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BEC 商务英语高级阅读真题
The Negotiating T able
You can negotiate virtually anything. Projects, resources,
expectations and deadlines are all outcomes of negotiation.
Some people negotiate deals for a living. Dr Herb Cohen is
one of these professional talkers, called in by companies to
negotiate on their??behalf . He approaches the art of
negotiation as a game because, as he is usually negotiating for
somebody else, he says this helps him drain the emotional
content from his conversation. He is working in a competitive
field and needs to avoid being too adversarial. Whether he
succeeds or not, it is important to him to make a good
impression so that people will recommend him.
The starting point for any deal, he believes, is to identify
exactly what you want from each other. More often than not,
1
one party will be trying to persuade the other round to their
point of view. Negotiation requires two people at the end
saying ‘yes ”. This can be a problem because one of them
usually begins by saying “no ”. However, although this can
make talks more difficult, this is often just a starting point in
the negotiation game. Top management may well reject the
idea initially because it is the safer option but they would not
be there if they were not interested.
It is a misconception that skilled negotiators are smooth
operators in smart suits. Dr Cohen says that one of his
strategies is to dress down so that the other side can relate to
you. Pitch your look to suit your customer. You do not need to
make them feel better than you but, For example, dressing in a
style that is not overtly expensive or successful wi
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