题目内容（请给出正确答案）

[主观题]

The negotiators believe that it is _________both parties to establish a joint venture

in Shanghai.

A、in the interest of

B、in response to

C、for the reference of

D、grateful to

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更多“The negotiators believe that i…”相关的问题

第1题

The underlined word “buy” in the third paragraph means 。 A. mind B. admit C. beli

The underlined word “buy” in the third paragraph means 。

A. mind B. admit

C. believe D. expect

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第2题

Which of the following is not the factor that determines the level of receiving negotiators in a business world（)？

A、The rank and the purpose of the negotiator

B、The relationship between the negotiators

C、The usual practice

D、The age of the negotiator

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第3题

In different cultures, negotiators should use () strategies to show positive and negative emotions.

In different cultures, negotiators should use （) strategies to show positive and negative emotions.

A、the same

B、different

C、no

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第4题

The increase in international business and in foreign investment has created a need f

or executives with knowledge of foreign languages and skills in cross-cultural communication. Americans, however, have not been well trained in either area and, consequently, have not enjoyed the same level of success in negotiation in an international arena as have their foreign counterparts.

Negotiating is the process of communicating back and forth for the purpose of reaching an agreement. It involves persuasion and compromise, but in order to participate in either one, the negotiators must understand the ways in which people are persuaded and how compromise is reached within the culture of the negotiation.

In many international business negotiations abroad, Americans are perceived as wealthy and impersonal. It often appears to the foreign negotiator that the American represents a large multi-million-dollar corporation that can afford to pay the price without bargaining further. The American negotiator's role becomes that of an impersonal supplier of information and cash.

In studies of American negotiators abroad, several traits have been identified that may serve to confirm this stereotypical perception, while undermining the negotiator's position. Two traits in particular that cause cross-cultural misunderst anding are directness and impatience on the part of the American negotiator. Furthermore, American negotiators often insist on realizing short-term goals. Foreign negotiators, on the other hand, may value the relationship established between negotiators and may be willing to invest time in it for long-term benefits. In order to solidify the relationship, they may opt for indirect interactions without regard for the time involved in getting to know the other negotiator.

Clearly, perceptions and differences in values affect the outcomes of negotiations and the success of negotiators. For Americans to play a more effective role in international business negotiations, they must put forth more effort to improve cross-cultural understanding.

(1) What kind of manager is needed in present international business and foreign investment？

A、The man who represents a large multi-million-dollar corporation.

B、The man with knowledge of foreign languages and skills in cross-cultural communication.

C、The man who is wealthy and impersonal.

D、The man who can negotiate with his foreign counterparts.

(2) According to the passage, international business negotiation involves.

A、short-term goals

B、long-term benefits

C、information and cash

D、persuasion and compromise

(3) In the foreign negotiators’eyes their American counterparts are.

A、impersonal suppliers of information and cash

B、skillful in negotiation

C、good at establishing relationship between negotiators

D、indirect and impatient

(4) Which of the following is NOT mentioned in the passage？

A、Foreign negotiators are willing to invest time in relationship between negotiators.

B、American negotiator's directness and impatience cause cross-cultural misunderstanding.

C、Americans has played a more effective role in international business negotiations.

D、Foreign negotiators think that American can afford to pay the price without bargaining

(5) What is the topic of this passage？

A、The differences between American negotiators and foreign negotiators

B、Negotiation skills

C、International business and cross-cultural communication

D、Cross-cultural understanding

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第5题

What can be concluded from the news？[A] The negotiators will cooperate in their attempt to

What can be concluded from the news？

[A] The negotiators will cooperate in their attempt to solve violence in Northern Ireland.

[B] Representatives of the IRA guerrillas can be excluded from the peace talks.

[C] The IRA guerrillas will soon give up fighting the British rule.

[D] The Conservative Party will continue to be the ruling party.

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第6题

There has been a great deal of research into the art of negotiation, and, in particu

lar, into what makes a “go od negotiator” .One point most researchers seem to agree on is that good negotiators try to create a harmonious atmosphere at the start of a negotiation.They make an effort to establish a good rapport with their opposite member, so that there will be a willingness — on both sides — to make concessions, if this should prove necessary.Good negotiators generally wish to reach an agreement which meets the interests of both sides.They therefore tend to take a long-term view, ensuring that the agreement will improve, at least not harm, their relationship with the other party.On the other hand, a poor negotiator tends to look for immediate gains, forgetting that the real benefits of a deal may come much later.Skillful negotiators are flexible.They do not “lock themselves” into a position so that they will lose face if they have to compromise.They have a range of objectives, thus allowing themselves to make concessions, for example, “I aim to buy this machine for £2 000” and not “I must buy it for £2 000” .Poor negotiators have limited objectives, and may not even work out a “fall-back position” .Successful negotiators do not want a negotiation to break down.If problems arise, they suggest ways of resolving them.The best negotiators are persuasive, eloquent people, who select a few key arguments and repeat them.Finally, it is essential to be a good listener and to check frequently that everything has been understood by both parties.

