全屏显示专题章节

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.

1.Do you have any experience as a negotiator？

2.What qualities do you think a good negotiator must have？

3.What information do you think a negotiator must release to and get from the other party before and during negotiation？

Reduced to its essence，negotiation is a form of interpersonal communication.Communication processes，both verbal and nonverbal，are critical to achieving negation goals and to resolving conflicts.

But some research has suggested receiving too much information during negotiation may actually be detrimental to negotiators；this is sometimes called the information-is-weakness effect.Negotiators who know the complete preferences of both parties may have more difficulty determining fair outcomes than negotiators who do not have this information.There is evidence that having more information does not automatically translate into better negotiation outcomes.One study found that the amount of information exchanged did not improve the overall accuracy of the parties'perceptions of each other's preferences.The influence of the exchange of accurate information on negotiation outcomes is not as direct as people might expect—that is，simply exchanging information does not automatically lead to better understanding of the other party.

Then，what major points should be mentioned when negotiators are communicating with each other？Here follows a discussion of five different categories of communication that take place during negotiations.

1.Offers，counteroffers，and motives

Among the most important communications in negotiation are those that convey offers and counteroffers.Bargainers have definite preferences and exhibit rational behavior by acting in accordance with those preferences.A negotiator's preferences reflect in good measure his or her underlying motivations，which are also communicated during a negotiation，and they can have a powerful influence on the actions of the other party and on negotiation outcomes.A communicative framework for negotiation is based on the assumptions that①the communication of offers is a dynamic process（the offers change or shift over time）；②the offer process is interactive（bargainers influence each other）；③various internal and external factors（e.g.，time limitations，reciprocity norms，alternatives，constituency pressures）drive the interaction.In other words，the offercounteroffer process is dynamic and interactive，and subject to situational and environmental constraints.This process constantly revises the parameters of the negotiation，eventually narrowing the bargaining range and guiding the discussion toward a settlement point.

2.Information about alternatives

Communication in negotiation is not limited to the exchange of offers and counteroffers，however.Another important aspect that has been studied is how sharing information with the other party influences the negotiation process.For instance，is simply having a best alternative to a negotiated agreement（BATNA）sufficient to give a negotiator an advantage over the other party？Should one's BATNA be communicated to the other person？Research suggests that the existence of a BATNA changes several things in a negotiation:①compared to negotiators without attractive BATNAs，negotiators with attractive BATNAs set higher reservation prices for themselves than their counterparts did；②negotiators whose counterparts have attractive BATNAs set lower reservation points for themselves；③when both parties are aware of the attractive BATNA that one of the negotiator has，that negotiator receives a more positive negotiation outcome.Thus，negotiators with an attractive BATNA should tell the other party about it if they expect to receive its full benefits.We hasten to add that the style and tone used to convey information about an attractive BATNA matters.Politely（even subtly）making the other party aware of one's good alternative can provide leverage without alienating the other party.On the other hand，waving a good BATNA in the other party's face in an imposing or condescending manner may be construed as aggressive and threatening.

3.Information about outcomes

Researcher Leigh Thompson and her colleagues examined the effects of sharing information on negotiators'evaluations of their own success.The study focused on how winners and losers evaluated their negotiation outcomes（winners were defined as negotiators who received more points in the negotiation simulation）.Thompson and her colleagues found that winners and losers evaluated their own outcomes equally when they did not know how well the other party had done，but if they found out that the other negotiator had done better，or was simply pleased with his or her outcome，then negotiators felt less positive about their own outcome.Another study suggests that even when negotiators learn that the other party did relatively poorly，they are less satisfied with the outcome than when they have no comparison information.Taken together，these findings suggest that negotiators should be cautious about sharing their outcomes or even their positive reactions to outcomes with the other party，especially if they are going to negotiate with that party again in the future.

Another type of communication that occurs during negotiation consists of the“social accounts”that negotiators use to explain things to the other party，especially when negotiators need to justify bad news.Three types of explanations are important:①explanations of mitigating circumstances，where negotiators suggest that they had no choice in taking the positions they did；②explanations of exonerating circumstances，where negotiators explain their positions from a broader perspective，suggesting that while their current position may appear negative，it derives from positive motives（e.g.，an honest mistake）；③reframing explanations，where outcomes can be explained by changing the context（e.g.，short-term pain for long-term gain）.Negotiators who use multiple explanations are more likely to have better outcomes，and the negative effects of poor outcomes can be alleviated by communicating explanations for them.

