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READINGPART1

TheNegotiatingTable

ts,resources,expectationsanddeadlinesarealloutcomesofnegotiation.

Cohenisoneoftheprofessionaltalkers,calledinbycompanies

tonegotiateontheir??oachestheartofnegotiationasagamebecau,asheisusuallynegotiating

forsomebodyel,rkingina

rhesucceedsornot,itisimportanttohimtomakea

goodimpressionsothatpeoplewillrecommendhim.

Thestartingpointforanydeal,hebelieves,tenthannot,

ationrequirestwopeopleattheend

saying‘yes”.Thiscanbeaproblembecauoneofthemusuallybeginsbysaying“no”.However,althoughthiscan

maketalksmoredifficult,agementmaywellrejectthe

ideainitiallybecauitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.

Itisaminsaysthatoneofhis

ot

needtomakethemfeelbetterthanyoubut,Forexample,dressinginastylethatisnotovertlyexpensiveorsuccessful

willgenerallyfeelmorecomfortablewithsomebodywhoappearstobelike

ynotlikeyoubuttheywillfeeltheycantrustyou.

DrCohensuggeststhatthstions

ratherthangiveanswersandtakeaninterestinwhattheotherpersonissaying,evenifyouthinkwhattheyaresaying

dealsaremadeon

ushwhatyouaresaying---putafewhesitationsin,donottrytoblindthemwithyourverbal

,youshouldrepeatbacktothemwhattheyhavesaidtoshowyoutakethemriously.

llythelongerthenegotiationsgoon,thebetterchancetheyhave

becaur,jointventurecan

meanjointriskandsometimes,ifthisbecomestoogreat,neitherpartymaybepreparedtoethedealthrough.

Morecommonisacorporatecultureclashbetweencompanies,vingagreeda

deal,thingsmaynotbetiedupquicklybecauwhenthelawyersgetinvolved,everythinggetssloweddownasthey

argueaboutsmalldetails.

derstandthe

efustheirrequest,theywilltroopalongtoDadand

fails,theywilltrythegrandparents,nalsobevery

single-mindeearelessontobe

learnedfromwatchingandlisteningtochildren.

15DrCohentreatsnegotiationasagameinorderto

Aputpeopleatea

Bremaindetached

Cbecompetitive

Dimpressrivals

16Manypeoplesay“no”toasuggestioninthebeginningto

Aconvincetheotherpartyoftheirpointofview

Bshowtheyarenotreallyinterested

Cindicatetheywishtotaketheeasyoption

Dprotecttheircompany’ssituation

17DrCohensaysthatwhenyouaretryingtonegotiateyoushould

Aadaptyourstyletothepeopleyouaretalkingto

Bmaketheothersidefeelsuperiortoyou

Cdressinawaytomakeyoufeelcomfortable.

Dtrytomaketheothersidelikeyou

18AccordingtoDrCohen,understandingtheotherpersonwillhelpyouto

Againtheirfriendship

Bspeedupthenegotiations

Cplanyournextmove.

Dconvincethemofyourpointofview

19Dealssometimesfailbecau

Anegotiationshavegoneontoolong

Bthecompaniesoperateindifferentways

Conepartyrisksmorethantheother.

Dthelawyersworktooslowly

20DrCohenmentionschildren’snegotiationtechniquestoshowthatyoushould

Abepreparedtotryeveryroute

Btrynottomakepeoplefeelguilty

Cbecarefulnottoexhaustyourlf

Dcontrolthedecision-makingprocess.

关于negotiatingtechniques的⽂章。传统的阅读题型，相对⽐较容易。

15题，答案很明显：hesaysthishelpshimdraintheemotionalcontentfromhisconversation。帮助他抽离他的谈话中

15题，答案很明显：hesaysthishelpshimdraintheemotionalcontentfromhisconversation。帮助他抽离他的谈话中

的感情成分。要想选对，只需要知道选项B中detached的含义：notreactingtoorbecominginvolvedinsomethinginan

emotionalway

16题，这题貌似只能采取排除法。因为⼏个选项和原⽂的对应都不是太明显。问为什么很多⼈在⼀开始要对⼀个建议

说“不”。答案是第⼆段的最后⼀句：Topmanagementmaywellrejecttheideainitiallybecauitisthesaferoptionbut

theywouldnotbethereiftheywerenotinterested.。最⾼管理层在⼀开始可能会拒绝这个建议，因为这样是⼀个更安全

的选择。但是如果他们真的不感兴趣的话，他们就不会在那⾥(谈判)了。A在这段⽂字中没有提到，B不对，他们肯定是

感兴趣的，C也不对没有提到，原⽂说的是saferoption。选D，之所以会拒绝，因为从维护公司利益的⾓度，这样是⼀

个saferoption。

17题，答案也很明显：DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelateto

you.这⾥的两个词组可以解释下：

dressdown:towearclothesthataremoreinformalthantheonesyouwouldusuallywearrelateto:tofeelthatyou

understandsomeone'sproblem,situationetc

所以这个句⼦意思是穿的不那么正式，这样可以让另⼀⽅接近你。也就是A说的是你的风格适应你的谈判对象。C不

对，不是makeyoufeelcomfortable，⽽是makeothersfeelcomfortable。D也不对，可能会误选，不是让别⼈喜欢

你，like太夸张了，只是容易接近。

18题，答案在第四段的第⼀句话：DrCohensuggeststhatthebestwaytollyourproposalisbygettingintothe

worldoftheotherside.。⾛进另⼀⽅的世界，就是原⽂说的understandingtheotherperson，⽬的是为了llyour

proposal，也就是让对⽅接受你的建议，选D。

19题，谈判失败的原因，答案是第五段的这么⼀句：Morecommonisacorporatecultureclashbetweencompanies,

whichcanputpaidtoanydeal。公司⽂化冲突导致的。⽂化冲突，就是两个公司在运作、理念等等上的不⼀致，选C：

两个公司以不同的⽅式运作。

20题，为什么要借鉴⼩孩⼦的办法，原⽂最后⼀段提到⼩孩⼦的办法就是，爸爸不⾏找妈妈，妈妈不⾏就在感情上敲诈

爷爷奶奶。此路不通就换另⼀条，就是A说的尝试每⼀条路线。B没有提到，C不对，原⽂说⼩孩⼦有inexhaustible

supplyofenergy。D也没有提到。