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1、 2022年下半年商务英语初级练习题及答案(四)PART THREEQuestions 15 20Read the following article on negotiating techniques and the question on the opposite page .For each question 15 20 , mark one letter (A, B, C or D ) on your Answer Sheet for the answer you choose.The Negotiating Table:You can negotiate virtually anyt
2、hing. Projects, resources, expectations and deadlines are all outcomes of negotiation.Some people negotiate deals for a living. Dr Herb Cohen is one of these professional talkers, called in by companies tonegotiate on their behalf . He approaches the art of negotiation as a game because, as he is us
3、ually negotiating for somebodyelse, he says this helps him drain the emotional content from his conversation. He is working in a competitive field andneeds to avoid being too adversarial. Whether he succeeds or not, it is important to him to make a good impression so thatpeople will recommend him.Th
4、e starting point for any deal, he believes, is to identify exactly what you want from each other. More often than not,one party will be trying to persuade the other round to their point of view. Negotiation requires two people at the endsaying yes”. This can be a problem because one of them usually
5、begins by saying “no”. However, although this can maketalks more difficult, this is often just a starting point in the negotiation game. Top management may well reject the ideainitially because it is the safer option but they would not be there if they were not interested.It is a misconception that
6、skilled negotiators are smooth operators in smart suits. Dr Cohen says that one of hisstrategies is to dress down so that the other side can relate to you. Pitch your look to suit your customer. You do not needto make them feel better than you but, For example, dressing in a style that is not overtl
7、y expensive or successful will makeyou more approachable. People will generally feel more comfortable with somebody who appears to be like them rather thansuperior to them. They may not like you but they will feel they can trust you.Dr Cohen suggests that the best way to sell your proposal is by get
8、ting into the world of the other side. Ask questionsrather than give answers and take an interest in what the other person is saying, even if you think what they are saying issilly. You do not need to become their best friends but being too clever will alienate them. A lot of deals are made onimpres
9、sions. Do not rush what you are saying-put a few hesitations in , do not try to blind them with your verbaldexterity. Also, you should repeat back to them what they have said to show you take them seriously.Inevitably some deals will not succeed. Generally the longer the negotiations go on, the bett
10、er chance they have becausepeople do not want to think their investment and energies have gone to waste. However , joint venture can mean joint risk andsometimes , if this becomes too great , neither party may be prepared to see the deal through . More common is a corporateculture clash between comp
11、anies, which can put paid to any deal. Even having agreed a deal, things may not be tied up quicklybecause when the lawyers get involved, everything gets slowed down as they argue about small details.De Cohen thinks that children are the masters of negotiation. Their goals are totally selfish. They
12、understand thedecision-making process within families perfectly. If Mum refuses their request , they will troop along to Dad and pressurehim. If al else fails, they will try the grandparents, using some emotional blackmail. They can also be very single-mindedand have an inexhaustible supply of energ
13、y for the cause they are pursuing. So there are lesson to be learned from watchingand listening to children.15 Dr Cohen treats negotiation as a game in order toA put people at easeB remain detachedC be competitiveD impress rivals16 Many people say “no” to a suggestion in the beginning toA convince t
14、he other party of their point of viewB show they are not really interestedC indicate they wish to take the easy optionD protect their companys situation17 Dr Cohen says that when you are trying to negotiate you shouldA adapt your style to the people you are talking toB make the other side feel super
15、ior to youC dress in a way to make you feel comfortable.D try to make the other side like you18 According to Dr Cohen, understanding the other person will help you toA gain their friendshipB speed up the negotiationsC plan your next move.D convince them of your point of view19 Deals sometimes fail becauseA negotiations have gone on too longB the companies operate in different waysC one party risks more than the other.D the lawyers work too slowly20 Dr Cohen mentions childrens negotiation techniques to show that you should
