Negotiating Skills Can Be Learned Managers negotiate continuously, with superiors, subordinates, peers and clients. Researchers and practitioners have observed that former organizational structures and behaviors are now giving way to new organizational models in which authority, commands and control along with fixed roles play a lesser, or at least a less definite, role. The crucial role of negotiation, meanwhile, is gaining prominence. Globalization, market deregulation, and technological changes, along with increasing interdependence and market complexity, have contributed to increasing the instances when conscious negotiation is preferable to other forms of interaction. Coupled with the increase in the use of negotiation have been advances in the theory of negotiation and the fast growth in the number of publications on the subject. Gilles Gauthier, full professor at the Institut d’economie appliquee (IEA) at the Hautes etudes commereiales (HEC), teaches the course "Managers and Negotiation" for students and professionals. No such course existed when he was doing his studies in the 1960s. Gauthier is self-taught in the field and has become a specialist. He believes negotiation is an important component and integral part of management. He found that the only courses offered on the topic involved collective agreement negotiations. "Not all managers are involved in negotiating such agreements. What most managers do is much broader in scope," adds Gauthier. He decided to take a year’s leave to read up on the topic and investigate what was happening elsewhere. Gauthier found out that few universities offered training in negotiating. Training in the field was initially designed for lawyers and tended to promote an adversarial style of engagement. Some schools offered management or conflict resolution courses. For Gauthier, negotiation doesn’t necessarily involve a conflict, just a disagreement. His research motivated him to design the course mentioned above, which has been part of the MBA program at the HEC for two years now. It is also offered in the HEC’s continuing education program for professionals who want to learn more about these concepts.Strategic limits For Gauthier, negotiation is a process whereby at least two parties have to reach an agreement. It’s a way of making a decision where each party has a fight of veto. He adds that there are all kinds of negotiations, not just contracts. There are negotiations with other administrative units, even family negotiations. The definition of negotiation varies, but Francois Delivre’s definition seems fairly comprehensive: Negotiation is a process for managing disagreements with a view to achieving contractual satisfaction of needs. Negotiation is a process, that is, a method that consists of a number of steps, a method for managing disagreements, because the two parties could not initially agree to satisfy their needs to their mutual satisfaction. It is therefore a desire to achieve contractual satisfaction, because the goal is to establish an agreement specifying the nature of the exchange. All authors agree that negotiation is a process. Gauthier says that some people always negotiate in exactly the same way, whether they’re at the office or at home, even if the context is different. He says that’s a big mistake. Understanding the context and good preparation are vital to the success of any negotiation. Gauthier explains that there is more than one way of negotiating. He’s currently writing a book outlining 1,200 negotiating tactics, which are not necessarily appropriate for all situations or strategies. Tactics differ from strategies. The latter refers to the type of approach one takes to a negotiation― generally these fall into two main camps, either a collaborative or a competitive approach. Tactics help achieve a specific strategy.Negotiating models Gauthier advises negotiators to have a strategy from the outset, whether competitive (winner ― loser), cooperative (win-win), compromise (win a little-win a little), inaction (so as not to lose today), accommodation (lose now to win later) or withdrawal (negotiate elsewhere where you can Win). Many negotiators have used and continue to use a competitive approach, even a confrontational approach, in their negotiations. Any success in such cases is more often than not short-lived. Manipulative behavior and power tripping generally lead to failure. Competition leads to power straggles (蔓延) in negotiation. So the parties to the negotiation can easily get involved in power tripping. A person initiates a power trip when he or she has every intention of exercising his or her authority or desire to dominate by forcing the other party to take a complementary position. There is no choice but victory or defeat. This approach taken by one or both of the negotiators obviously confines the possible outcome significantly. Whenever one of the parties uses a disrespectful tone of voice, presents ultimatums or refuses to participate for fear of losing face, the situation