W: Mr. Green, what do you think makes a successful negotiator?
M: Well, that’s hard to define. But I think successful negotiators have several things in common. They are always polite and rational people. They are firm but flexible. They can recognize power and know how to use it. They are sensitive to the dynamics of the negotiation. The way of rises and falls and how it may change direction. They project the image of confidence, and perhaps most importantly, they know when to stop.
W: And, what about an unsuccessful negotiator?
M: Well, this is probably all of us when we start out. We are probably immature and over-trusting. Too emotional or aggressive. We are unsure of ourselves and we want to be liked by everyone. Good negotiators learn fast. Poor negotiators remain like that and go on losing negotiations.
W: In your opinion, can the skills of negotiation be taught?
M: Well, you can teach someone how to prepare for a negotiation. There are perhaps six stages in every negotiation. Get to know the other side. State your goals. Start the process. Clarify areas of disagreement or conflict. Reassess your position. Making acceptable compromises. And finally, reach some agreement in principle. These stages can be studied. And strategies to be used in each can be planned beforehand. But I think, the really successful negotiator is probably born with six sense about responding appropriately to the situation at hand.
W: The artistic sense you’ve just described?
M: Yes. That’s right.
Questions 12 to 15 are based on the conversation you have just heard.
Q12: What does the man say about good negotiators?
A) They are sensitive to the dynamics of a negotiation.
B) They see the importance of making compromises.
C) They know when to adopt a tough attitude.
D) They take the rival’s attitude into account.
答案:A) They are sensitive to the dynamics of a negotiation.
Q13: What does the man say may be the most important thing to a successful negotiator?
A) They know how to adapt. C) They know when to make compromises.
B) They know when to stop. D) They know how to control their emotion.
答案:B) They know when to stop.
Q14: How is a good negotiator different from a poor one?
A) They are patient. C) They learn quickly.
B) They are good at expression. D) They uphold their principles.
答案:C) They learn quickly.
Q15: What is the first stage of negotiation according to the man?
A) Make clear one’s intentions. C) Formulate one’s strategy.
B) Clarify items of negotiation. D) Get to know the other side.
答案:D) Get to know the other side.
解析:
长对话2主要讲的是谈判,谈判成功和谈判失败的人所具备的特征,以及如何训练谈判技能。从题目设置上看,本篇长对话主要考查的是事实细节。根据“所听即所得”、“强调表达中有重点”以及顺序原则可以得出答案。第12题到第15题的答案可分别从回答者男士的话中找到答案,正确选项为原文的同义替换或简单重复。总体来说,本篇长对话较简单。
W:格林先生,你认为怎样才能成为一个成功的谈判者? 男:嗯,这很难定义。但我认为成功的谈判者有几个共同点。他们总是有礼貌和理性的人。他们坚定而灵活。他们能识别力量并知道如何使用它。他们对谈判的动态很敏感。上升和下降的方式以及如何改变方向。他们表现出自信的形象,也许最重要的是,他们知道什么时候该停下来。 女:那失败的谈判者呢? 男:嗯,这可能是我们所有人开始的时候。我们可能是不成熟和过度信任。过于情绪化或好斗。我们对自己没有信心,我们希望每个人都喜欢我们。好的谈判者学得很快。糟糕的谈判者仍然是这样,继续失败的谈判。 W:在你看来,谈判技巧是可以教的吗?
男:嗯,你可以教别人如何准备谈判。每一次谈判可能有六个阶段。了解对方。你的目标状态。启动过程。明确分歧或冲突的领域。重新评估你的位置。可接受的妥协。最后,在原则上达成一致。这些阶段可以研究。每一种策略都可以事先计划好。但是我认为,真正成功的谈判者可能天生就有六种感觉,能够对当前的形势做出适当的反应。 W:你刚才描述的艺术感? M:是的。这是正确的。