题目

PART ONE
Questions 1 – 8

? Look at the statements below and at the five extracts on the opposite page from an article giving advice to self-employed consultants about negotiating fees for their services.
? Which book (A, B, C,D or E) dose each statement 1 –8 refer to ?
? For each statement ! – 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 .

Example :
0 Lack of self-confidence will put you at a disadvantage in a negotiation .

0 A B C D E

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 competition. Of course your rivals may not tell you, but there’s no harm in asking. Another prerequisite is learning to recognize when there’s scope 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 want 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 no 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 fell 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 aggressiveness or 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 got the better of the deal.

答案及讲解

参考答案：1-5 A E D A B
6-8 E C D

A.如果自己不知道一些详细的规则，就使自己处于劣势，尤其是在和一个新客户谈判的时候。要随时研究市场，寻找出趋势。你可以通过网络联系或者跟小的商业咨询机构。还可以问你的竞争对手。当然你的竞争对手可能不会告诉你，但是问一下总不会有坏处。另外一个先觉条件是学会辨认谈判的机会，如果没有这一点，可能会浪费很多时间和精力。

B.知道你想要的真实数量，稍微比你认为他们可以提供的高一点，比你自己满意的数字稍微高一点。同时，知道自己的交换条件。列出一系列在完美的条件下你希望得到的东西的清单。那样的话，如果对方希望你做出一些让步，几乎接近你的底线，你可以换成清单上的其他项。

C.对谈判感到紧张的人通常会以为他们不擅长这种谈话，不值得花费那么多费用。你确实不能承担一次谈判思想。接听谈判电话时站起来：这会让你感觉到自己更有能力。如果是面对面的谈判，眼神交流一定要坚定，一定要保持头抬的高高的，双手一定要保持静止——这些都能让你表现出坚定和自信，而不是充满挑衅，你会为这对你在谈判中表现的影响感到惊讶。

D.你必须知道一个底线，低于这一点，你的工作将会不划算。各种工作不一样——你可能会接受比较低的价格，希望那个可以有更好的结果。但是绝对不要低于你的底线，否则就是白白浪费精力。毕竟，长期来看，你做一些让自己感到不是很高兴的事情，不会有任何意义：这会让你产生怨恨情绪，这甚至会通过你的行为表现出来。

E.当谈到钱的问题时，你可以加进一些非经济的因素，比如说，你为什么不说，“如果你付给我多少多少钱，我会为你附上该公司的报告。”提前准备好这些额外的问题。这样，你可以得到理想的结果：看上去你接受了妥协，实际上你得到了你想要的一切东西，他们也意味自己在交易中获得了更好的结果。

1.这一句是说只有在有希望成功的情况下进行谈判才是值得的。应该选择A。
2.谈判的最佳结果是双方都有满意感。选择E。
3.接受比较低的费用可能对将来有益。选择D。
4.你必须知道其他人为同样的工作收费多少。选择A。
5.你提出的费用必须比你希望得到的要高一点。选择B。
6.为对方提供一些额外的激励措施，让他同意你提出的费用。
7.其他人对你的反应会受到你的肢体语言的影响，选择C。
8.很明显，你有可能会为自己做的一笔交易后悔。选择D。