第21题:
问答题
Passage 4 ● Look at the statements below and the five extracts from an article giving advice to self-employed consultants about negotiating fees for their services. ● Which extract (A, B, C, D or E) does each statement l-8 refer to? ● For each statement l-8, make one letter(A, B, C, D or E)on your Answer Sheet. ● You will need to use some of these letters more than once. 1. Trying to negotiate is only worthwhile if there is the prospect of success. 2. The best result of negotiation is when both parties have a sense of satisfaction. 3. Accepting a lower fee might have benefits in the future. 4. It is important to know how much other people are charging for similar work. 5. You should ask for a fee in excess of what you expect to get. 6. Offer the other party incentives to agree to your fee. 7. Other people’s reactions to you are influenced by your body language. 8. It may become obvious that you have come to regret a deal you have made. A You’re in danger of selling yourself short if you don’t know where the goalposts are, especially when you’re negotiating with a new client. Research the market and find out the going rate. You can do this by networking contacts or talking to small business advisers. Alternatively, ask the competitor. Of course your rivals may not tell you, but there’s no harm in asking. Another prerequisiteis learning to recognize when there’s hope for negotiation, because without it, you can waste a great deal of time and energy. B Know the amount you would really like, slightly above what you think they will offer and above what you’d be happy to settle for. Also, know your trade-offs. Create a wish list of all the things you’d like to receive, if you lived in a perfect world. That way, if the other side wants you to move from your preferred or opening position on an issue to a position nearer the bottom line, you can move in exchange for something from your wish list. C People who are nervous about negotiating over money often let fear tell them they’re not good at these discussions and not worth the fee. You literally can’t afford the luxury of a single negotiating thought. Stand up when making negotiating phone calls:it will make you feel more powerful. If you’re face to face, make steady eye contact, keep your head up and your hands still-these all suggest assertiveness, rather than aggressivenessor passivity and you’ll be surprised at how much this affects the way that you come across in the negotiation. D You have to know the price below which it would be uneconomical for you to do a job. This could vary from job to job-you may be prepared to do some cheaper in the hope that they’ll lead to better things. But don’t be talked below your bottom line and end up working for nothing. After all, in the long term, there’s little point in agreeing to something that you’re not happy with:you’re likely to feel resentful, and this might even come across in your behaviour. E When negotiating money, there may be non-financial factors you can throw into the mix. For example, why not say, ‘If you pay me such and such, I’ll include a report on the company for you’. Plan these extras beforehand. Make sure that they won’t take forever to do, but are things of value to the other side. This way you can achieve the ideal outcome: you appear to accept compromise when in fact you’ve got everything you wanted, and they’ll think they’ve got the better of the deal.
正确答案:
1.A 句意:只有在有成功的可能时,才值得努力谈判。A段中最后一句指出“Another prerequisite is learning to recognize when there’s hope for negotiation, because without it, you call waste a great deal of time and energy”。与题干意思相符。
2.E E段中最后一句介绍谈判的“ideal outcome”,即题干中指的the best result。该句话提到的“you’ve got everything you wanted, and they’ll think they got the better of the deal”(你得到了你想要的东西,而他们也认为自己得到了想要的东西)正是题干中“both parties have a sense of satisfaction”所表达的“双方能够就某件事达成共识”的意思 。
3.D D段中第二句提到“…you may be prepared to do some cheaper in the hope that they’ll lead to better things.”,该句使用了将来时态,而且使用了hope一词,这正是题干所描述的in the future。与题干“接受较低的费用也许会对未来有帮助”含义想通。
4.A A段首句便指出“You are in danger of selling yourself short if you don’t know where the goalposts are…”。goalpost此处指“价格底线”。该句话表示“如果不知道价格底线,你就会犯定价过低的错误”。与题干表达意思相符。
5.B B段第一句提到“…slightly above what you think they will offer and above what you’d be happy to settle for”。与题干“你应该要比你期望中要高的费用”意思相符。
6.E 句意:给对方激励措施使其接受你所开价码。E段第四句指出“Make sure that they won’t take forever to do, but are things of value to the other side”。与题干意思相符。
7.C C段最后两句分别讲述电话谈判和面对面谈判应该使用的肢体语言。最后一句提到“…you’ll be surprised at how much this affects the way that you come across in the negotiation”。由此可知肢体语言会影响到他人的反应。
8.D 句意:也许可以很明显地看出你已经开始后悔你所做过的一笔买卖了。与D段最后一句指出“…you’re likely to feel resentful, and this might even come across in your behaviour”表达意思相符。
解析:
暂无解析