首页
登录
职称英语
Read the following article about the negotiation myths and the questions on the
Read the following article about the negotiation myths and the questions on the
游客
2025-05-18
37
管理
问题
Read the following article about the negotiation myths and the questions on the opposite page.
For each question(13-18), mark one letter(A, B, C or D)on your Answer Sheet.
Debunking Negotiation Myths
Before developing a more effective negotiation strategy, we need to dispel several faulty assumptions and myths about negotiation. These myths hamper people’s ability to learn effective negotiation skills and in some cases reinforce poor negotiation skills.
A pervasive belief is that good negotiation skills are something that people are born with, not something that can be readily learned. This is false because most excellent negotiators are self-made. In fact, there are very few naturally gifted negotiators. We tend to hear their stories, but we must remember that their stories are selective, meaning that it is always possible for someone to have a lucky day or a fortunate experience. This myth is often perpetuated by the tendency of people to judge negotiation skills by their car-dealership experience. Whereas purchasing a car is certainly an important and common type of negotiation, it is not the best context by which your negotiation skills can be judged. The most important negotiations are those that we engage in every day with our colleagues, supervisors, coworkers and business associates. These relationships provide a much better index of one’s effectiveness in negotiation. In short, effective negotiation requires practice and feedback. The problem is that most of us do not get an opportunity to develop effective negotiation skills in a disciplined fashion, rather, most of us learn by doing. As the second myth reveals, experience is helpful, but not sufficient.
We have ail met that person at the cocktail party or on the airplane who boasts about his or her great negotiation feats and how he or she learned on the job. It is only partly true that experience can improve negotiation skills; in fact, native experience is largely ineffective in improving negotiation skills. There are three strikes against natural experience as an effective teacher. First, if a person does not know how well he or she has performed in the negotiation, it is nearly impossible to improve performance. For example, can you imagine trying to learn mathematics without ever doing homework or taking tests? The second problem is that our memories tend to be selective, meaning that people tend to remember their successes and forget their failures or shortcomings. This is, of course, comforting to our ego, but it does not improve our ability to negotiate. Finally, experience improves our confidence, but not necessarily our accuracy. People with more experience grow more and more confident, but the accuracy of their judgment and the effectiveness of their behaviour do not increase in a commensurate fashion. Overconfidence can be dangerous because it may lead people to take unwise risks.
The third pervasive myth is that effective negotiation necessitates taking risks and gambles. In negotiation , this may mean saying things like " this is my final offer" or "take it or leave it" or using threats and bluffs. This is what we call a "tough" style of negotiation, Although these negotiators are rarely effective, we tend to be impressed by the tough negotiator.
An interesting exercise is to ask mangers and anyone else who negotiates to describe their approach to negotiating. Many seasoned negotiators believe that their negotiation style involves a lot of " gut feeling" , intuition, and "in-the-moment" responses. We believe that this type of intuition does not serve people well. Effective negotiation involves deliberate thought and preparation, and it is quite systematic. [br] What does the writer think of experience?
选项
A、More experienced people may make unreasonable decisions.
B、Without feedback, it is very difficult to learn from experience.
C、Failures in fact help improve performance.
D、Experience blurs people’s accuracy.
答案
B
解析
文中第三段:“First if a person does notknow how well he or she has performed in thenegotiation,it is nearly impossible to improveperformance.”可知,如果一个人不知道他或她在商谈中自己的表现情况,那么提高他们的技能是几乎不可能的。选项B符合题意。
转载请注明原文地址:https://tihaiku.com/zcyy/4082065.html
相关试题推荐
Readthearticlebelowaboutmoney.Choosethebestwordorphrasetofilleach
Readthearticlebelowaboutmoney.Choosethebestwordorphrasetofilleach
Readthearticlebelowaboutmoney.Choosethebestwordorphrasetofilleach
Readthearticlebelowaboutmoney.Choosethebestwordorphrasetofilleach
Readthearticlebelowaboutmoney.Choosethebestwordorphrasetofilleach
Readthearticlebelowaboutmoney.Choosethebestwordorphrasetofilleach
Readthearticlebelowaboutmoney.Choosethebestwordorphrasetofilleach
Readthearticlebelowaboutmoney.Choosethebestwordorphrasetofilleach
Readthearticlebelowaboutmoney.Choosethebestwordorphrasetofilleach
Readthearticlebelowaboutmoney.Choosethebestwordorphrasetofilleach
随机试题
ObesityratesforAmericanadultshavestabilized【C1】______therateofchild
Hardshipdidnotendwithfreedom.Therewere【C1】______regionalvariationi
开幕式openingceremony
【B1】[br]【B5】[audioFiles]audio_eufm_j68_007(20082)[/audioFiles]species
WhatYouriPadKnowsAboutYouA)You’vefinallyfinishedthe
保温砂浆按规范要求应留置标养试块。()
对于城镇居民人均可支配收入增长率这项指标进行地区比较,可以看出地区()的高低。
创造:历史 A.发展:经济B.和谐:社会 C.发扬:光大D.生产:积累
(2015年真题)如果注册会计师认为存货数量存在舞弊导致的重大错报风险,下列做法
工程项目建设过程中,()是进行技术设计和施工图设计的投资控制目标。A.设计概算
最新回复
(
0
)