How to Negotiate

when you're negotiating(协商)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.

Jessica Tandy probably is best known for winning an Academy Award in 1989 for the movie Driving Miss Daisy. She was the oldest person to have won the award. But for many years, she had received praise for her great performances.

Jessica Tandy was born in London in 1909. After her father died, her mother taught and took other jobs at night to make extra money to raise her, three children. Jessica’s older brothers showed an interest in the theater and often put on shows at home. Jessica said later that she was terrible in all of them. But she said taking part in those plays as a child created a desire in her to be someone else.

Jessica loved going to the theater. This love led her to attend an acting school in 1924. She performed in her first play called The Manderson Girls at 18. But few people watched this play. In 1932, she married the famous actor Jack Hawkins. Their wedding pictures were on the front page of many British newspapers. In the same year, critics in London recognized her great acting skill in her performance in the play Children in Uniform.

In 1940, Jessica ended her first marriage and moved to the USA. In New York, she met actor Hume Cronyn. Two years later, they married and moved to Hollywood.

Her turning point came in 1947 when she played the lead part in Tennessee Williams’ play A Streetcar Named Desire. Tandy won the first of her four Tony awards for best actress in it. After that Hollywood producers began to choose her to be in the movie.

Jessica Tandy said she hated seeing herself in the movies. She was surprised when she won the Academy Award for Driving Miss Daisy. She said that the wonderful part she had made up for her lack of experience in movies.

1.Jessica’s early interest in acting came from __________.

A. her natural gift for acting B. her brothers’ influence

C. her hope of helping raise her family D. her mother’s encouragement

2.What made Jessica first widely known to the public?

A. Attending an acting school.

B. Her first play The Manderson Girls.

C. Her marriage with Jack Hawkins.

D. Her wonderful performance in Driving Miss Daisy.

3.Which is the correct order of the following events?

a. Jessica performed in The Manderson Girls.

b. Jessica married Hume Cronyn

c. Jessica played the lead part in A Streetcar Named Desire.

d. Jessica moved to the USA.

A. a, d, b, c B. a, b, c, d

C. b, d, a, c D. b, c, a, d

4.From the last paragraph, we can learn that __________.

A. Jessica wasn’t interested in acting in movies

B. Jessica would perform better if given a better part

C. Jessica was as confident as commonly considered

D. winning the Academy Award was a surprise to Jessica

Reward methods are an everyday occurrence in our classrooms. More than ever, a great number of incentive(激励) programs have been created to help teachers manage behavior, and motivate learners. However, there is evidence that in the long run, reward systems don’t work.

Many people believe that rewards can help students develop a reason to do better. However, this approach fails to address why children are unable to be successful in the first place. When a student who dislikes math frequently behaves badly in class, a simple and easy way to deal with the behavior might be to offer him a reward for not misbehaving. Yet this would do nothing to solve his real problem—which is his attitude towards math.

On the other hand, rewards can’t last forever. So what happens when they stop? Many experiments suggest once the rewards stop, people go back to behaving as they did before.

Some people might counter that. It may be true that students won’t positively work once we stop rewarding them, but at least they will have worked more than they otherwise would have! Unfortunately, there is another more surprising consequence of rewards that we need to consider: Rather than create motivation, they can actually decrease motivation.

In a classic study, some kindergarteners who enjoyed drawing with markers were observed in a classroom with different activities available. They were broken into two groups. Everyone in the first group was told that he or she could win an attractive certificate by drawing a picture with markers. Each was eager to get the certificate and drew a picture. Children in the second group were also encouraged to draw but didn’t get a certificate. After a delay of about two weeks, when the markers again appeared in the classroom but no certificate was promised, the children in the first group used the markers about half as much as children in the second group. Apparently, rewards actually made them enjoy drawing less.

What we really want is for students to take responsibility for their own learning. When much of the focus is on performance outcome, it can stop the development of self-motivation. The ‘self-determination theory’ claims all human beings will succeed when our basic, inborn, and emotional needs are met. By providing appropriate support and opportunities, we can help to meet the needs of all students and therefore increase their motivation.

1.The author mainly argues that ________.

A. students should be responsible for their learning

B. incentive programs help to solve real problems

C. motivation plays an important role in learning

D. reward methods for students are ineffective

2.The underlined word “counter” in Paragraph 4 probably means ________.

A. suspect

B. oppose

C. detail

D. confirm

3.In Paragraph 5, the author uses the example to show that ________.

A. rewards keep interest

B. children enjoy awards

C. children are changeable

D. rewards reduce motivation

4.The author persuades readers to accept his argument mainly by ________.

A. questioning the results of classic studies

B. comparing strengths with weaknesses

C. pointing out the problems with reward systems

D. giving examples of badly-behaved students

It's a scene so common: Coffee shops are filled with customers who seem more absorbed in their study or work than in their drinks.The coffee shop has become a popular place for modern-day students and workers.It's less boring than the library,and yet it is still filled with the same energy as a school.

There might be a good reason why students are drawn to social spaces like coffee shops for study.A recent study conducted by researchers in Belgium indicates that productivity may increase in coffee shops.

As part of the study,about 40 participants were placed side-by-side in pairs and asked to undergo(经历)reaction-time tests.Each participant sat in front of a computer screen,which flashed different colored squares.The goal for each person was to hit the key on the keyboard that corresponded with each square.Though each participant worked separately,they were affected by how hard their neighbor was working.The researchers varied the difficulty levels of each person's test,and they found that if they paired a person working on a medium-difficult test with someone taking a very difficult test,the first person would work harder.Not only that,but the first person's accuracy would also improve.

"It seems like noticing that their partner is working hard motivated people to work hard too,"a researcher explained.But the researchers couldn't exactly explain why."One possibility is that the hard workers' body position got noticeably more tense.So next time you enter a coffee shop to study or work,sitting next to customers who are obviously in the zone may be a wise choice."

1.Why do students prefer to study in coffee shops rather than in libraries?

A. They can enjoy drinks while studying.

B. It's too boring for them to study in a library.

C. They can conduct their academic researches.

D. Coffee shops have a better atmosphere.

2.How would a participant be affected by a neighbor doing a more difficult test?

A. He would work less hard.

B. He would possibly give up.

C. He would achieve better results.

D. He would change the difficulty level.

3.What can we learn from the last paragraph?

A. Further research will be done in the future.

B. Sit next to a hard worker if you want to study.

C. Customers should sit tensely in a coffee shop.

D. The researchers have fully explained the result.

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