5.Communication about process

Lastly，some communication is about the negotiation process itself—how well it is going or what procedures might be adopted to improve the situation.Some of this communication takes the form of seemingly trivial“small talk that breaks the ice or builds rapport between negotiators.Clearly，though，some communication about process is not just helpful，but critical，as when conflict intensifies and negotiators run the risk of letting hostilities overtake progress.One strategy involves calling attention to the other party's contentious actions and explicitly labeling the process as counterproductive.Negotiators seeking to break out of a conflict spiral should resist the natural urge to reciprocate contentious communication from the other party.Negotiators，like other busy humans，may be tempted to forge ahead with offers and counteroffers in pursuit of an outcome rather than pause and“waste”time to discuss a process gone sour.Sometimes that break in the substantive conversation and attention to process is precisely what's needed.（1053 words）

reduce v.～（sth to sth）change sth to a more general or basic form将某事物概括或简化成某种形式

essence n.［U］that which makes a thing what it is；most important or indispensable quality of sth本质；精髓；要素

negotiation n.discussion aimed at reaching an agreement商议；谈判

verbal adj.of or in words词语的；言语的；文字的；用言语的；用文字的；spoken，not written口头的

critical adj.of or at a crisis；decisive；crucial危机中的；危急时刻的；决定性的；关键的

resolve v.～（on/upon/against sth/doing sth）decide firmly；determine决定；决心；solve or settle（problems，doubts，etc）解决（问题、疑问等）

conflict n.（fig比喻）serious disagreement；argument；controversy冲突；争执；争论；论战；（of opinions，desires，etc）opposition；difference；clash（意见、欲望等）不合，分歧，抵触

detrimental adj.harmful，adverse，disadvantageous不利的；有害的

outcome n.（usu.sing）effect or result（of an event，circumstances，etc）结果；效果

evidence n.［U］～（to do sth/that…）（esp.law）information that gives a reason for believing sth or proves sth根据；证据；证词

perception n.［U］ability to see，hear or understand感知能力；认识能力；［C］～（that…）way of seeing or understanding sth看法；理解

category n.class or group of things in a complete system of grouping种类；类别；范畴

offer n.［C］～（for sth）amount offered提供考虑的数量；出价

counteroffer n.an offer made by someone who has rejected a prior offer反要约；买方还价

motive n.～（for sth）that which causes sb to act in a particular way；reason动机；原因

convey v.～（sth）（to sb）make（ideas，feelings，etc）known to another person表达或传达（思想、感情等）

definite adj.clear；not doubtful清楚的；明确的；确切的；［pred作表语］～（about sth/that…）sure；certain肯定；有把握

rational adj.not foolish or absurd；sensible；reasonable出于理性的；理智的；明事理的；讲道理的

in accordance with（prep phr.）in line with；in conformity to依照，按照，依据，根据；与……一致

in good measure adv.fully，sufficiently充分地；分量足

underlying adj.in the nature of something though not readily apparent；implicit潜在的；隐含的

assumption n.［C］thing accepted as true or as sure to happen，but not proved假定；假设；设想

internal adj.of or on the inside内部的；在内部的

external adj.coming from outside（a place，sb's mind，etc）来自（某地、某人思想意识等）外部的

reciprocity n.［U］principle or practice of mutual exchange，esp.of making concessions or granting privileges，etc in return for concessions or privileges re-ceived相互交换的原则或实践；（尤指）互相让步或互惠

norm n.standard or pattern that is typical（of a group，etc）标准；规范

constituency n.group of people with the same interests that one can turn to for support（一批有共同利益的）支持者，拥护者，追随者

subject adj.1.［pred作表语］～（to sth/sb）obliged to obey sth/sb；under the authority of sth/sb须服从某事物［某人］；受某事物［某人］支配；2.［pred作表语］～（to sth）depending on sth as a condition以某事物为条件；取决于某事物

constraint n.［C］～（on sth）thing that limits or restricts限制性或约束性的事物

revise n.re-examine（sth），esp.in order to correct or improve it复查（某事物）；（尤指）复核，校订，修正

parameter n.1.（mathematics数）quantity that does not vary in a particular case but does vary in other cases参量；参数；2.（usu.pl）limiting factor or characteristic；limit（限定性的）因素，特性；界限

sufficient adj.～（for sth/sb）enough足够的；充足的

counterpart n.person or thing that corresponds to or has the same function as sb or sth else相对应或具有相同功能的人或物

hasten v.move or act with speed；hurry急忙；赶快

subtly adv.in a subtle manner；tenuously；skillfully精细地；巧妙地；敏锐地

alienate v.～（sb）（from sb/sth）cause sb to become unfriendly or indifferent；estrange sb使某人疏远或冷淡；离间某人

