You will hear a guest speaker on a radio programme talking about how to be s

You will hear a guest speaker on a radio programme talking about how to be successful in negotiation.
For each question(23-30), mark one letter(A, B or C)for the correct answer.
After you have listened once, replay the recording.
You have 45 seconds to read through the questions.
[Pause]
Now listen, and mark A, B or C.
Woman: Good evening, ladies and gentlemen, this is Radio 118.9. Welcome to our programme, Business World. Our quest speaker today is Mr. Brown, the Chief Negotiation Officer from a state-owned enterprise.
Man: Good evening. I’m greatly honoured to sit here to discuss with you about what should be done to make negotiations successful.
Firstly, one should be well prepared. Nothing is more important than thorough preparation. That is, you need to know what you expect from negotiations, what are your purposes, your aims and objectives. Only with clear aims, can you have clear thinking. And what do you want from the negotiations? An agreement? A contract? Or just want to find out a few things? In order to make sure that none of the matters which have to be considered and decided upon is overlooked, a checklist should be made.
When the purchase of a product is being negotiated, it is important to understand that the approach taken to the negotiations by the buyer will be very different from the approach taken by the seller. It is especially important for the buyer to be well prepared.
For the buyer, preparing for negotiations will include collecting information in three areas. He needs information about the product to ensure he knows exactly what he is buying. He needs information about the industry and the vendor’s competition to understand the business behind the product. And lastly he needs information about the vendor to get to know the vendor’s likely sticking points.
Then in my opinion, you have to know the minimum deal you can bear. Decide what the least agreement — your bottom line — the lowest offer you can accept.
Then you have to know where you can make your concessions. Fix your target, which is important. Or you will end up regretting the deal. Know where you can give way.
Another important point obviously is to know your strengths and weaknesses. If we take strategic management theory SWOT analysis — you have to understand your own strengths and weaknesses as well as the opportunities and threats that emerge from outside — from the market, from your competitors, for example. So, try to know the market, know your SWOT and know your prices or any possibilities there. With all these done, you can set the negotiation in proper context.
Then you need to prepare all support information such as figures, data, pictures, whatever documents you need. It could be anything — but the most important thing is that you can support what you say. It helps to be clear.
Next, your team. The team has to be well prepared or managed. If you have a team, make sure every member has a clear understanding of his or her role and responsibilities.
Finally, your opening statements. The good negotiation atmosphere should be established right at the beginning of the negotiations. Both parties should seize the opportunity to do this in their first meeting when doing their introductions. The parties should behave gracefully, speak clearly and try to impress the other side with their natural and honest disposition. You’d better not go directly to the details of the negotiation. There are no strict rules on opening or conducting negotiations, but I will suggest several approaches. A completely irrelevant topic is advisable when the two parties start off the negotiations. Topics like the weather, an item of sports news, entertainment news, world news, or social news as well as a matter of personal interest or an experience shared by both parties might be a good opener. Also, a, humorous story can lighten the tension.