2017年12月第1套 长对话 第2题

12. A) They take the rival's attitude into account.
B) They know when to adopt a tough attitude.
C) They see the importance of making compromises.
D) They are sensitive to the dynamics of a negotiation.

13. A) They know when to stop.
B) They know how to adapt.
C) They know when to make compromises.
D) They know how to control their emotion.

14. A) They are patient.
B) They learn quickly.
C) They are good at expression.
D) They uphold their principles.


15. A) Clarify items of negotiation.
B) Make clear one's intentions.
C) Get to know the other side.
D) Formulate one's strategy.

听力文本：
W: Mr. Green, what do you think makes a successful negotiator ?
M: Well, that's hard to define. But I think successful negotiators have several things in common. They are always polite and rational people. They are firm but flexible. They can recognize power and know how to use it. They are sensitive to the dynamics of a negotiation, the way it rises and falls, and how it may change direction. They project the image of confidence. And perhaps most importantly, they know when to stop.
W: And what about an unsuccessful negotiator?
M: Well, this is probably all of us when we start out. We are probably immature and over-trusting, too emotional or aggressive. We are unsure of ourselves and we want to be liked by everyone. Good negotiators learn fast. Poor negotiators remain like that and go on losing negotiations.
W: In your opinion, can the skills of negotiation be taught?
M: Well, you can teach someone how to prepare for a negotiation. There're perhaps six stages in every negotiation: get to know the other side; state your goals; start the process; clarify areas of disagreement or conflict; reassess your position, making acceptable compromises; and finally reach some agreement in principle. These stages can be studied, and strategies to be used in each can be planned beforehand. But I think the really successful negotiator is probably born with the sixth sense about responding appropriately to the situation at hand.
W: The artistic sense you've just described?
M: Yes. That's right.

参考答案：
D
A
B
C