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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.DrHerbCohenisoneoftheseprofessiona
2、ltalkers,calledinbycompaniestonegotiateontheirbehalf.HeapproachestheartofnegotiationasagameBECause,asheisusuallynegotiatingforsomebodyelse,hesaysthishelpshimdraintheemotionalcontentfromhisconversation.Heisworkinginacompetitivefieldandneedstoavoidbeingtooadversaria1.Whetherhesucceedsornot,itis
3、importanttohimtomakeagoodimpressionsothatpeoplewillrecommendhim.Thestartingpointforanydeal,hebelieves,istoidentifyexactlywhatyouwantfromeachother.Moreoftenthannot,onepartywillbetryingtopersuadetheotherroundtotheirpointofview.Negotiationrequirestwopeopleattheendsaying"yes”・Thiscanbeaproblembec
4、auseoneofthemusuallybeginsbysaanmaketalkastartingpnagementmaauseitisthying“no"・However,altsmorediffiointinthenywellrejecesaferopticult,thisiegotiationttheideainonbuttheywhereiftheywerenotinterested.Itisamisconceptionthatskillednaresmoothoysthatoneohattheotheooktosuitythemfeelbesinginastyucces
5、sfulwpiewillgenomebodywhouperiortotperatorsinfhisstratersidecanreourcustometterthanyolethatisnoillmakeyouerallyfeelappearstobhem.TheymallfeeItheycantrustyou.DrCohensuggeststsmartsuitsgiesistodrlatetoyou.r.Youdonotubut,Forextovertlyexmoreapproamorecomforelikethemrynotlikeyohatthebesthoughthisc
6、softenjustgame・Topma.itiallybecouldnotbetegotiators.DrCohensa.essdownsotPitchyourlneedtomakeample,drespensiveorschable・Peotablewithsatherthansubuttheywiwaytosellyourproposalisbygettingintotheworldoftheotherside・Askquestionsratherthangiveanswersandtakeaninterestinwhattheotherpersonissaying,eve
7、nifyouthinkwhattheyaresayingissilly.YoudonotneedtobecometheirbestfriendsbutbeingtoocleveTwillalienatethem.Alotofdealsaremadeonimpressions・Donotrushwhatyouaresayingputafewhesitationsin,donottrytoblindthemwithyourverbaldexterity・Also,youshouldr
