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1、WORD资料.可编辑BEC商务英语高级考试历年真题（1） TheNegotiatingTable Youcannegotiatevirtuallyanything.Projects,resources,expectationsanddeadlinesarealloutcomesofnegotiation.Somepeoplenegotiatedealsforaliving.DrHerbCohenisoneoftheseprofessionaltalkers,calledinbycompaniestonegotiateont
2、heir??behalf.Heapproachestheartofnegotiationasagamebecause,asheisusuallynegotiatingforsomebodyelse,hesaysthishelpshimdraintheemotionalcontentfromhisconversation.Heisworkinginacompetitivefieldandneedstoavoidbeingtooadversarial.Whetherhesucceedsornot,itisimportanttohi
3、mtomakeagoodimpressionsothatpeoplewillrecommendhim. Thestartingpointforanydeal,hebelieves,istoidentifyexactlywhatyouwantfromeachother.Moreoftenthannot,onepartywillbetryingtopersuadetheotherroundtotheirpointofview.Negotiationrequirestwopeopleattheendsaying‘yes”.This
4、canbeaproblembecauseoneofthemusuallybeginsbysaying“no”.However,althoughthiscanmaketalksmoredifficult,thisisoftenjustastartingpointinthenegotiationgame.Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.
5、Itisamisconceptionthatskillednegotiatorsaresmoothoperatorsinsmartsuits.DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.Pitchyourlooktosuityourcustomer.Youdonotneedtomakethemfeelbetterthanyoubut,Forexample,dressinginastylethatisnotovert
6、lyexpensiveorsuccessfulwillmakeyoumoreapproachable.Peoplewillgenerallyfeelmorecomfortablewithsomebodywhoappearstobelikethemratherthansuperiortothem.Theymaynotlikeyoubuttheywillfeeltheycantrustyou. DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintothewor
7、ldoftheotherside.Askquestionsratherthangiveanswersandtakeaninterestinwhattheotherpersonissaying,evenifyouthinkwhattheyaresayingissilly.Youdonotneedtobecometheirbestfriendsbutbeingtoocleverwillalienatethem.Alotofdealsaremadeonimpressions.Donotrushwhatyouaresaying---p
8、utafewhesitationsin,donottrytoblindthemwithyourverbaldexterity.Also,youshouldrepeatbacktothemwhattheyhavesaidtoshowyoutakethemseriously.
