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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?lForeac
2、hstatement!–8,makeoneletter(A,B,C,DorE)onyourAnswerSheet.lYouwillneedtousesomeoftheselettersmorethanonce.Example:0Lackofself-confidencewillputyouatadisadvantageinanegotiation.0ABCDE1Tryingtonegotiateisonlyworthwhileifthereistheprospectofsuccess.2Thebestresultofnegotiatio
3、niswhenbothpartieshaveasenseofsatisfaction.3Acceptingalowerfeemighthavebenefitsinthefuture.4Itisimportanttoknowhowmuchotherpeoplearechargingforsimilarwork.5Youshouldaskforafeeinexcessofwhatyouexpecttoget.6Offertheotherpartyincentivestoagreetoyourfee.7Otherpeople’sreactio
4、nstoyouareinfluencedbyyourbodylanguage.8Itmaybecomeobviousthatyouhavecometoregretadealyouhavemade.AYou’reindangerofsellingyourselfshortifyoudon’tknowwherethegoalpostsare,especiallywhenyou’renegotiatingwithanewclient.Researchthemarketandfindoutthegoingrate.Youcandothisbyn
5、etworkingcontactsortalkingtosmallbusinessadvisers.Alternatively,askthecompetition.Ofcourseyourrivalsmaynottellyou,butthere’snoharminasking.Anotherprerequisiteislearningtorecognizewhenthere’sscopefornegotiation,becausewithoutit,youcanwasteagreatdealoftimeandenergy.12共享天下考
6、研论坛BEC版bbs.kaoyansky.cn共享天下考研论坛BEC版bbs.kaoyansky.cnBKnowtheamountyouwouldreallylike,slightlyabovewhatyouthinktheywillofferandabovewhatyou’dbehappytosettlefor.Also,knowyourtrade-offs.Createawishlistofallthethingsyou’dliketoreceiveifyoulivedinaperfectworld.Thatway,iftheoth
7、ersidewantyoutomovefromyourpreferredoropeningpositiononanissuetoapositionnearerthebottomline,youcanmoveinexchangeforsomethingfromyourwishlist.CPeoplewhoarenervousaboutnegotiatingovermoneyoftenletfeartellthemthey’renogoodatthesediscussionsandnotworththefee.Youliterallycan
8、’taffordtheluxuryofasinglenegotiatingthought.Standupwhenmakingnegotiatingphonecalls:itwillmakeyoufellmo
