剑桥商务英语考试高级阅读模拟习题及答案.pdfVIP

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剑桥商务英语考试高级阅读模拟习题及答案

剑桥商务英语考试高级阅读模拟习题及答案

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Readthefollowingarticleonnegotiatingtechniquesand

thequestionontheoppositepage.

Foreachquestion1520,markoneletter(A,B,CorD)

onyourAnswerSheetfortheansweryouchoose.

TheNegotiatingTable:

Youcannegotiatevirtuallyanything.Projects,resources,

expectationsanddeadlinesarealloutcomesofnegotiation.

Somepeoplenegotiatedealsforaliving.DrHerbCohenisone

oftheseprofessionaltalkers,calledinbycompaniesto

negotiateontheirbehalf.Heapproachestheartofnegotiation

asagamebecause,asheisusuallynegotiatingforsomebody

else,hesaysthishelpshimdraintheemotionalcontentfrom

hisconversation.Heisworkinginacompetitivefieldandneeds

toavoidbeingtooadversarial.Whetherhesucceedsornot,it

isimportanttohimtomakeagoodimpressionsothatpeople

willrecommendhim.

Thestartingpointforanydeal,hebelieves,istoidentify

第1页/共6页

千里之行，始于足下。

exactlywhatyouwantfromeachother.Moreoftenthannot,one

partywillbetryingtopersuadetheotherroundtotheirpoint

ofview.Negotiationrequirestwopeopleattheendsayingyes.

ThiscanbeaproblembecauseoneofthemusuallybeginsbyThiscanbeaproblembecauseoneofthemusuallybeginsby

difficult,thisisoftenjustastartingpointinthe

negotiationgame.Topmanagementmaywellrejecttheidea

initiallybecauseitisthesaferoptionbuttheywouldnotbe

thereiftheywerenotinterested.

Itisamisconceptionthatskillednegotiatorsaresmooth

operatorsinsma