BEC商务英语高级考试历年真题资料仅供参考BEC商务英语高级考试历年真题（1）The Negotiating TableYou can negotiate virtually anything.Projects, resources, expectations anddeadlines are all outcomes of negotiation.Somepeople negotiatedeals fora living.DrHerb Cohen is one of these professionaltalkers,calledin by companies to negotiateon their?behalf. He approaches the artofnegotiation as a game because, as he isusually negotiating for somebody else, hesays this helps him drain the emotionalcontentfrom his conversation.He is workingin a competitive field and needs to avoidor not,itis importantto him to make a goodimpressionso thatpeople willrecommendhim.The starting point for any deal, he believes, is to identify exactly what you want from each other. More often than not, one party will be trying to persuade the other round to their point of view.资料仅供参考Negotiation requires two people at the endsaying yes”. This can be a problem because one of them usually begins by saying “no” . However, although this can make talks moredifficult, this is often just a starting point in the negotiation game. Top management may well reject the ideainitiallybecause itis the saferoptionbutthey would not be there if they were not interested.It is a misconception that skilled negotiators are smooth operators in smart suits. Dr Cohen says that one of hisstrategies is to dress down so that the other side can relate to you. Pitch your look tosuit your customer. You do not need to make them feel better than you but, For example, dressing in a style that is not overtly expensive or successful will make you more approachable. People will generally feelmore comfortable with somebody who appears to be like them rather than superior to them.资料仅供参考They may not likeyou but theywillfeeltheycan trust you.Dr Cohen suggests that the best way tosell your proposal is by getting into theworld of the other side. Ask questionsrather than give answers and take aninterestinwhat the otherpersonis saying,even if you think what they are saying issilly. You do not need to become their bestfriends but being too clever will alienatethem. A lotof deals are madeon impressions.Do not rush what you are saying-put a fewhesitations in , do not try to blind themwith yourverbaldexterity.Also,you shouldrepeat back to them what they have said toshow you take them seriously.Inevitablysome dealswillnot succeed.Generallythe longerthe negotiationsgo on,the better chance they have because peopledo not want to think their investment andenergieshave gone towaste. However ,jointventure can mean jointriskand sometimes ,资料仅供参考if this becomes too great ,neitherpartymaybe prepared to see the deal through . Morecommonisa corporatecultureclash betweencompanies, which can put paid to any deal.Even having agreed a deal,thingsmay notbetiedup quicklybecause when the lawyersgetinvolved, everything gets slowed down asthey argue about small details.De Cohen thinks that children are themasters of negotiation. Their goals aretotally selfish. They understand thedecision-making process within familiesperfectly. If Mum refuses their request ,theywilltroopalong to Dad and pressurehim.If al else fails, they will try thegrandparents, using some emotionalblackmail. They can also be verysingle-minded and have an inexhaustiblesupply of energy for the cause they arepursuing.So there are lessontobe learnedfrom watching and listening to children.15 Dr Cohen treatsnegotiationas a game资料仅供参考in order toA put people at easeB remain detachedC be competitiveD impress rivals16 Manypeople say “no” to a suggestion in the beginning toA convince the other party of their point of viewB show they are not really interested C indicate they wish to take the easyoptionD protect their companys situation17 Dr Cohen says thatwhen you are tryingto negotiate you shouldA adapt your styleto the people you aretalking toB make the other side feel superior toyouC dress in a way to make you feel comfortable.D try to make the other side like you