W: Mr. Green, What do you think makes a successful negotiator?
女：格林先生，你认为怎样才能成为一个成功的谈判者？
M: Well, it does 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 the negotiation, the way it raises and falls, and how it may change direction. They project the image of confidence, and perhaps most importantly, they know when to stop.
男：这很难讲，但我认为成功的谈判者有几个共同点。他们通常都是谦恭有礼，理性，坚持己见却又灵活变通。他们认可权力并知道如何使用它。他们对谈判中的瞬息万变十分敏感。谈判桌上的起落浮沉，万千变化尽收眼底。他们自信笃定，最重要的是，他们知进退，张弛有度。
W: And what about an unsuccessful negotiator?
女：那么一个不成功的谈判者是怎样的呢？
M: Well, this 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 want to be liked by everyone. Good negotiators learn fast. Poor negotiators remain like that and go on losing negotiations.
男：这可能是所有谈判者刚开始的样子。我们可能不成熟、过于信任别人并且过于情绪化或咄咄逼人。我们不自信，急于被他人认可。优秀的谈判者学习得很快，拙劣的谈判者保持现状并且谈判继续失利。
W: In your opinion, can the skills of negotiation be taught?
女：在你看来，谈判技能可以通过传授习得吗？
M: Well, you can teach someone how to prepare for negotiation. There 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 compromise, and finally reach some agreements 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.

男：其实，你可以教授别人如何准备谈判。每个谈判大概有六个阶段：了解对方、陈述自己的目标、开始谈判、阐明争论或分歧、重新评估自己的立场、做出可接受的妥协，最终达成一致协议。可以研究下这些阶段，也可以提前设计每个阶段所用的策略。但我认为，真正成功的谈判者可能天生具有第六感，他会对当前的情况做出适当的反应。
W: The artistic sense you've just described?
女：你刚刚说的是一种艺术感吗？
M: Yes, that's right.
男：是的。

Questions 12 to 15 are based on the conversation you have just heard.
请根据你刚刚听到的对话回答问题12至问题15。
Question 12. What's the man say about good negotiators?
问题12：该男士是如何评价优秀的谈判者的？
Question 13. What does the man say maybe the most important thing to a successful negotiator?
问题13：该男士表示对于一个成功的谈判者，最重要的事情是什么？
Question 14. How is a good negotiator different from a poor one?
问题14：优秀谈判者和拙劣谈判者有何不同？
Question 15. What's the first stage of a negotiation according to the man?
问题15：该男士所说的谈判的第一阶段是什么？