imposing adj.stately；impressive in appearance；used of a person's appearance or behavior；befitting an eminent person（建筑物等）壮观的；威风的；（仪表）堂堂的；给人深刻印象的

condescending adj.（used of behavior or attitude）characteristic of those who treat others with condescension；modest；unassuming谦逊的；故意屈尊的；有优越感的

construe v.～（sth）（as sth）（fml文）explain the meaning of（words，sentences，actions，etc）；interpret sth解释（词语、句子、行为等）的意义；理解

evaluation n.act of ascertaining or fixing the value or worth of；an appraisal of the value of something；rating评价；评估；估价；求值

cautious adj.～（about/of sb/sth）showing or having caution；careful小心的；谨慎的；细心的

reaction n.～（to sb/sth）response to a situation，an act，an influence，etc（对情况、行动、影响等作出的）反应，回应

justify v.show that（sb/sth）is right，reasonable or just表明或证明（某人［某事］）是正当的、有理的或公正的

mitigate v.（fml）make（sth）less severe，violent or painful；moderate使（某事物）减轻，和缓；节制

exonerate v.［esp.passive］～sb（from sth）declare sb free from blame宣布某人无罪过

alleviate v.make（sth）less severe；ease减轻；缓和

adopt n.take over and have or use（sth）as one's own采纳；采取；采用

trivial adj.（often derog常作贬义）that has little importance不重要的；琐碎的

rapport n.［U，sing］～（with sb/between A and B）sympathetic and harmonious relationship融洽和谐的关系

intensify v.increase in extent or intensity；make more intense，stronger，or more marked增强，强化；（使）变激烈

hostility n.［U］～（to/towards sb/sth）being hostile（to sb/sth）；antagonism；enmity敌对；对抗；敌意opposition；rejection反对；hostilities［pl］acts of war；fighting战争行动；战斗

overtake v.come level with and pass（esp.a moving person or vehicle）追上，超越（尤指运动着的人或车）

explicitly adv.precisely and clearly明确地；明白地

counterproductive adj.tending to hinder the achievement of a goal反生产的；使达不到预期目标的

seek v.attempt（to do sth）；try设法（做某事）；试图

urge n.strong desire or impulse强烈的欲望或冲动

reciprocate v.（fml）（a）give and receive（sth）in return；exchange（sth）mutually互给（某物）；互换（某物）；return（sth done，given or felt）回报以（某种动作、物品或感情）

forge ahead v.continue with sth and make a lot of progress with it；proceed with继续推进

go/turn sour v.become unfavourable or unpleasant；turn out badly变得令人不愉快；变坏；变糟

substantive adj.（fml）genuine or actual；real真的；真实的；实在的；实际的

1.negotiation:a dialogue between two or more people or parties intended to reach a mutually beneficial outcome，resolve points of difference，to gain advantage for an individual or collective，or to craft outcomes to satisfy various interests.Negotiation occurs in business，non-profit organizations，government branches，legal proceedings，among nations and in personal situations such as marriage，divorce，parenting，and everyday life.The study of the subject is called negotiation theory.Professional negotiators are often specialized，such as union negotiators，leverage buyout negotiators，peace negotiators，hostage negotiators，or may work under other titles，such as diplomats，legislators or brokers.谈判，协商

2.interpersonal communication:an exchange of information between two or more people.Communication skills are developed and may be enhanced or improved with increased knowledge and practice.During interpersonal communication there is message sending and message receiving.This can be conducted using both direct and indirect methods.Successful interpersonal communication is when the message senders and the message receivers understand the message.人际沟通，人际交流，人际交往

3.offer:in business，an offer is a proposal to sell or buy a specific product or service under specific conditions.A tender offer is an offer to buy company stock from existing stockholders under specific conditions.An offer price，or ask price，is the price a seller is willing to accept for a particular good.A special offer is a kind of sales promotion.发盘，报盘，要约［当事人一方向对方发出的希望与对方订立合同的意思表示。发出要约的一方称要约人（offeror），接受要约的一方称受要约人（offeree）。］

4.counteroffer:an offer that someone makes，for example，for a house or business，in response to an offer by another person or group；an offer made by someone who has rejected a prior offer还价，还盘，反要约，买方还价

