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[originaltext]W: Mr. Green, is it fair to say that negotiation is an art?M: We
[originaltext]W: Mr. Green, is it fair to say that negotiation is an art?M: We
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2024-04-12
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管理
问题
W: Mr. Green, is it fair to say that negotiation is an art?
M: Well, I think it’s both an art and a science. You can prepare for a negotiation quite scientifically, but the execution of the negotiation has quite a lot to do with one’s artistic quality. The scientific part of a negotiation is in determining your strategy. What do you want out of it? What can you give? Then of course there are tactics. How do you go about it? Do you take an opening position in a negotiation which differs from the eventual goal you are heading for? And then of course there are the behavioral aspects.
W: What do you mean by the behavioral aspects?
M: Well, that’s I think where the art comes in. In your behavior, you can either be an actor. You can pretend that you don’t like things which you are actually quite pleased about. Or you can pretend to like things which you are quite happy to do without. Or you can be the honest type negotiator who’s known to his partners in negotiation and always plays everything straight. But the artistic part of negotiation I think has to do with responding immediately to cues one gets in the process of negotiation. These can be verbal cues or even body language. This is where the artistic quality comes in.
W: So really, you see two types of negotiator then, the actor or the honest one.
M: That’ right. And both can work I would say the honest negotiator can be quite effective in some circumstances. In other circumstances you need an actor.
5. When is a scientific approach best embodied in a negotiation according to the man?
6. Why does the man say a negotiation is a science?
7. In what way is a negotiator like an actor according to the man?
8. What does the man say about the two types of negotiator?
选项
A、Because you can apply science to a negotiation.
B、Because you have to decide on strategy and tactics.
C、Because you can execute a negotiation scientifically.
D、Because you have to do lots of studies and researches.
答案
B
解析
男士认为谈判既是一门艺术又是一门科学,然后解释说,你可以很科学系统地准备一个谈判,谈判的科学部分在于你要决定自己的策略和战术。B项完整地表达原文的意思,为正确答案。A“因为你能把科学应用于谈判”以及D“因为你要做很多的学习和研究”都在原文中没有提及。C“因为你能科学系统地执行谈判”有一定的干扰性,但是原文讲到的是,你可以很科学系统地准备一个谈判,但是执行谈判则需要一定的艺术。
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