高级真题.docVIP

共享天下考研论坛BEC版 bbs.kaoyansky.cn PAGE PAGE 12 共享天下考研论坛BEC版 bbs.kaoyansky.cn Text 3 Reading 1 hour PART ONE Questions 1 – 8 Look at the statements below and at the five extracts on the opposite page from an article giving advice to self-employed consultants about negotiating fees for their services. Which book (A, B, C,D or E) dose each statement 1 –8 refer to ? For each statement ! – 8, make one letter (A, B, C,D or E) on your Answer Sheet . You will need to use some of these letters more than once . Example : Lack of self-confidence will put you at a disadvantage in a negotiation . 0 A B C D E 1 Trying to negotiate is only worthwhile if there is the prospect of success. 2 The best result of negotiation is when both parties have a sense of satisfaction. Accepting a lower fee might have benefits in the future. It is important to know how much other people are charging for similar work. You should ask for a fee in excess of what you expect to get. Offer the other party incentives to agree to your fee. Other people’s reactions to you are influenced by your body language. It may become obvious that you have come to regret a deal you have made. A You’re in danger of selling yourself short if you don’t know where the goalposts are, especially when you’re negotiating with a new client. Research the market and find out the going rate. You can do this by networking contacts or talking to small business advisers. Alternatively, ask the competition. Of course your rivals may not tell you, but there’s no harm in asking. Another prerequisite is learning to recognize when there’s scope for negotiation, because without it, you can waste a great deal of time and energy. B Know the amount you would really like, slightly above what you think they will offer and above what you’d be happy to settle for. Also, know your trade-offs. Create a wish list of all the things you’d like to receive if you lived in a perfect world. That way,