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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)doseeachstatement1–8refer
2、to?lForeachstatement!–8,makeoneletter(A,B,C,DorE)onyourAnswerSheet.lYouwillneedtousesomeoftheselettersmorethanonce.Example:0Lackofself-confidencewillputyouatadisadvantageinanegotiation.0ABCDE1Tryingtonegotiateisonlyworthwhileifthereistheprospectofsuccess.2Thebe
3、stresultofnegotiationiswhenbothpartieshaveasenseofsatisfaction.3Acceptingalowerfeemighthavebenefitsinthefuture.4Itisimportanttoknowhowmuchotherpeoplearechargingforsimilarwork.5Youshouldaskforafeeinexcessofwhatyouexpecttoget.6Offertheotherpartyincentivestoagreet
4、oyourfee.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’reindangerofsellingyourselfshortifyoudon’tknowwherethegoalpostsare,esp
5、eciallywhenyou’renegotiatingwithanewclient.Researchthemarketandfindoutthegoingrate.Youcandothisbynetworkingcontactsortalkingtosmallbusinessadvisers.Alternatively,askthecompetition.Ofcourseyourrivalsmaynottellyou,butthere’snoharminasking.Anotherprerequisiteislea
6、rningtorecognizewhenthere’sscopefornegotiation,becausewithoutit,youcanwasteagreatdealoftimeandenergy.BKnowtheamountyouwouldreallylike,slightlyabovewhatyouthinktheywillofferandabovewhatyou’dbehappytosettlefor.Also,knowyourtrade-offs.Createawishlistofallthethings
7、you’dliketoreceiveifyoulivedinaperfectworld.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.cnC
8、Peoplewhoarenervousaboutnegotiatingovermoneyoftenletfeartellthemthey’renogoodatthesediscussionsandnotworththefee.Youliterallycan’taffordtheluxuryofasinglenegotiatingthought.