1.The best title for the passage is ()

A.Benefits on Both Sides

B.Art of Negotiation

C.Skills of Communication

D.How to Be a Good Negotiator

2.Negotiators’ good rapport can make it easy for negotiators()

A.to make them fully understood

B.to make necessary concession

C.to create a positive environment

D.to increase negotiators’ status

3.If we understand that the some real benefits of a deal may come much later()

A.we will take a long term view in the negotiation

B.we will pay more attention to the benefits on both sides

C.we will try much harder to improve the agreement

D.we will try to change the relationship with the other party

4.Many poor negotiators may not make any concession for themselves in that ()

A.they are afraid of losing face

B.they have no clear objectives

C.they are not flexible

D.they are not skillful

5.Good negotiators are usually very persuasive and eloquent in order to()

A.work out ways to resolve problems

B.make sure that everything is understood

C.have better communication with their partners

D.avoid the breakdown of the negotiation

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第7题

Golden Rules of Negotiating The art of negotiating is a difficult skill for most of us

, even good salespeople. Here are three golden rules for you to follow:

1. Always Start the Negotiations. You must initiate the process. This is because whoever controls the start of the negotiations tends to control where they end. If you let the other party start negotiations, you will be constantly giving up control, often without even realizing it. For instance, when you ask someone what his project budget is, you are allowing him to start the negotiations. You will then spend your time chasing his number rather than finding the best solution. So, never let the other party control the negotiations.

2. Always Negotiate in Writing. The purpose of negotiations is to arrive at a formal written agreement, not tell a story or spend time talking. From the first moment you begin a proposal, you should create a document and take it to the client. It will include all the points of agreement and become real to the prospective customer. Negotiating first and then having to create a document adds unnecessary time to a transaction. But if you build your written agreement as you negotiate, you are prepared to ask for a signature the moment the decision to buy is made.

3. Always Stay Cool. The negotiation table can be loaded with agendas, egos and emotions. Great negotiators know how to stay cool, providing leadership and solutions, while the rest of the room becomes insanely invested in personal agendas and useless emotions. 27 Crying, getting angry and blowing off steam may make you feel good, but such behavior. will not benefit you while negotiating. When the rest of the room gets emotional, stay cool and use logic to negotiate and close.

1. If you let the other party start negotiations, you will be completely grasp the control, often without even realizing it.

2. So, never let both parties control the negotiations.

3. Negotiating first and then having to create a document doesn’t need necessary time to a transaction.

4. Great negotiators know how to stay cool, providing leadership and solutions, while the rest of the room becomes wild or helpless during the negotiation.

5. When the rest of the room gets out of control, stay cool and use logic to negotiate and close.

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第8题

Emotions play an important part in the negotiation process, although it is only in rec

ent years that their effect is being studied. Emotions have the potential to play either a positive or negative role in negotiation. During negotiations, the decision as to whether or not to settle rests in part on emotional factors. Negative emotions can cause intense and even irrational behavior, and can cause conflicts and negotiations to break down, but may be instrumental in attaining concessions. On the other hand, positive emotions often facilitate reaching an agreement and help to maximize joint gains, but can also be instrumental in attaining concessions. Positive and negative discrete emotions can be strategically displayed to influence task and relational outcomes and may play out differently across cultural boundaries.

1. Emotions play an important role during the negotiation, although their effect is being studied just().

A、at the beginning of negotiation practice

B、during the negotiation process

C、not long before

2. Negative emotions may()make concessions.

A、be helpful to

B、be harmful to

C、be nothing to

3. During negotiations, the decision as to whether or not to settle depends in part on emotional factors.()

A、totally

B、to some extend

C、completely not

4. Attaining concessions can be done()

A、only by negative emotions

B、only by positive emotions

C、by both negative and positive emotions

5. In different cultures, negotiators should use()strategies to show positive and negative emotions.

A、the same

B、different

C、no

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第9题

根据下列文章,请回答 41～45 题。 Stress at Work and Still Healthy The term could yet be

根据下列文章,请回答 41～45 题。

Stress at Work and Still Healthy

The term could yet become the word of theyear：stress is on everyone's Lips these days and everywhere．Not only managers，officialsand teachers are complaining nowadays。housewives，children and pensioners nowalso have their own problems．They too scantier themselves for others．feelunder-or overworked and quickly Lose their inner balance．Irritation。tirednessand exhaustion、quickly follow．But that is only the negative aspect．Stress。afterall。is also linked to positive terms such as joy of life．tension and vitality(活力)．

