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BEC商务英语高级考试真题

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历年商务英语高级考试真题(1)

TheNegotiatingTable

Youcannegotiatevirtuallyanything.Projects,resources,

expectationsanddeadlinesarealloutcomesofnegotiation.Some

peoplenegotiatedealsforaliving.DrHerbCohenisoneofthese

professionaltalkers,calledinbycompaniestonegotiateon

their??behalf.Heapproachestheartofnegotiationasagame

because,asheisusuallynegotiatingforsomebodyelse,hesaysthis

helpshimdraintheemotionalcontentfromhisconversation.Heis

workinginacompetitivefieldandneedstoavoidbeingtoo

adversarial.Whetherhesucceedsornot,itisimportanttohimto

makeagoodimpressionsothatpeoplewillrecommendhim.

exactlywhatyouwantfromeachother.Moreoftenthannot,one

partywillbetryingtopersuadetheotherroundtotheirpointof

view.Negotiationrequirestwopeopleattheendsaying‘yes”.This

canbeaproblembecauseoneofthemusuallybeginsbysaying

“no”.However,althoughthiscanmaketalksmoredifficult,thisis

oftenjustastartingpointinthenegotiationgame.Top

managementmaywellrejecttheideainitiallybecauseitisthesafer

optionbuttheywouldnotbethereiftheywerenotinterested.

Itisamisconceptionthatskillednegotiatorsaresmooth

operatorsinsmartsuits.DrCohensaysthatoneofhisstrategiesis

todressdownsothattheothersidecanrelatetoyou.Pitchyour

looktosuityourcustomer.Youdonotneedtomakethemfeel

betterthanyoubut,Forexample,dressinginastylethatisnot

overtlyexpensiveorsuccessfulwillmakeyoumoreapproachable.

Peoplewillgenerallyfeelmorecomfortablewithsomebodywho

appearstobelikethemratherthansuperiortothem.Theymaynot

likeyoubuttheywillfeeltheycantrustyou.

DrCohensuggeststhatthebestwaytosellyourproposalisby

getting