5.BATNA:in negotiation theory，the Best Alternative to a Negotiated Agreement or BATNA is the course of action that will be taken by a party if the current negotiations fail and an agreement cannot be reached.BATNA is the key focus and the driving force behind a successful negotiator.A party should generally not accept a worse resolution than its BATNA.Care should be taken，however，to ensure that deals are accurately valued，taking into account all considerations，such as relationship value，time value of money and the likelihood that the other party will live up to their side of the bargain.These other considerations are often difficult to value，since they are frequently based on uncertain or qualitative considerations，rather than easily measurable and quantifiable factors.达成谈判协议的最佳选择方案；最佳替代方案（常用在采购谈判过程中，采购方为了供需双方的平衡而选择的最佳代替方案。此方案并非采购方最想获得的价格、服务、运输、付款期等条件的最佳方案，而是退而求其次的选择，被设定为谈判的最佳底线。）

I.Decide whether each of the following statements is true or false.

1.The achievement of negotiation goals and the resolution of conflicts in negotiation are decided by good communication skills and right communication processes.

2.The more information negotiators have about both parties，the better outcomes they can expect.

3.The offer-counteroffer process is dynamic and interactive，and subject to situational and environmental constraints.

4.Negotiators should be always ready to share their outcomes and their reactions to outcomes with the other party if they want to negotiate successfully with the other party.

5.Communication about the negotiation process is under no circumstances helpful.

II.Answer the following questions.

1.What do you think of the influence of the exchange of accurate information on negotiation outcomes？

2.What do a negotiator's preferences reflect？

3.What is a communicative framework for negotiation based on？

4.What does the existence of a BATNA change in a negotiation？

5.What type of communication is necessary in a negotiation when negotiators need to justify bad news to the other party？

I.Match the words and expressions on the left with the explanations on the right.

1.irrational　　a.choice of two or more possibilities；one of two or more possibilities

2.negotiator　　b.make（sth）less severe，violent or painful；moderate

3.conveyance　　c.fundamentally；essentially

4.underlying　　d.degree of sth；extent

5.in essence　　e.thing bought or sold for less than its usual price

6.bargain　　f.someone who confers with others in order to reach an agreement or a settlement

7.measure　　g.strategic advantage；power to act effectively

8.alternative　　h.the act of moving something from one location to another

9.leverage　　　i.not guided by reason；illogical or absurd

10.mitigate　　j.being or involving basic facts or principles；rudimentary

II.Determine the exact meaning of each of the underlined words and translate each sentence into Chinese.

1.This shirt was drastically reduced in the sale.

2.The fire reduced the house to ashes.

3.The reform has reduced us to servants of the State.

4.Let's learn how to reduce a compound to its constituent elements.

5.The essence of his argument is that capitalism cannot succeed.

6.Speed is of the essence in dealing with an emergency.

7.We've decided to negotiate with the employers about our wage claim.

8.The horse negotiated the fence with ease.

9.Try to develop a more critical attitude，instead of accepting everything at face value.

10.The film has received critical acclaim.

11.Her help was critical during the emergency.

12.She resolved that she would never see him again.

13.Her arrival did little to resolve the situation.

14.Why not resolve a complex argument into its basic elements？

15.His opposition served only to strengthen our resolve.

III.Complete each of the following sentences with an appropriate form of the word given in brackets.

1.Most relationships between parties may be________in one of three ways:independent，dependent，or interdependent.（character）

2.Much of what people communicate to one another is transmitted with communication.（verbal）

3.Successful negotiation involves the management of tangibles and also the________of intangibles.（resolve）

4.People differ in their________of what something is worth or the future value of an item.（evaluate）

5.How parties communicate in negotiation would seem to depend on the ability of the speaker to encode thoughts properly，as well as on the ability of the listener to understand and decode the________message（s）.（intend）

6.E-mail，as a ubiquitous mode of personal and organizational communication，can be viewed as simply another form of written communication that happens to involve electronic________.（transmit）

7.More research is needed to provide negotiators with advice about how to overcome the negative effects of________and cognitive biases in negotiation.（perceive）

8.Overconfidence is the________of negotiators to believe that their ability to be correct or accurate is greater than is actually true.（tend）

9.Negotiators sometimes maintain commitment to a course of action even when that commitment constitutes________behavior on their part.（rationality）

10.Our brains screen and________information so that we can understand the world around us without being overwhelmed by it.（category）

11.Large bargaining mixes can________negotiations because they present so many possible combinations of issues to consider，and combining and evaluating all these mixes makes valuing the deal very complex.（long）

12.A negotiator with very strong alternatives has________power because he or she doesn't need this negotiation to succeed in order to achieve a satisfactory outcome.（consider）

13.Our budget needs drastic________.（revise）

14.________your child will leave home to lead her own life as a fully independent adult.（event）

15.There are factors that________influence the sex of an offspring.（subtle）

IV.Fill in the blanks，each using one of the words in its appropriate form.

