?
FortwocandidatesTimeManagementYourcompanyhasfoundthatineffectivetimemanag
Inthispart,theinterlocutorasksquestionstoeachofthecandidatesinturn.Youhavetogiveinformationaboutyourselfand
Theinterlocutorasksyouquestionsonanumberofwork-relatedandnonwork-relatedsubjects.(Thecandidatechoosesonetopic
Communication:thefactorsinvolvedingivinganeffectivepresentation
Question询问
QualitiesofLeadershipIntroduction1Inthespeaker’sopinion,thereare______mostimportantqualitiesforgoodleade
QualitiesofLeadershipIntroduction1Inthespeaker’sopinion,thereare______mostimportantqualitiesforgoodleade
随机试题
加工风鸡的最佳时间是________。
以下有关提前竣工的说法正确的有()
海关依法收取的担保资金包括()。
在商用房贷款发放过程中,对于借款人未到银行直接办理开户放款手续的,()部门应及时将有关凭证邮寄给借款人或通知借款人来银行取回。
记cos(一80°)=k,那么tan100°=()
李军在某服装店挑选衣服,店主向其推荐了一款风衣。李军试穿后觉得不合适,脱下风衣后准备离开,店主却强迫李军买下了这件风衣。店主的这一行为侵犯了李军的()。
2019年3月5日,李克强总理在作政府工作报告时强调,2019年国有大型商业银行____,贷款要增长30%以上。
俗话说“不要将你的鸡蛋全都放在一只篮子里”。下列选项与该俗语蕴含的道理相吻合的是:
概要叙述你参与实施的电子商务系统项目以及你所担任的主要工作。阐述该项目实施或运行过程所发现的主要问题及其解决方法,并说明效果。
Thereisperhapsnoothereventinthenaturalworldthatisascharacteristicofaseasonasafullchorusofspringpeepers.I
最新回复
(
0
)