is confrontational and positions are strongly established. The negotiation is blocked and destined to fail, even if one of the parties seems to have won. It’s a one-side victory, short term, which will result in a boomerang (自食其果) effect. The party that lost will be looking to revenge. In a number of cooperative negotiating Styles such as win-win or compromise negotiation, the focus is on mutual respect and reasoned deliberation. Once the strategy is clear, the next step is to choose the appropriate tactics. Good preparation means determining precise objectives from the start, understanding the other party (past negotiating style, type of negotiator, etc) and using professionals to obtain the maximum amount of useful data about the position of the other party.Soft skills The most effective negotiators are those who succeed in reaching an agreement that allows each party to achieve their original objectives. If the objectives of the two parties are completely contradictory and have no chance of being tempered to reach a sound agreement, negotiators should be prepared to walk away. A winner will know from the start what he or she will do if the negotiations fail. A loser will not have thought this through. Some people can adapt to all kinds of situations. They make excellent negotiators. Others have a less flexible personality, which is a problem because their personality limits their response. "Negotiators have to be able to lead the process," says Gauthier. All parties involved in negotiations have to be skilled at leading such a process. Research in negotiation carried out in the past 15 years at Harvard University has shown that "the most successful negotiators are those who define success not as beating their adversaries but as doing the best they can for themselves." The compromise that results from cooperation will not lead to the greatest possible gain; it requires a shared sacrifice. Negotiation is all about interpersonal communication. The rapport (融洽和谐的关系) in interpersonal communication should favor responsibility and cooperation, thereby establishing an environment in which the parties feel like they are interdependent and part of a partnership. The ability to do this is a skill that has to be learned. Learning requires an open, inquisitive attitude. Rigid positions, confrontations, ineffective principles, and confrontational or manipulative strategies have to be avoided. The goal is to establish a sense of solidarity, and create bridges that will lead to satisfactory solutions for both parties. Constructive dialogue means showing the other party what part of their argument is compatible with the problem to be resolved. Understanding the other person’s position doesn’t mean agreeing with their position,. but rather respecting it, and remaining flexible in exploring options. Recognizing that negotiation can be learned is a relatively new concept. Those who believe they are good negotiators may well be in for a surprise, because many managers are studying negotiating tactics and are not afraid to put them to the test. Understanding how to prepare yourself for negotiations will help you succeed without creating an adversarial relationship with the other party―an essential skill in ongoing business relationships.According to Francois Delivre’s definition of negotiation, ______. A. it’s a way of making a decision where each party has a fight of vetoB. it’s a method to make two parties reach an agreement in the beginningC. it’s a process during which a contract must be signed by two partiesD. it’s a desire of both parties to achieve contractual satisfaction

单选题根据下面资料，回答题 A = Audi A3 B = Honda Civic C = Rover 200 D = Toyota Camry Hybrid Which car... has a driver seat that can be adjusted to fit most people? 71. offers a poor view even when the mirrors are used? 72. could be considered a bargain even at its retail price? 73. has a convement way to extend the space for suitcases? 74. uses the same gas/electric system as the Prius and Highlander Hybrid SUV? 75. offers the most easily tuned radio? 76. would remain silent in the event of theft? 77 allows easy access to the back seats? 78. has the best engine design in terms of saving money? 79. has its handbook criticized? 80. A Most of our drivers said the A3 was their definite favourite in this group. They described it as refined and comfortable with good handing characteristics and fight, precise steering. All the seats were comfortable and the front ones were easy to adjust. Most drivers liked the driving position,helped by a good range of steering wheel and seat height adjustments. The main instruments were clear and dash-board controls were well positioned. Mirror coverage was excellent but our drivers complained that the view out of the rear was badly hindered by the high rear window line and thick pillars. Getting into the back seats was easy, thanks to a clever seat mechanism, which moves the seat up and forward as well as tilting the backrest. Rear legroom was reasonable but the rear seat was