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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)doseeachstatement1–8referto?lFor
2、eachstatement!–8,makeoneletter(A,B,C,DorE)onyourAnswerSheet.lYouwillneedtousesomeoftheselettersmorethanonce.Example:0Lackofself-confidencewillputyouatadisadvantageinanegotiation.0ABCDE1Tryingtonegotiateisonlyworthwhileifthereistheprospectofsuccess.2Thebestresultofnego
3、tiationiswhenbothpartieshaveasenseofsatisfaction.3Acceptingalowerfeemighthavebenefitsinthefuture.4Itisimportanttoknowhowmuchotherpeoplearechargingforsimilarwork.5Youshouldaskforafeeinexcessofwhatyouexpecttoget.6Offertheotherpartyincentivestoagreetoyourfee.7Otherpeople
4、’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’reindangerofsellingyourselfshortifyoudon’tknowwherethegoalpostsare,especiallywhenyou’renegotiating
5、withanewclient.Researchthemarketandfindoutthegoingrate.Youcandothisbynetworkingcontactsortalkingtosmallbusinessadvisers.Alternatively,askthecompetition.Ofcourseyourrivalsmaynottellyou,butthere’snoharminasking.Anotherprerequisiteislearningtorecognizewhenthere’sscopefor
6、negotiation,becausewithoutit,youcanwasteagreatdealoftimeandenergy.BKnowtheamountyouwouldreallylike,slightlyabovewhatyouthinktheywillofferandabovewhatyou’dbehappytosettlefor.Also,knowyourtrade-offs.Createawishlistofallthethingsyou’dliketoreceiveifyoulivedinaperfectworl
7、d.Thatway,iftheothersidewantyoutomovefromyourpreferredoropeningpositiononanissuetoapositionnearerthebottomline,youcanmoveinexchangeforsomethingfromyourwishlist.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.cnCPeoplewhoarenervousaboutnegotiatingovermoneyoften
8、letfeartellthemthey’renogoodatthesediscussionsandnotworththefee.Youliterallycan’taffordtheluxuryofasinglenegotiatingthought.