Model:The two firms were joined up to reduce competition.

1.The patient was________to have difficulty in standing and walking.

2.We have to sell the rest fruits at a huge________before they go rotten.

3.On the________of their recent matches it's unlikely the Spanish team will win the cup.

4.The most________of the three，she was the first to realize the potential danger of their situation.

5.The two things are the same in outward form but different in________.

6.Overwork has________him to a physical wreck.

7.It's been believed for centuries that great writers，composers，and scientists are________quite different from ordinary people.

8.He is interested in how our________of death affect the way we live.

9.The structure of the universe may not be________to a problem in physics.

10.We only had time to pack a few________before we fled away from the flood-stricken village.

11.He looked at his children with________pride.

12.The patient has improved________.

13.From childhood，he was________at once rebellious and precocious.14.All the buildings in the town have been________to rubble.

15.“Is money________to happiness？”That is a question puzzling many people.

V.Choose the right word to complete each sentence.

1.“Marry________，repent at leisure”is an English saying which means if one gets married too hurriedly one may regret it for a long time.

A.for haste　B.in haste　C.in hassle　D.with hassle

2.His criminal activities led to complete________from his family.

A.alienation　B.disgrace　C.destruction　D.depletion

3.I'd like to stay if it's not too much of an________on you.

A.implement　B.imploration　C.imposter　D.imposition

4.Alice，who is generally regarded as a haughty girl，actually________to say hello to me in the street today.

A.ascended　B.descended　C.condescended　D.condensed

5.They________the boredom of waiting by singing songs.

A.elevated　B.allocated　C.leveled　D.alleviated

6.Paul's mother had him________because she couldn't look after him herself.

A.adopted　B.adapted　C.adept　D.adroit

7.Can you________your accusations against him？

A.substitute　B.substantiate　C.sustain　D.subordinate

8.The actor developed a close________with his audience.

A.rampant　B.rapport　C.support　D.proponent

9.Isn't the meat a________tough？

A.trifle　B.rifle　C.ruffle　D.shuffle

10.He was________from all responsibility for the accident.

A.extracted　B.exemplified　C.distracted　D.exonerated

11.You should exercise extreme________when driving in fog.

A.exhaustion　B.alert　C.caution　D.indifference

12.My friend John and I have________enthusiasm for music.

A.mutual　B.reciprocal　C.joint　D.same

13.Modern________perhaps causes more problems than it solves.

A.technique　B.technology　C.tactics　D.strategy

14.To obtain a satisfactory result，one must apply two________of paint on a clean surface.

A.layers　B.strata　C.coats　D.times

15.Miss Green was________＄100 for driving after drinking.

A.punished　B.fined　C.charged　D.accused

Decide which of the choices given below would best complete the passage if inserted in the corresponding blanks.

Using translators or interpreters allows you the opportunity to give your complete attention to the negotiation itself.Both sides can negotiate more comfortably and it____1__a more productive environment.

____2__，there are____3__to consider.Using a translator distances the two parties，and makes__4__somewhat awkward to develop a more____5__relationship.Secondly，if your interpreter isn't as proficient as you____6__，the context of translation could end up being“as clear as mud”.

There are two types of translation services which could be employed in international negotiations.The first is called____7__translations whereby the translation is continuous.This type of translation service is generally used by larger international organizations or diplomatic functionaries.It requires specially trained interpreters and expensive equipment.The second type is known as consecutive translations where one or more interpreter，convey your message in____8__form.This__9__type of translation service is the more common one that is___10___in international business negotiations.

Depending on their proficiency and fluency，you will need a translator who is fully fluent in both languages.___11___，you might need to consider___12___two translators so that one can translate your counterpart's language into___13___，while a second translator can translate English into your counterpart's language.___14___this might sound strange，an interpreter's language skills may not necessarily be___15___for both languages.

1.A.allows　B.allows for　C.permits　D.permitting

2.A.Moreover　B.Overall　C.However　D.All in all

3.A.drawbacks　B.setbacks　C.advantages　D.priorities

4.A.them　B.that　C.him　D.it

5.A.personable　B.private　C.personalized　D.personal

6.A.consider　B.thought　C./　D.imagine

7.A.free　B.literal　C.simultaneous　D.spontaneous

8.A.segment　B.unified　C.united　D.integrated

9.A.former　B.formal　C.later　D.latter

10.A.founded　B.utilized　C.hired　D.patronized

11.A.Otherwise　B.Therefore　C.In addition　D.In sum

12.A.to use　B.using　C.use　D.equipping

13.A.English　B.Chinese　C.French　D.Japanese

14.A.As　B.Despite　C.Seeing that　D.Although

15.A.comparative　B.compatible　C.related　D.contrastive

I.Combine the sentences in each group below into just ONE sentence，paying special attention to the right use of subordinate clause.

