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1、共享天下考研论坛BEC版bbs.kaoyansky.cnText3Reading1hourPARTONEQuestions1–8lLookatthestatementsbelowandatthefiveextractsontheoppositepagefromanarticlegivingadvicetoself-employedconsultantsaboutnegotiatingfeesfortheirservices.lWhichbook(A,B,C,DorE)doseeachstatement
2、1–8referto?lForeachstatement!–8,makeoneletter(A,B,C,DorE)onyourAnswerSheet.lYouwillneedtousesomeoftheselettersmorethanonce.Example:0Lackofself-confidencewillputyouatadisadvantageinanegotiation.0ABCDE1Tryingtonegotiateisonlyworthwhileifthereistheprospect
3、ofsuccess.2Thebestresultofnegotiationiswhenbothpartieshaveasenseofsatisfaction.3Acceptingalowerfeemighthavebenefitsinthefuture.4Itisimportanttoknowhowmuchotherpeoplearechargingforsimilarwork.5Youshouldaskforafeeinexcessofwhatyouexpecttoget.6Offertheothe
4、rpartyincentivestoagreetoyourfee.7Otherpeople’sreactionstoyouareinfluencedbyyourbodylanguage.8Itmaybecomeobviousthatyouhavecometoregretadealyouhavemade.17共享天下考研论坛BEC版bbs.kaoyansky.cn共享天下考研论坛BEC版bbs.kaoyansky.cnAYou’reindangerofsellingyourselfshortifyoud
5、on’tknowwherethegoalpostsare,especiallywhenyou’renegotiatingwithanewclient.Researchthemarketandfindoutthegoingrate.Youcandothisbynetworkingcontactsortalkingtosmallbusinessadvisers.Alternatively,askthecompetition.Ofcourseyourrivalsmaynottellyou,butthere’
6、snoharminasking.Anotherprerequisiteislearningtorecognizewhenthere’sscopefornegotiation,becausewithoutit,youcanwasteagreatdealoftimeandenergy.BKnowtheamountyouwouldreallylike,slightlyabovewhatyouthinktheywillofferandabovewhatyou’dbehappytosettlefor.Also,
7、knowyourtrade-offs.Createawishlistofallthethingsyou’dliketoreceiveifyoulivedinaperfectworld.Thatway,iftheothersidewantyoutomovefromyourpreferredoropeningpositiononanissuetoapositionnearerthebottomline,youcanmoveinexchangeforsomethingfromyourwishlist.17共
8、享天下考研论坛BEC版bbs.kaoyansky.cn共享天下考研论坛BEC版bbs.kaoyansky.cnCPeoplewhoarenervousaboutnegotiatingovermoneyoftenletfeartellthemthey’renogoodatthesediscussionsandnotworththefee.Youliterallycan’taffordtheluxuryofasinglenegotiatingthought.