only barely wide enough for three adults. Luggage space was average for this class of car but you have to remove the rear head restraints to fold the rear seat. There were plenty of useful interior storage spaces. All A3s come with an alarm and immobilizer as standard. Our ' thief' got in through the doors in 20 seconds,but the radio was a non-standard fit, which is probably to deter thieves. The hinges of the rear seats could release inan accident, allowing luggage to crash through into the passenger com-partment. Also, the driver's knees could be damaged by stiff structures under the dash. Some parts of the fuel system and electrics would be vulnerable to damage in a frontal collision B Honda says its special VTEC engine has a winning combination of economy and performance, But our driv-ers found it a bit of a curate's egg. It was the most economical of the cars on test, But drivers found it slug-gish at low revs, and its acceleration in the fifth gear was slow, so overtaking normally meant having to shift down to the fourth gear. The driving position was acceptable, but our panel criticized the restricted rear visibility--the rear window was quite small. Drivers found the back rest supportive but it was not available to make t'me adjustments to the angle. The ride comfort was acceptable, But it wasn't as good as the Audi's or Rover's. The driver's seat didn't slide forward when it was tilted, making rear access awkwardly from this side. In the back, headroom and legroom was excellent but testers didn't find the seats particularly comfortable. The luggage space was small for this class of car, especially with the rear seats in place. However, folding the rear seat to increase luggage space was easy. Other points proved by our panel included well-placed minor controls, good mirror coverage, But fiddly radio controls. All Civics come with an immoblizer but no alarm. You may want to consider paying extra for an alarm, as our thief' broke into through the doors in 13 seconds, and into the engine bay in just five seconds. There were stiff structures under the dash which could damage the driver's knees in an accident, though there was no problem on the passenger's side. The handbook (like the Audi's) provided suggestion on using child re-straints. C The 1.6-1itre engine had good power delivery at both high and low revs but some drivers complained that it was noisy at high revs. The brakes didn't have very good progression, But drivers like their positive feel. Ride comfort and the handling were recommended. But drivers found it difficult to achieve a comfortable driving position. The driver's seat was not beight-adjustable, and there was only limited space to rest your dutch foot. Some testers also found the seat backrest uncomfortabte. Visibility was barried by the small mirrors. The rear view was also restricted by thick pillars and the small tear window. Getting into the back was tricky becanse the front seats did not slide forward when tilted. Once in the back, leg-room and headroom were poor, and testers complained that their tear seat base was unsuppottive. Luggage space was smaller than average for this class of car--this was compounded by a high boot sill and dif-ficulties in folding the rear seat. But there were large pockets in the doors and rear side panels. The main radio controls were more convenient;they were mounted on the steering wheel so drivers didn't have to take their hands off the wheel to use them. Our Rover 200s came with an alarm, though this isn't standard on all versions. Our thief' broke in through the doors in 15 seconds. Some of the electrics would be vulnerable in a frontal impact. The rear seat hinges could release in an accident,allowing luggage to crash through into the passenger compartment. Also, information in the handbook on using child restrains was not adequate. D At some point, most everything gets discounted, the regular retail price slashed and likely noted with over-sized red numerals and exclamation marks. In early spring, there are sales to clear out excess snow shovels and discounts on lawn furniture to get a head start on the upcoming summer season, which itself follows with selling bonanzas showcasing air conditioners and swimming apparel, or maybe 2-for-1 tickets to the local amusement park. Through it all, car manufacturers and dealers are offering every incentive under the sun to move the metal, an exercise that is becoming increasingly difficult because of one commodity' s unwillingness to decrease in price more than a few pennies every now and again. Gasoline never goes on sale, much to the disdain of SUV, truck, and large sedan-selling dealers everywhere. Unless, of course, they operate under a Toyota sign, which means that sitting next to the VS-powered, four-wheel-drive Tundra pickup is a 2007 Canary Hybrid, a midsize sedan that gets an EPA-estimated 40 mpg in the city, and at just under 31,000 fully loaded, could be considered a bargain even at its retail price. Power for the 192-horsepower 2007 Toyota Camry Hybrid comes from the company' s Hybrid Synergy Drive,the same gas/electric system used in the Prius and Highlander Hybrid SUV. In the Camry version, that includes a 2.4 liter, dual overhead cam,16-valve four-cylinder engine with variable valve timing. Engine output measures 147 horsepower at 6,000 rpm and 138 lb. -ft. of torque at 4,400 rpm, with the hybrid' s electric motor tacking on a-bout 45 horsepower and 199 lb. -ft. of torque available from 0 - 1,500 rpm. 第（71）题答案

