BEC商务英语高级考试历年真题.docVIP

Goodisgood,butbettercarriesit.

精益求精，善益求善。

Goodisgood,butbettercarriesit.

精益求精，善益求善。

BEC商务英语高级考试历年真题(93页)

商务英语高级考试历年真题（１）

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Yｏｕcａnnｅgoｔiaｔevｉrtuａllｙａnything．Pｒoｊeｃtｓ，resouｒces,exｐectationsanｄdeaｄｌiｎesarｅalloutcｏmeｓofnegotiation.Sｏmeｐeopｌenegotiａtedealsfｏraliving.DｒＨｅrbCohｅnisoｎｅｏfthesｅprofeｓsioｎaltａlkeｒs,ｃalleｄinｂycoｍｐａniestoneｇotiateontheｉｒ??bｅｈａｌｆ.Heapｐroachestheaｒtofｎegoｔiationａｓａgａmｅbecausｅ,ａsｈeisusuallｙｎegotiatiｎgforsomeｂoｄｙelｓｅ，hesaysthｉshｅｌｐｓhiｍｄraintheeｍotionalｃontenｔｆromhｉsconverｓatｉｏn.Ｈｅiｓwoｒkinginaｃomｐｅtitｉvｅfiｅlｄａndneedstｏａvｏidbeiｎgtooadveｒｓarｉal.Whetｈeｒheｓｕcceedsornoｔ,itiｓimpｏrtanttohimtomａkeagoodiｍprｅssionsoｔhaｔpeoplewillｒecommendhiｍ.

Thestarｔｉｎgpointforanydeａl,hebｅlieves,istoidｅntｉfyexacｔlyｗｈaｔyｏuwanｔfromeaｃhother.Ｍoreofｔｅnthannｏｔ，onｅpartywillbetryiｎｇｔｏpeｒsuadｅtｈeotherｒoｕndｔｏｔheirpoｉｎtofｖｉew.Nｅgotiationrequirestｗopeopｌｅattheｅndsaying‘yes”.Thｉscａnbｅaprｏｂlembeｃaｕseｏneｏｆthｅmuｓuallybegｉｎsbyｓayiｎg“no”.Hoｗever,alｔｈoughｔhｉｓcanmaketalｋｓmoredｉfficｕｌt，ｔｈisisoｆtenjｕstastartingpointintheneｇoｔiａtiｏnｇame．Ｔｏｐmanaｇeｍenｔmaywellrejectthｅideaiｎiｔｉalｌyｂｅcauｓｅitistｈｅsaferoptiｏｎbｕｔtｈeywｏulｄnotbｅthereiftheyweｒenotiｎtereｓteｄ.?Itｉsamｉsconceptioｎthatskilledneｇotiａtｏrsaresｍoｏｔhｏｐerａｔorsinsmartｓｕｉts.DrＣｏhｅnsayｓtｈaｔoneｏfhｉsｓtrａtegｉesｉstodressdownsothattｈeｏthersideｃａｎｒｅlatetoyou.Piｔchyourｌooktosuｉｔｙourcｕstomｅr.Yｏuｄoｎoｔneedｔｏmakｅｔｈeｍｆｅelbeｔtｅrｔｈanｙｏuｂｕt,Ｆｏrexamplｅ，dressinginastｙlethatｉsnｏtｏvertlyeｘｐensiｖeorsｕccｅssｆｕlwillmakeyoｕmｏreａppｒoachable.Pｅoｐlewｉｌlｇｅｎｅrallyｆeelｍorｅcomfｏrtaｂlｅwitｈｓomｅboｄywhoappｅarstobeliｋetｈemrathｅrthａｎsｕpｅriortotｈeｍ.Theyｍayｎotliｋeyｏｕbutｔhｅyｗilｌfeeltｈeycanｔrusｔyou.

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