Model:He is growing old.Nothing can hide the fact.

Key:Nothing can hide the fact that he is growing old.

1.He works hard.The fact does not necessarily mean that he is a competent leader.

2.I have an arrangement with my bank.By the arrangement they let me use their money and repay them next month.

3.I have a complacent feeling.I feel that I'm highly intelligent.

4.She is going to spend the winter holidays in Hainan.She has some relatives there.

5.He won the first gold medal at the 23rd Olympic Games.The news soon spread throughout the country.

6.He might change his mind at the last minute.We thought that was highly probable.

7.I moved that the vote be postponed.He seconded my motion.

8.The story happened in the late 19th century.At that time，China was suffering from the invasion of western powers.

9.We'd better take the telescope with us.Perhaps it is needed.

10.I'll lend you my computer.The condition is that you keep it in good shape.

II.Read through each of the following incomplete sentences and fill in each blank with just ONE word without changing the meaning of the original sentence.

Original:They need more help in English.That is quite obvious.

Rewritten:It is quite obvious that they need more help in English.

1.We must hurry off.Otherwise，we might miss the bus.

We must hurry off________we might miss the bus.

2.He feared that he might not be able to finish the work.The fear disturbed him greatly.

________he might not be able to finish the work disturbed him greatly.

3.We are badly in need of something.It is raw material.

________we are badly in need of is raw material.

4.You can go out.But you should promise to be back before 11 at night.

You can go out________________________you promise to be back before 11 at night.

5.The aircraft was flying at a very high altitude.We could hardly see it.

The aircraft was flying at________________________high altitude________we could hardly see it.

III.Choose the best one to complete each sentence.

1.________，the mountain looks like an elephant.

A.Having seen from a distance

B.Having been seen from a distance

C.Seeing from a distance

D.Seen from a distance

2.He reads the newspaper at breakfast table，________is usual with him.

A.that　B.as　C.what　D.such

3.________native to America，the plant now can be seen all around the world.

A.Although　B.as　C.Despite　D.In spite of

4.________，she ran out of the room.

A.Having tears in her eyes and turned suddenly

B.Turning suddenly，with tears in her eyes

C.With a sudden turn，tearful eyes

D.With tears in her eyes and a sudden turn

5.________he began to realize how far he had been lagged behind.

A.Having entered the new school it was found that

B.After entering the new school

C.When he had been entering the new school

D.Upon entering into the new school

6.California has not yet ratified the Civil Rights Amendment，and________.

A.some other states also have not either

B.neither have several other states

C.several other states hasn't either

D.neither has some of the other states

7.Without fact，nobody can form a worthwhile opinion，for he needs to have factual knowledge________his thinking.

A.which to be based on　　B.upon which to base

C.which to base upon　D.to which to be based

8.________her help，we couldn't have finished the work on time.

A.Had it not been for　B.If there was not

C.Was there not　D.If there were not

9.I think________is likely________the train will be delayed by the dense fog.

A.that…if　B.it…that　C.that…that　D.what…is

10.________，she went back to sleep.

A.There was no cause for alarm　B.There being no cause for alarm

C.Without having cause for alarm　D.Being no cause for alarm

I.Translate the following into Chinese.

Concessions are central to negotiation.Without them，in fact，negotiations would not exist.If one side is not prepared to make concessions，the other side must capitulate or the negotiations will deadlock.People enter negotiations expecting concessions.Negotiators are less satisfied when negotiations conclude with the acceptance of their first offer，likely because they feel they could have done better.Immediate concessions are perceived less valuable than gradual，delayed concessions，which appear to increase the perceived value of the concession.Good distributive bargainers will not begin negotiations with an opening offer too close to their own resistance point，but rather will ensure that there is enough room in the bargaining range to make some concessions.Research suggests that people will generally accept the first or second offer that is better than their target point，so negotiators should try to identify the other party's target point accurately and avoid conceding too quickly to that point.

II.Translate the following into English by using the words provided in brackets.

