Question

【題目】How to Negotiate

when you're negotiating（協(xié)商）with someone, listen for the messages that he or she might be sending to you.【1】 Imagine you're staying in a hotel, and you want to change your room-The manager s answer of“That would be very difficult, sir”,does not mean that he is 8aymg“no．”It Just means that he wants to know what you are prepared to offer him in return for the change of room．

If you are buying a new car, and want to pay less than the price being asked, then the sales. man s comment, 【2】means that they do negotiate on other things, like the delivery time, or the “extra” that might be available as part of the purchase. In the same car showroom, if the salesman says,【3】then your response should be to ask who can. The message the salesman is sending suggests that his boss is the one you need to be talking to.

【4】In any negotiation, the two “players” wish to get as much out of it as they can, of course. In the three examples above. the salesmen and the hotel manager are hoping that you will accept their price or conditions——but their “messages” make it clear that there may be room for movement and compromise. 【5】.

A. Patience plays a vital role in listening, which leads to a successful negotiation.

B. “Sorry, I myself can't negotiate prices",

C. "I'm sorry, but we never negotiate on the price",

D. "I'm sorry, but our price is quite reasonable",

E. In all of these situations, the message is never communicated in clear terms.

F. For example, the word "difficult" does not mean the same as impossible.

G. In a successful negotiation, the two sides move towards each other and reach an agreement on conditions that satisfy both sides.

Answer 1

【答案】

【1】F

【2】C

【3】B

【4】E

【5】G

【解析】本文介紹了一些談判或協(xié)商的建議。

【1】根據(jù)后面舉例，事例講述了difficult并不是不可能，只需要付出一些籌碼，和F項(xiàng)的意思完全匹配，且事例中用了That would be very difficult,句中有difficult，F(xiàn)項(xiàng)也有關(guān)鍵詞difficult，故選F。

【2】根據(jù)前一句中的關(guān)鍵詞comment可知，空格需要引入銷售員的話，只BCD三個(gè)選項(xiàng)可以考慮；其次，根據(jù)此句語境可知這個(gè)評(píng)論意思是可以就其它方面進(jìn)行協(xié)商，所以在錢這件事情上就不能協(xié)商，故選C。

【3】根據(jù)前一句if the salesman says可知空格需要引入銷售員的話，剩下的BD兩個(gè)選項(xiàng)可以考慮；結(jié)合后一句your response should be to ask who can.你的回答是誰能談，所以B項(xiàng)的意思“我自己談不了價(jià)格”完全符合，故選B。

【4】根據(jù)局上面舉的三個(gè)例子可知，他們?cè)趨f(xié)商時(shí)所說的話并不是那么清楚，直截了當(dāng)，而是委婉表達(dá)，E項(xiàng)In all of these situations就是指代上面的3種情況，后半句的意思符合上面的三個(gè)事例，故選E。

【5】根據(jù)前一句的意思“協(xié)商時(shí)傳遞的信息很清楚-可以騰出空間做出妥協(xié)或改動(dòng)”可知此處是總結(jié)，只要雙方都能互相妥協(xié)退讓，肯定能達(dá)成一致讓雙方都滿意，故選G。