1.The company has decided to ___ a new marketing strategy to increase its market share.A. adaptB. adoptC. adjustD. admit

In his new book， the writer has ______ from his usual poet style to a plainer manner．（ ）A. swappedB. switchedC. shrunkD. simplified

Thousands of people turned out into the streets to ________ against the local authorities'decision to build a highway across the field．（ ）A. contradictB. reformC. counterD. protest

Counsellors often assure their clients that what they experience themselves is only _______. Section BDirections: There are 2 passages in this section. Each passage is followed by some questions or unfinished statements. For each of them there are four choices marked A), B), C) and D). You should decide on the best choice and mark the corresponding letter on Answer Sheet 2 with a single line through the centre. Passage OneQuestions 52 to 56 are based on the following passage. Amid all the job losses, there’s one category of worker that the economic disruption has been good for: nonhumans.From self-service checkout lines at the supermarket to industrial robots armed with saws and taught to carve up animal bodies in slaughter-houses, these ever-more-intelligent machines are now not just assisting workers but actually kicking them out of their jobs.A. utomation isn’t just affecting factory workers, either. Some law firms now use artificial intelligence software to scan and read mountains of legal documents, work that previously was performed B. y highly-paid human lawyers. C. r jobs, and white-collar jobs are under attack by microprocessors,” says economics professor Edward Leamer. The recession permanently wiped out 2.5 million jobs. U.S. gross domestic product has climbed back to pre-recession levels, meaning we’re producing as much as before, only with 6% fewer workers. To be sure, robotics are not the only job killers out there, with outsourcing (外包) stealing far more jobs than automation. D. Jeff Burnstein, president of the Robotics Industry Association, argues that robots actually save U.S. jobs. His logic: companies that embrace automation might use fewer workers, but that’s still better than firing everyone and moving the work overseas. E. It’s not that robots are cheaper than humans, though often they are. It’s that they’re better. “In some cases the quality requirements are so exacting that even if you wanted to have a human do the job, you couldn’t,” Burnstein says. F. s for surgeons, who’re using robotic systems to perform an ever-growing list of operations—not because the machines save money but because, thanks to the greater precision of robots, the patients recover in less time and have fewer complications, says Dr. Myriam Curet. G. s may survive the robot invasion, but others at the hospital might not be so lucky, as iRobot, maker of the Roomba, a robot vacuum cleaner, has been showing off Ava, which could be used as a messenger in a hospital. And once you’re home, recovering, Ava could let you talk to your doctor, so there’s no need to send someone to your house. That “mobile telepresence” could be useful at the office. If you’re away on a trip, you can still attend a meeting. Just connect via videoconferencing software, so your face appears on Ava’s screen. I was hoping to say “journalist,” but researchers are already developing software that can gather facts and write a news story. Which means that a few years from now, a robot could be writing this column. And who will read it? Well, there might be a lot of us hanging around with lots of free time on our hands. 注意:此部分试题请在答题卡2上作答。 w paragraphs? The over-use of robots has done damage to American economy. It is hard for robots to replace humans in highly professional work. Artificial intelligence is key to future technological innovations. from the conomic r rom the economic recession. What caused the greatest loss of jobs in America? Using microprocessors extensively. Moving production to other countries. The bankruptcy of many companies. The invasion of migrant workers. What does Jeff Burnstein say about robots? They help companies to revive. They are cheaper than humans. They prevent job losses in a way. They compete with human workers. Why are robotic systems replacing surgeons in more and more operations according to Dr. Myriam Curet? They save lots of money for the patients. They beat humans in precision. They take less time to perform a surgery. They make operations less painful. What does the author imply about robotics? It will greatly enrich literary creation. It will start