Part I　Lead-in Activities

Directions:You will hear a passage about tips to improve negotiating skills.The words or phrases listed below will be of some help to you.

utility n.quality of being useful有用；实用；效用；功用

perceive v.interpret sth in a certain way；view理解或领悟某事物；认为

materially adv.to a significant degree实质地；极大地

BATNA（abbr.Best Alternative to Negotiated Agreement）达成谈判协议的最佳选择方案

articulate v.speak（sth）clearly and distinctly清楚明白地说（某事）

upside n.（especially AmE）the positive part of a situation that is generally bad不利事情的积极的一面，好的方面

define v.state（sth）clearly；explain（sth）阐明（某事）；解释（某事）

contentious adj.liking to argue；quarrelsome爱争论的；好争吵的；likely to cause disagreement可能引起争议的

haphazard adj.without plan or order；random无计划的；无秩序的；任意的

intangible adj.（commerce商）（of a business asset）that has no physical existence（指企业资产）无形的

outweigh v.be greater in weight，value or importance than（sth）在重量、价值或重要性上超过（某事物）

counterparty n.a person who is a party to a contract合同的一方

dealership n.a business established or operated under an authorization to sell or distribute a company's goods or services in a particular area，power of attorney，authority of agency代理____商；经销权；代理权

Complete the following paragraphs according to the recording you have just heard.

Improving one's negotiations skills involve understanding____1__clearly，knowing how to calculate____2__，and controlling emotions.People generally are____3__negotiators.More interested in conflict____4__，the average person prefers to____5__for situations rather than____6__in what is__7__as conflict in____8__some effort to negotiate a materially better result.

____9__and understanding your BATNA is___10___to___11___a result closer to your favor.If you don't go through this process and fail to define what your best situation to a___12___negotiation would be，you will never know if the negotiated result makes you___13___better off.

Letting go of your___14___in a negotiation，especially a potentially___15___one，is the hardest skill to master，but___16___to becoming a better negotiator.

To avoid a situation in which someone might be able to take advantage of you，or one in which you might negotiate___17___，___18___your ego from the equation can help free your mind from__19__pressures like the pressure to please others or avoid conflict.

Leaving the table and being serious about your position sends a very strong signal to your counterparty that___20___must be made to keep you interested or talking.

Judge whether the following statements are true or false according to the listening material you have just heard.

1.It is advisable for a negotiator to know his best alternative to a negotiated agreement when negotiating.

2.Before starting a negotiation，you should know clearly what issues don't matter；otherwise，you would really lose a good deal simply because you insist on those issues.

3.Good negotiators should not always be concerned about their ego when they are facing in negotiation a situation where significant consequences can result.

4.A good negotiator should try his or her best to please others or avoid conflict.

5.In any negotiation，you must be willing to keep on talking instead of walking away.