“Firstly, stress is healthy。”says WolfgangStetting from Eltvelle The doctor and management consult；ant says：“It occurswhen the body Loses its inner balance。but then stress hormones are produced tore—establish the balance．”Thus stress is nothing more than a positive reactionof the body to pressure．1t is unavoidable as part of our nature：“There is nosuch thing as a stress．free life．”

But whether stress Leads to tensions inthe mind or．to tenseness of the muscles depends on the duration(持续时间)。its causeor causes and the sufferer's personal situation．People who have troublesleeping or suffer from bad moods or simply the flu will not be on top of theworld and will take every little strife as negative stress。Others．people who feelrefreshed at every new turn，are relaxed and successful，will view a difficultround of negotiators or competition at work more as a positive challenge than across to bear．

Exercise，healthy eating and relaxation arethus the three pillars by which stress can be conquered almost every time。Thesefactors form. a unit。explains Marital Volker-Albert。spokeswoman for thegovernment's Nutrition Advice Center in Cologne．Its campaign” GutDrauf"(Feeling Good)is targeted at young people．The government agency'sresearch suggests that three out of four adolescents feel tired，overtaxed。(负担过重)andunder stress．Eating disorders and complaints such as migraines(偏头痛)and indigestion(消化不良)。Nervousnessand concentration problems have increased among 12-to 16-year-olds．

But even the best solutions don't work ifthey are not put into practice，says Stehling．Anybody who goes joggingregularly, practices yoga(瑜伽功)and presences good literature as a cure fornegative stress，may well end up under more pressure as he tries to find thetime for it all．Sometimes．says the consultant。it helps to take time out toreduce stress Levels over a weekend．

第 41 题 Whichof the following is NOT a correct view on stress？

A．Stress has both positive and negativeaspects．

B．Stress is only a positive reaction ofthe body to pressure．

C．Stress is unavoidable as part of ournature．

D．Stress only leads to serious problems．

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第10题

The Negotiating Table:You can negotiate virtually anything. Projects, resources, expectations and deadlines are all outcomes of negotiation. Some people negotiate deals for a living. Dr. Herb Cohen is one of these professional talkers, called in by companies to negotiate on their behalf. He approaches the art of negotiation as a game because, as he is usually negotiating for somebody else, he says this helps him drain the emotional content from his conversation. He is working in a competitive field and needs to avoid being too adversarial. Whether he succeeds or not, it is important to him to make a good impression so that people will recommend him.The starting point for any deal, he believes, is to identify exactly what you want from each other. More often than not, one party will be trying to persuade the other round to their point of view. Negotiation requires two people at the end saying ‘yes”. This can be a problem because one of them usually begins by saying “no”. However, although this can make talks more difficult, this is often just a starting point in the negotiation game. Top management may well reject the idea initially because it is the safer option but they would not be there if they were not interested.It is a misconception that skilled negotiators are smooth operators in smart suits. Dr. Cohen says that one of his strategies is to dress down so that the other side can relate to you. Pitch your look to suit your customer. You do not need to make them feel better than you but, For example, dressing in a style that is not overtly expensive or successful will make you more approachable. People will generally feel more comfortable with somebody who appears to be like them rather than superior to them. They may not like you but they will feel they can trust you.Dr. Cohen suggests that the best way to sell your proposal is by getting into the world of the other side. Ask questions rather than give answers and take an interest in what the other person is saying, even if you think what they are saying is silly. You do not need to become their best friends but being too clever will alienate them. A lot of deals are made on impressions. Do not rush what you are saying---put a few hesitations in, do not try to blind them with your verbal dexterity. Also, you should repeat back to them what they have said to show you take them seriously.Inevitably some deals will not succeed. Generally the longer the negotiations go on, the better chance they have because people do not want to think their investment and energies have gone to waste. However, joint venture can mean joint risk and sometimes, if this becomes too great, neither party may be prepared to see the deal through. More common is a corporate culture clash between companies, which can put paid to any deal. Even having agreed a deal, things may not be tied up quickly because when the lawyers get involved, everything gets slowed down as they argue about small details.Dr. Cohen thinks that children are the masters of negotiation. Their goals are totally selfish. They understand the decision-making process within families perfectly. If Mum refuses their request, they will troop along to Dad and pressure him. If all else fails, they will try the grandparents, using some emotional blackmail. They can also be very single-minded and have an inexhaustible supply of energy for the cause they are pursuing. So there are lessons to be learned from watching and listening to children.

1. Why does Dr. Cohen treat negotiation as a game?

2. Why do many people say “no” to a suggestion in the beginning of the negotiation?

3. What does dress down mean?

4. What is the purpose of getting into the world of the other side?

5. What should we learn children’s negotiation techniques?

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