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1、剑桥商务英语中级分类模拟17READINGPARTONE・Readthefollowingarticleaboutthenegotiationmythsandthequestionsontheoppositepage・DebunkingNegotiationMythsBeforedevelopingamoreeffectivenegotiationstrategy,weneedtodispelseveralfaultyassumptionsandmythsaboutnegotiation.Thesemythshamperpeople!sabilitytol
2、earneffectivenegotiationskillsandinsomecasesreinforcepoornegotiationskills.Apervasivebeliefisthatgoodnegotiationskillsaresomethingthatpeoplearebornwith,notsomethingthatcanbereadilylearned.Thisisfalsebecausemostexcellentnegotiatorsareself-made•Infact,thereareveryfewnaturallygiftedn
3、egotiators.Wetendtoheartheirstorieszbutwemustrememberthattheirstoriesareselective,meaningthatitisalwayspossibleforsomeonetohavealuckydayorafortunateexperience.Thismythisoftenperpetuatedbythetendencyofpeopletojudgenegotiationskillsbytheircar-dealershipexperience•Whereaspurchasingac
4、ariscertainlyanimportantandcommontypeofnegotiation,itisnotthebestcontextbywhichyournegotiationskillscanbejudged.Themostimportantnegotiationsarethosethatweengageineverydaywithourcolleagues,supervisors,coworkersandbusinessassociates.Theserelationshipsprovideamuchbetterindexofone1sef
5、fectivenessinnegotiation.Inshort,effectivenegotiationrequirespracticeandfeedback.Theproblemisthatmostofusdonotgetanopportunitytodevelopeffectivenegotiationskillsinadisciplinedfashion,rather,mostofuslearnbydoing.Asthesecondmythreveals,experienceishelpful,butnotsufficient.Wehaveallm
6、etthatpersonatthecocktailpartyorontheairplanewhoboastsabouthisorhergreatnegotiationfeatsandhowheorshelearnedonthejob.Itisonlypartlytruethatexperiencecanimprovenegotiationskills；infact,nativeexperienceislargelyineffectiveinimprovingnegotiationskills.Therearethreestrikesagainstnatur
7、alexperienceasaneffectiveteacher.First,ifapersondoesnotknowhowwellheorshehasperformedinthenegotiation,itisnearlyimpossibletoimproveperformance.Forexample,canyouimaginetryingtolearnmathematicswithouteverdoinghomeworkortakingtests?Thesecondproblemisthatourmemoriestendtobeselective,m
8、eaningthatpeopletendtorememberthe
