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W: Mr. Green, what do you think makes a successful negotiator?
M: Well, that's hard to define. But I think successful negotiators have several things in common. They are always polite and rational people. They are firm but flexible. They can recognize power and know how to use it. (12) They are sensitive to the dynamics of a negotiation, the way it rises and falls, and how it may change direction. They project the image of confidence. (13) And perhaps most importantly, they know when to stop.
W: And what about an unsuccessful negotiator?
M: Well, this is probably all of us when we start out. We are probably immature and over-trusting, too emotional or aggressive. We are unsure of ourselves and we want to be liked by everyone. (14) Good negotiators learn fast. Poor negotiators remain like that and go on losing negotiations.
W: In your opinion, can the skills of negotiation be taught?
M: Well, you can teach someone how to prepare for a negotiation. (15) Therere perhaps six stages in every negotiation: get to know the other side: state your goals: start the process; clarify areas of disagreement or conflict; reassess your position, making acceptable compromises; and finally reach some agreement in principle. These stages can be studied, and strategies to be used in each can be planned beforehand. But I think the really successful negotiator is probably born with the sixth sense about responding appropriately to the situation at hand.
W: The artistic sense you've just described?
M: Yes. that's night.
未听先知
预览四道题各选项,由 rival、 compromises, negotiation、 principles、 the other sides和 strategy等词 可以推测,对话内容与谈判有关,可能涉及谈判的原则和策略、技巧等。
详解详析
12. What does the man say about good negotiators?
D)。(详解)对话开头,女士询问男士什么造就了一个成功的谈判者。男士说成功的谈判者有一些共同特 征:他们礼貌而且有理性;他们立场坚定又不失灵活;他们知道着力点在哪里而且知道如何去运用;他 知道谈判的力度以及这种力度会如何改变话题方向。因此答案为D)。
13. What does the man say may be the most important thing to a suceessful negotiator?
A)。(详解)男士在讲述成功谈判者的特点时提到,最重要的是他们知道何时停下来。因此答案为A)。
14.How is a good negotiator different from a poor one?
B)。(详解)对话中女士询问一个失败的谈判者是什么样子,男士说可能我们刚涉足谈判时都是失败的谈 判者,我们不成熟、过度信任、太过感情用事、咄咄逼人。后来善于学习的人成为成功的谈判者,而原地 踏步的人成为失败者。由此可知,成功的谈判者与失败的谈判者之间最大的区别在于成功者善于学 习,因此答案为B)。
15. What is the first stage of a negation according to the man?
C)。(详解)对话中,女士询问谈判的技巧是否可以学会,男士回答说你可以教一个人如何准备一场谈判 并将谈判过程分为六个阶段:了解对方;说明自己的目标;开始谈判;明确双方冲突;重新评估自己的立 场并适当让步;在原则上达成一致。由此可见,谈判的第一个环节是了解对方,因此答案为C)。