a new technological revolution. research. in any field imaginable. Passage Two Questions 57 to 61 are based on the following passage. y times, you can probably repeat it in your sleep. President Obama will no doubt make the point publicly when he gets to Beijing: the Chinese need to consume more; they need—believe it or not—to become more like Americans, for the sake of the global economy. nd it’s all true. ut the other side of that equation is that the U.S. needs to save more. For the moment, American households actually are doing so. After the personal-savings rate dipped to zero in 2005, the shock of the economic oing so. After the personal-savings rate dipped to zero quation is that the U.S. needs to save more. or the moment, American households actually are doing so. After the personal-savings rate dipped to zero in 2005, the shock of the economic crisis last year prompted people to snap shut their wallets. In China, the household-savings rate exceeds 20%. It is partly for policy reasons. As we’ve seen, wage earners are expected to care for not only their children but their aging parents. And there is, to date, only the flimsiest (脆弱的) of publicly-funded health care and pension systems, which increases incentives for individuals to save while they are working. But China is a society that has long esteemed personal financial prudence (谨慎). There is no chance that will change anytime soon, even if the government creates a better social safety net and successfully encourages greater consumer spending. Why does the U.S. need to learn a little frugality (节俭)?Because healthy savings rates are one of the surest indicators of a country’s long-term financial health. High savings lead, over time, to increased investment, which in turn generates productivity gains, innovation and job growth. In short, savings are the seed corn of a good economic harvest. t thus needs to act as well. By running constant deficits, it is dis-saving, even as households save more. Peter Orszag, Obama’s Budget Director, recently called the U.S. budget deficits unsustainable and he’s right. To date, the U.S. has seemed unable to see the consequences of spending so much more than is taken in. That needs to change. And though Hu Jintao and the rest of the Chinese leadership aren’t inclined to lecture visiting Presidents, he might gently hint that Beijing is getting a little nervous about the value of the dollar—which has fallen 15% since March, in large part because of increasing fears that America’s debt load is becoming unmanageable. t happens when you’re the world’s biggest creditor: you get to drop hints like that, which would be enough by themselves to create international economic chaos if they were ever leaked. (Every time any official in Beijing deliberates publicly about seeking an alternative to the U.S. dollar for the 2.1 trillion China holds in reserve, currency traders have a heart attack.) If Americans saved more and spent less, consistently over time, they wouldn’t have to worry about all that. How did the economic crisis affect Americans? They had to tighten their belts. Their bank savings rate dropped to zero. Their leadership in the global economy was shaken. about China’s financial policy. What should be done to encourage Chinese people to consume? Changing their traditional way of life. night to stay in a cliff-top room at the Post Ranch Inn in ig Sur, California, pay partly for the privilege of not having a TV in their rooms; the future of travel, I’m reliably told, lies in “black-hole resorts,” which charge high prices precisely becaus liff-top room at the Post Ranch Inn in Big Sur, California, pay partly for the privilege of not having a TV in their rooms; the future of travel, I’m reliably told, lies in “black-hole resorts,” which charge high prices precisely because you can’t get online in their rooms. Has it really come to this? t rescue camps in South Korea and China try to save kids addicted to the screen. Writer friends of mine pay good money to get the Freedom software that enables them to disable the very Internet connections that seemed so emancipating not long ago. Even Intel experimented in 2007 with conferring four uninterrupted hours of quiet time (no phone or e-mail) every Tuesday morning on 300 engineers and managers. Workers were not allowed to use the phone or send e-mail, but simply had the chance to clear their heads and to hear themselves think. Providing fewer incentives for saving. Improving China’s social security system. Cutting down the xpenses on child-rearing. What does the author mean by saying “savings are the seed corn of a good economic harvest” (Line 4, Para. 4)? The more one saves, the more returns one will reap. A country’s economy hinges on its savings policy. Those who keep saving will live an easy life in the end. A healthy savings rate promotes conomic prosperity. In what circumstances do currency traders become scared? When Beijing allows its currency exchange rates to float. When China starts to reduce its current foreign