2017商务英语阅读辅导（二）

>>BEC初级阅读材料：2017商务英语阅读辅导（二）

>>商务英语阅读辅导课程

You can negotiate virtually anything. Projects,resources, expectations and deadlines are all outcomes ofnegotiation. Some people negotiate deals for a living. Dr HerbCohen is one of these professional talkers, called in bycompanies to negotiate on their??behalf . He approaches the artof negotiation as a game because, as he is usually negotiatingfor somebody else, he says this helps him drain the emotionalcontent from his conversation. He is working in a competitive field and needs to avoid being tooadversarial. Whether he succeeds or not, it is important to him to make a good impression so thatpeople will recommend him.The starting point for any deal, he believes, is to identify exactly what you want from eachother. More often than not, one party will be trying to persuade the other round to their point ofview. Negotiation requires two people at the end saying ‘yes”. This can be a problem because oneof them usually begins by saying “no”. However, although this can make talks more difficult, this isoften 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 skilled negotiators are smooth operators in smart suits. Dr Cohensays that one of his strategies is to dress down so that the other side can relate to you. Pitch yourlook to suit your customer. You do not need to make them feel better than you but, For example,dressing in a style that is not overtly expensive or successful will make you 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 getting into the world of theother side. Ask questions rather than give answers and take an interest in what the other person issaying, even if you think what they ar rre saying is silly. You do not need to become their best friendsbut being too clever will alienate them. A lot of deals are made on impressions. Do not rush whatyou are saying---put a few hesitations in , do not try to blind them with your verbal dexterity. 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 betterchance they have because people do not want to think their investment and energies have goneto waste. However , joint venture can mean joint risk and sometimes , if this becomes too great ,neither party may be prepared to see the deal through . More common is a corporate culture clashbetween companies, which can put paid to any deal. Even having agreed a deal, things may notbe tied up quickly because when the lawyers get involved, everything gets slowed down as theyargue about small details.De Cohen thinks that children are the masters of negotiation. Their goals are totally selfish.They understand the decision-making process within families perfectly. If Mum refuses their request, they will troop along to Dad and pressure him. If al else fails, they will try the grandparents, usingsome emotional blackmail. They can also be very single-minded and have an inexhaustible supplyof energy for the cause they are pursuing. So there are lesson to be learned from watching andlistening 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 the other party of their point of viewB show they are not really interestedC indicate they wish to take the easy optionD protect their company’s 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 superior 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.Dconvince 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 children’s negotiation techniques to show that you shouldA be prepared to try every routewww.Examw.comB try not to make people feel guiltyC be careful not to exhaust yourselfD control the decision-making process.

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