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BEC高级真题3.doc

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共享天下考研论坛BEC版bbs.kaoyansky.cn 共享天下考研论坛BEC版bbs.kaoyansky.cn Text3 Reading1hour PARTONE Questions1–8 Lookatthestatementsbelowandatthefiveextractsontheoppositepagefromanarticlegivingadvicetoself-employedconsultantsaboutnegotiatingfeesfortheirservices. Whichbook(A,B,C,DorE)doseeachstatement1–8referto? Foreachstatement!–8,makeoneletter(A,B,C,DorE)onyourAnswerSheet. Youwillneedtousesomeoftheselettersmorethanonce. Example: Lackofself-confidencewillputyouatadisadvantageinanegotiation. 0ABCDE1Tryingtonegotiateisonlyworthwhileifthereistheprospectofsuccess. 2Thebestresultofnegotiationiswhenbothpartieshaveasenseofsatisfaction. Acceptingalowerfeemighthavebenefitsinthefuture. Itisimportanttoknowhowmuchotherpeoplearechargingforsimilarwork. Youshouldaskforafeeinexcessofwhatyouexpecttoget. Offertheotherpartyincentivestoagreetoyourfee. Otherpeople’sreactionstoyouareinfluencedbyyourbodylanguage. Itmaybecomeobviousthatyouhavecometoregretadealyouhavemade. A You’reindangerofsellingyourselfshortifyoudon’tknowwherethegoalpostsare,especiallywhenyou’renegotiatingwithanewclient.Researchthemarketandfindoutthegoingrate.Youcandothisbynetworkingcontactsortalkingtosmallbusinessadvisers.Alternatively,askthecompetition.Ofcourseyourrivalsmaynottellyou,butthere’snoharminasking.Anotherprerequisiteislearningtorecognizewhenthere’sscopefornegotiation,becausewithoutit,youcanwasteagreatdealoftimeandenergy.B Knowtheamountyouwouldreallylike,slightlyabovewhatyouthinktheywillofferandabovewhatyou’dbehappytosettlefor.Also,knowyourtrade-offs.Createawishlistofallthethingsyou’dliketoreceiveifyoulivedinaperfectworld.Thatway,iftheothersidewantyoutomovefromyourpreferredoropeningpositiononanissuetoapositionnearerthebottomline,youcanmoveinexchangeforsomethingfromyourwishlist. C Peoplewhoarenervousaboutnegotiatingovermoneyoftenletfeartellthemthey’renogoodatthesediscussionsandnotworththefee.Youliterallycan’taffordtheluxuryofasinglenegotiatingthought.Standupwhenmakingnegotiatingphonecalls:itwillmakeyoufellmorepowerfu