1.经历了那件事情之后，我不得不改变对他的看法了。（revise）

2.我觉察到他们在我面前感到有些拘束。（constraint）

3.她在童年时期不断地受到继母的折磨。（subject）

4.国与国的边界未明确划定则通常会发生纠纷。（define）

5.她为寻回遗失的手镯提出以酬金答谢。（offer）

Negotiation，in its broad sense，happens to all of us in our daily life.In our childhood，we must have negotiated an allowance or extra TV time or another bar of chocolate or whatever with our parents.In renting houses，we need to negotiate with our tenants or landlords on rental，provision of furniture and equipment，etc.

However，negotiation skill comes through effort and experience.Rarely is it something you learned as part of a formal education.Please give a mini-talk on“Techniques for better negotiation”according to your knowledge and personal experience.

Competitive style negotiators pursue their own needs—even when this means others suffer.They usually don't want to cause others to suffer and lose，they are just so narrowly focused on their shorter term gains that they plunder obliviously through negotiations like a pirate.They often use whatever power and tactics they can muster，including their personality，position，economic threats，brand strength or size or market share.At its extreme negotiators call their behaviour aggressive or psychotic.

A successful negotiation is much decided by the competence and style of negotiators and a good negotiator should always remember to adapt his negotiation style to a specific situation.So please discuss in groups on the topic“When shall we use a competitive style in negotiation and what is the danger of using it？”

Metaphors can provide clues to how a negotiator might view the business negotiation.Through examining this article's examples，we are able to gain further insight of the other party during negotiations when we unravel the words.

Words can have a powerful impact.The manner in which words are applied in a business negotiation can make or break the deal.This is especially clear if our dialogue is phrased poorly，misinterpreted or misunderstood.Words can evoke visceral reactions or emotional responses such as boiling rage or howls of laughter.

The language we use also provides some clues and insight about the individuals on our own negotiation team.Unraveling these clues can tell us a lot about our counterpart in a negotiation，and can even lend some introspection into our own psyche along the way.Understanding these cues entails acute listening.When we understand what to listen for，then the end result may be the needed edge in gaining our counterpart's signature.Listening to the language used is also a valuable tool for the mediator or the third party who is trying to find a negotiation conflict resolution.

The particular area of dialogue we are going to examine in our business negotiation examples is the use of metaphors；how they apply to a negotiator or might impact our negotiations.Webster's Dictionary defines a‘metaphor'as a“figure of speech in which a name or quality is attributed to something which it is not literally applicable，e.g.‘an icy glance'，or‘nerves of steel'.”A metaphor is often used in framing a dispute or situation，or the means by which we address or approach a negotiation problem.Often，the metaphors used in business are at the core of how a person perceives the situation and suggests how they might react or respond.

Metaphors as an emotional mirror

In business negotiations，whether we're sitting on the opposite side of the negotiation table or in the middle as a third party mediator，the metaphors used can help orientate us to how people think or identify the event as the negotiation unfolds.Metaphors mirror our emotional perspectives；the conscious perspective and more importantly，the unconscious perspective.Additionally，the use of metaphors provides a means to discern not just what they said，but also what they intended to say！

These two points are especially important in the more collaborative negotiation process that has emerged in recent times.The parties to a negotiation who adopt positions in a negotiation are in fact fuelled by underlying interests such as security and self esteem.In other words，we must unravel what the negotiation is“really”about.Unless a negotiator can unlock these underlying interests，the negotiation may stumble along like a stuttering auto in fits and starts.How we view our counterpart's real interests is dependent on our ability to get them to reveal their understanding of the issues or conflicts.It's all about dialogue management.

We can use the other person's use of metaphors to“hear”what they are really saying，as well as to understand their true thoughts or feelings.This will guide us in how we should respond，react，or when necessary，to intervene in conflict management.

What does this mean in practical application？Let's explore and use examples to illustrate.

How metaphors reflect a negotiation relationship

Let's take one glaring example to illustrate the point and the underlying psychological component that lies beneath the surface.If one negotiating party is using a“combat”connotation as a metaphor in their dialogue，this could be very telling about their makeup and attitudes.They may see the negotiation process in terms of either“win or lose.”This might present an attitude of an“All's fair in love and war”type mentality where they are suspicious of our motives.

A combative approach may also influence them to apply unethical tactics against us.Our negotiating counterpart might withhold vital information or use a negotiation approach that is designed to conceal their real intent.As a negotiator or mediator，we might need to use a combat metaphor to change the mood of the dispute by suggesting something along the lines of“making a truce or ceasefire.”