reserves. When China talks about switching its dollar reserves to other currencies. When Beijing mentions in public the huge debts America owes China. What is the author’s purpose of writing the passage? To urge the American government to cut deficits. To encourage Chinese people to spend more. To tell Americans not to worry about their economy. America. Part V Cloze (15 minutes) A), B), C) and D) on the right side of the paper. You should choose the ONE that best fits into the passage. Then mark the corresponding letter on Answer Sheet 2 ach blank there are four choices marked A), B), C) and D) on the right side of the paper. You should choose the ONE that best fits into the passage. Then mark the corresponding letter on Answer Sheet 2 with a single l ollowing passage. For each blank there are four choices marked A), B), C) and D) on the right side of the paper. You should choose the ONE that best fits into the passage. Then mark the corresponding letter on Answer Sheet 2 with a single line through the centre. My job is killing me.”Who among us hasn't issued that complaint at least once? Now a new study suggests that your dramatic complaint may ____62____ some scientific truth. t Tel Aviv University, _____63______ to examine the relationship between the workplace and a person's risk of death. Researchers _____64_____ 820 adults who had undergone a ______65____ physical exam at a health clinic in 1988, and then interviewed them _____66_____ detail about their workplace conditions—asking how nice their colleagues were, whether their boss was supportive and how much ______67_____ they had in their position. t the start of the study and worked in a variety of ____69___, including finance, health care, manufacturing and insurance. The researchers _____70______ the participants through their medical records: by the study's conclusion in 2008, 53 people had died—and they were significantly more likely than those who survived to report having a ____71____ work environment. People who reported having little or no ____72____ support from their co-workers were 2.4 times more likely to die ____73____ the course of the study than those who said they had close, supportive _____74_____ with their workmates. Interestingly, the risk of death was _____75_____ only to people's perceptions of their co-workers, not their bosses . People who reported negative relationships with their supervisors were ____76____ likely to die than others. t could not determine whether toxic workplace environments caused death, only that it was _____78____ with the risk. But the findings add to the evidence ______79_______ having a supportive social network decreases stress and helps _____80____ good health. On the other hand, being exposed _____81_____ chronic stress contributes to depression, ill health and death.

单选题(0.7分)-|||-2.He is a new teacher.His trouble is __-|||-he doesn`t have much experience in teaching-|||-English.-|||-A if-|||-B why-|||-C that-|||-D what

In a study likely to make school caretakers worried, US researchers said on Wednesday that chewing gum may boost academic performance in teenagers.Many US schools ban chewing gum because children often dispose of the sticky gum under chairs or tables. But a team led by Craig Johnston at Baylor College of Medicine found students who chewed gum during math class had higher scores on a standardized math test after 14 weeks and better grades at the end of the term than students in the class who did not chew gum.Gil Leveille, director of the Wrigley Science Institute, a research center of Wrigley Jr. Co., said Wrigley has got feedback from many of its gum customers who say chewing gum helps them stay focused. So, four years ago the company started the science institute to see if some of these claims have merit.The researchers at Baylor studied four math classes including 108 students aged 13 to 16 years old.47. Who first believe that chewing gum helps people concentrate?A. Gum customers.B. Wrigley Science Institute.C. Gum producers.D. Wrigley Jr Co.

What do some experts think about paying children for doing chores?The practice of paying children an allowance became popular in America about 100 years ago. Nowadays, American kids on average receive about 800 per year in allowance. But the vast majority of American parents who pay allowance tie it to the completion of housework. Although many parents believe that paying an allowance for completing chores benefits their children, a range of experts expressed concern that tying allowance very closely to chores may not be ideal.In fact, the way chores work in many households worldwide points to another way.请根据材料选择正确答案。A、It may benefit children in more ways than one.B、It may help children learn the worth of labor.C、It may not turn out to be the best thing to do.D、It may not be accepted by low-income parents.

Thousands of people turned out into the streets to ________ against the local authorities’ decision to build a highway across the field.A. contradictB. reformC. counterD. protest