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1、最新商务英语考试BEC高级模拟习题Foreachquestion15-20,markoneletter(A,B,CorD)onyourAnswerSheetfortheansweryouchoose・TheNegotiatingTable:Youcannegotiatevirtuallyanything・Projects,resources,expectationsanddeadlinesarealloutcomesofnegotiation.Somepeoplenegotiatedealsforaliving.DrHerbCohenisoneoft
2、heseprofessionaltalkers,calledinbycompaniestonegotiateontheirbeha.1f・HeapproachestheartofnegotiationasagameBECause,asheisusuallynegotiatingforsomebodyelse,hesaysthishelpshimdraintheemotionalcontentfromhisconversation・Heisworkinginacompetitivefieldandneedstoavoidbeingtooadversar
3、ial・Whetherhesucceedsornot,itisimportanttohimtomakeagoodimpressionsothatpeoplewillrecommendhim・Thestartingpointforanydeal,hebelieves,istoidentifyexactlywhatyouwantfromeachother.Moreoftenthannot,onepartywillbetryingtopersuadetheotherroundtotheirpointofview.Negotiationrequirestwo
4、peopleattheendsaying"yes”・Thiscanbeaproblembeeauseoneofthemusuallybeginsbysaying"no”・However,althoughthiscanmaketalksmoredifficult,thisisoftenjustastartingpointinthenegotiationgame・Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywe
5、renotinterested.Itisamisconceptionthatskillednegotiatorsaresmoothoperatorsinsmartsuits.DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.Pitchyour1ooktosuityourcustomer.Youdonotneedtomakethemfeelbetterthanyoubut,Forexample,dressinginastylethatisnoto
6、vertlyexpensiveorsuccessfulwillmakeyoumoreapproachable.Peopiewillgenerallyfeelmorecomfortablewithsomebodywhoappearstobelikethemratherthansuperiortothem.Theymaynotlikeyoubuttheywi11feeltheycantrustyou.DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintotheworldoftheoth
7、erside・Askquestionsratherthangiveanswersandtakeaninterestinwhattheotherpersonissaying,evenifyouthinkwhattheyaresayingissilly.Youdonotneedtobecometheirbestfriendsbutbeingtoocleverwillalienatethem.Alotofdealsaremadeonimpressions・Donotrushwhatyouaresayingputafewhesitationsin,donot
8、trytobiindthemwithyourverbaldexterity・Also,youshouldre