Another means to address combative business metaphors is to change the metaphor into something else to alter the direction of the negotiation.The idea is to prompt the opponents into a different mindset and engage in negotiation conflict resolution.For example，if one party says“We've been fighting over this for weeks，“you might change the combative context to something more benign by replying that the dispute does indeed appear to be“well choreographed.“This subtle change in metaphor usage suggests a collaborative mentality instead of an“us versus them”attitude.

How metaphors affect the negotiation process

The use of metaphors in business can provide a clue about the negotiation style being employed by one or both parties and how they can result in negotiation conflicts.Let's examine some of the most common positive and negative metaphors employed by negotiators and see what their meaning might convey.

War metaphors:Could mean“anything goes”.Any such references suggest a combative approach or business negotiation style.Such an attitude should prompt a negotiator to approach the negotiation with considerable caution.

Poker metaphors:Poker and related terminology could suggest that the other party will resort to the use of“bluffing”in their repertoire of tactics，so we have to be vigilant about of the possibility of this tactic being employed against us.

Games or sports metaphors:There are both positive and negative references here.Some negotiators view a negotiation like a chess game.The idea is to outsmart your opponent by strategizing with the plan of mating the opponent's king.Chess players don't play for a draw if they can avoid it—they want to win！When we play games or sports，we always play to beat our opponent.Negotiators might be inclined to vigorously defend the positions they adopt in making proposals or in responding to offers.

Sports metaphors can sometimes be ambiguous.If reference is made to a“level playing field，”it may mean they are talking about the negotiation strengths of either side.On the other hand，this expression may show their desire to take a more collaborative approach.

Mountain climbing metaphors:This one is not good at all.It suggests an uphill struggle all the way，especially if one of the parties makes reference to heading towards a“precipice.”There won't be much“smooth sailing”here，if you'll please pardon the pun.

There are also positive metaphors that can provide vital clues to the negotiator's style or the type of negotiation you might be encountering.Positive phrases that suggest a collaborative approach might include such phrases as:“mending fences”，“building bridges”，“hammering out our differences”，and“working through our problem”.

Metaphors as a self-reflection

More importantly，we should ask ourselves what metaphors we like to use.The language we use during the business negotiation，even a casual，off the cuff remark，could have reverberations down the road.Metaphors can be used to telegraph our intent.If your counterpart jokingly suggests to you that they think you're only“holding a pair of deuces，”don't you think you're likely to sit up straight and wonder what they're really up to？On the other hand for example，if they suggest that“we ought to be dancing more in sync，”wouldn't that suggest that we might be headed towards a productive agreement that has good value for both sides？

Now，just put yourself in your counterpart's shoes and think about the metaphors that you might have uttered or employed during a negotiation.Ask yourself just what you might have been“telegraphing”to them！Were you suggesting a problem solving approach or a battle？

Language is everything.What you say and how you say it can be literally translated into how your counterpart will respond to you or vice versa.The business metaphors we employ in our negotiations can influence how either party is perceived by the other.We can also change the metaphors we use to influence the mood of a business negotiation and to bring about a result that is both positive and productive.

Answer the following questions based on the text you have just read.

1.What's the use of unraveling the clues provided by the language used in negotiation？

2.What can we use the other person's use of metaphors to do？

3.What is the metaphorical meaning of the expression“level playing field”used in negotiation？

Choose the proper one from four suggested answers marked with A，B，C and D to answer the questions or to complete the statements.

1.Which of the following statements is not true？

A.Words applied in a business negotiation can break a deal.

B.If we understand what to listen for in negotiation，then the end result may be the needed advantage in gaining our counterpart's signature.

C.The metaphors used in business are at the core of how a person perceives the situation.

D.If one negotiating party is using a“combat”connotation as a metaphor in their dialogue，they mean that the final winner is nobody else but themselves.

2.Metaphors used in negotiation can do all the following but________.

A.mirror our conscious perspective

B.show our unconscious perspective

C.suggest our educational background

D.provide a means for us to make out what the other party intended to say

3.All the following metaphors are desirable in negotiation except________.

A.making a truce or ceasefire　B.heading towards a precipice

C.mending fences　D.smooth sailing

4.All the following phrases are used in the text metaphorically except________.

A.underlying interests　B.holding a pair of deuce

C.dancing more in sync　D.building bridges

5.Which of the following best states the writing purpose of the author？

A.To familiarize the readers with some business metaphors.

B.To guide the readers to appreciate the clever use of metaphors in negotiation.

C.To help us gain further insight of the other party during negotiations through unraveling the words they use.

D.To ask us to pay close attention to the right use and understanding of metaphors in negotiation.