Question

【题目】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.

Answer 1

【答案】

【1】F

【2】C

【3】B

【4】E

【5】G

【解析】本文介绍了一些谈判或协商的建议。

【1】根据后面举例，事例讲述了difficult并不是不可能，只需要付出一些筹码，和F项的意思完全匹配，且事例中用了That would be very difficult,句中有difficult，F项也有关键词difficult，故选F。

【2】根据前一句中的关键词comment可知，空格需要引入销售员的话，只BCD三个选项可以考虑；其次，根据此句语境可知这个评论意思是可以就其它方面进行协商，所以在钱这件事情上就不能协商，故选C。

【3】根据前一句if the salesman says可知空格需要引入销售员的话，剩下的BD两个选项可以考虑；结合后一句your response should be to ask who can.你的回答是谁能谈，所以B项的意思“我自己谈不了价格”完全符合，故选B。

【4】根据局上面举的三个例子可知，他们在协商时所说的话并不是那么清楚，直截了当，而是委婉表达，E项In all of these situations就是指代上面的3种情况，后半句的意思符合上面的三个事例，故选E。

【5】根据前一句的意思“协商时传递的信息很清楚-可以腾出空间做出妥协或改动”可知此处是总结，只要双方都能互相妥协退让，肯定能达成一致让双方都满意，故选G。