BEC高级真题 3

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1、共享天下考研论坛BEC版bbs.kaoyansky.cnText3Reading1hourPARTONEQuestions1–8lLookatthestatementsbelowandatthefiveextractsontheoppositepagefromanarticlegivingadvicetoself-employedconsultantsaboutnegotiatingfeesfortheirservices.lWhichbook(A,B,C,DorE)doseeachstatement1–8referto?lForeachstatement!–8,makeo

2、neletter(A,B,C,DorE)onyourAnswerSheet.lYouwillneedtousesomeoftheselettersmorethanonce.Example:0Lackofself-confidencewillputyouatadisadvantageinanegotiation.0ABCDE1Tryingtonegotiateisonlyworthwhileifthereistheprospectofsuccess.2Thebestresultofnegotiationiswhenbothpartieshaveasenseofsatisfac

3、tion.3Acceptingalowerfeemighthavebenefitsinthefuture.4Itisimportanttoknowhowmuchotherpeoplearechargingforsimilarwork.5Youshouldaskforafeeinexcessofwhatyouexpecttoget.6Offertheotherpartyincentivestoagreetoyourfee.7Otherpeople’sreactionstoyouareinfluencedbyyourbodylanguage.8Itmaybecomeobviou

4、sthatyouhavecometoregretadealyouhavemade.AYou’reindangerofsellingyourselfshortifyoudon’tknowwherethegoalpostsare,especiallywhenyou’renegotiatingwithanewclient.Researchthemarketandfindoutthegoingrate.Youcandothisbynetworkingcontactsortalkingtosmallbusinessadvisers.Alternatively,askthecompet

5、ition.Ofcourseyourrivalsmaynottellyou,butthere’snoharminasking.Anotherprerequisiteislearningtorecognizewhenthere’sscopefornegotiation,becausewithoutit,youcanwasteagreatdealoftimeandenergy.12共享天下考研论坛BEC版bbs.kaoyansky.cn共享天下考研论坛BEC版bbs.kaoyansky.cnBKnowtheamountyouwouldreallylike,slightlyabo

6、vewhatyouthinktheywillofferandabovewhatyou’dbehappytosettlefor.Also,knowyourtrade-offs.Createawishlistofallthethingsyou’dliketoreceiveifyoulivedinaperfectworld.Thatway,iftheothersidewantyoutomovefromyourpreferredoropeningpositiononanissuetoapositionnearerthebottomline,youcanmoveinexchangef

7、orsomethingfromyourwishlist.CPeoplewhoarenervousaboutnegotiatingovermoneyoftenletfeartellthemthey’renogoodatthesediscussionsandnotworththefee.Youliterallycan’taffordtheluxuryofasinglenegotiatingthought.Standupwhenmakingnegotiatingphonecalls:itwillmakeyoufellmo