Negotiators shouldn't only think about themselves.

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第1题

SECTION BINTERVIEWDirections: In this section you will hear everything ONCE ONLY. Listen c

SECTION B INTERVIEW

Directions: In this section you will hear everything ONCE ONLY. Listen carefully and then answer the questions that follow. Questions 1 to 5 are based on an interview. At the end of the interview you will be given 10 seconds to answer each of the following five questions.

Now listen to the interview.

听力原文：Man: I'm talking to Janet Holmes who has spent many years negotiating for several well-known national and multinational companies. Hello, Janet.

Woman: Hello.

Man: Now Janet, you've experienced and observed the negotiation strategies used by people from different countries and speakers of different languages. So, before we come on to the differences, could I ask you to comment first of all on what such encounters have in common？

Woman: OK, well, I'm just going to focus on the situations where people speak English in international business situations.

Msn: I see. Now not everyone speaks English to the same degree of proficiency. So maybe that affects the situation？

Woman: Yes, perhaps. But that's not always so significant. Well, because, I mean, negotiators between business partners from different countries normally mean that we have negotiations between individuals who belong to distinct cultural traditions.

Man: Oh, I see.

Woman: Well, every individual has a different way of perforating various tasks in everyday life.

Man: Yes, but, but isn't it the case that in a business negotiation they must come together and work together, to a certain extent？ I mean, doesn't that level out the style. of... the style. of differences somewhat？

Woman: Oh, I'm not so sure. I mean, there are people in the so-called Western World who say that in the course of the past 30 or 40 years that a lot of things have changed a great deal globally. And that as a consequence national differences have diminished or have got fewer, giving way to some sort of international Americanized style.

Man: Yeah, I've heard that. Now some people say that this Americanized style. has acted as a model for local patterns.

Woman: Maybe it has, maybe it hasn't. Because, on the one hand, there does appear to be a fairly unified, even uniform. style. of doing business, with certain basic principles and preferences -- you know, like 'time is money', that sort of thing. But at the same time it's very important to re member that we all retain aspects of our national characteristics -- but it is actually behavior. that we're talking about here. We shouldn't be too quick to generalize that to national characteristics and stereotypes. It doesn't help much.

Man: Yeah, you mentioned Americanized style. What is particular about the American style. of business bargaining or negotiating？

Woman: Well, I've noticed that, for example, when Americans negotiate with people from Brazil, the American negotiators make their points in a direct self-explanatory way.

Man: I see.

Woman: While the Br. Brazilians make their points in a more indirect way.

Man: How？

Woman: Let me give you an example. Brazilian importers look the people they're talking to straight in the eyes a lot. They spend time on what for some people seems to be background information. They seem to be more indirect.

Man: Then, what about the American negotiators？

Woman: An American style. of negotiating, on the other hand, is far more like that of pointmaking: first point, second point, third point, and so on. Now of course, this isn't the only way in which one can negotiate. And there's absolutely no reason why this should be considered the best way to negotiate.

Man: Right. Americans seem to have a different style, say, even from file British, don't they？

Woman: Exactly. Which just shows how careful you must be about generalizing. I mean, how else can you explain how American negotiators are seen as informal and sometimes much too open？ For in British eyes Americans are direct- even blunt.

Man: Is that so？

Woman: Yeah,

A．English language proficiency

B．different cultural practices

C．different negotiation tasks

D．the international Americanized style

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第2题

听力原文：I'm talking to Janet Toms, who has spent many years negotiating for several well-

known national and multinational companies.

M: Hello, Janet.

F: Hello.

M: Now, Janet, you've experienced and observed the negotiation strategies used by people from different countries and speakers of different languages. So before we come on to the differences, could I ask you to comment, first of all, on what such encounters have in common？

F: OK, well, I'm just going to focus on the situations where people speak English in nternational business situations.

M: I see. Now not everyone speaks English to the same degree of proficiency, so maybe that affects the situation.

F: Yes, perhaps. But that's not always so significant. Well, because, I mean, negotiations between business partners from different countries normally mean that we have negotiations between individuals who belong to distinct cultural traditions.

M: Oh, I see.

F: Well, every individual has a different way of performing various tasks in everyday life.

M: Yes, but, but isn't it the case that in the business negotiation they must come together and work together to a certain extent？ I mean, doesn't that level out the style, the style. of differences somewhat？

F: Oh, I'm not so sure. I mean there are people in the so called western world who say that in the course of the past 30 or 40 years, there are a lot of things that have changed a great deal globally. And then as a consequence, national difference has diminished or got fewer, giving way to some sort of international Americanized style.

M: Yeah. I heard that. Now some people say this Americanized style. has acted as a model for local patterns.

F: Maybe it has, maybe it hasn't. Because on the one hand there does appear to be a fairly unified, even uniform. style. of doing business, with certain basic principles and preferences, you know, like "time is money", that sort of thing. But at the same time, it's very important to remember that we all retain aspects of the national characteristics. But it's actually behavior. that we're talking about here. We shouldn't be too quick to eneralize that into national characteristics and stereotypes. It doesn't help much.

M: Yeah, you mentioned Americanized style. What is particular about the American style. of business bargaining or negotiation？

F: Well, I've noticed that. For example, when Americans negotiate with people from Brazil, the American negotiators make their points in a direct, self-explanatory way.

M: I see.

F: Well, the Brazilians make their points in a more indirect way.

M: How？

F: Let me give you an example. Brazilian importers look at people that they are talking too straight in the eyes a lot. They spend time on what for some people seems to be background information. They seem to be more indirect.

M: Then, what about the American negotiators？

F: An American style. of negotiating, on the other hand, is far more like that of point-making, first point, second point, third point, and so on. Now of course, this isn't the only way in which one can negotiate. And there is absolutely no reason why this should be considered the best way to negotiate.

M: Right. Americans seem to have a different style, say., even from the British, don't they？

F: Exactly, which just goes to show how careful you must be about generalizing. I mean,how else can you explain how American negotiators are seen as informal and sometimes much too open. For, in British eyes, Americans are direct, even blunt.

M: Is that so？

F: Yeah. And at the same time for the British, too, German negotiators can appear direct and uncompromising in negotiations. And yet, if you experience Germans and Americans negotiating together, it's often the Americans who will be too blunt for German negotiators.

M: Fascinating. So people from different European countries use different styles, don't they？

F: That's right.

M: OK. So what about the Japanese,

A．English language proficiency.

B．different cultural practices.

C．different negotiation tasks.

D．the international Americanized style.

点击查看答案

第3题

听力原文：M: I'm talking to Janet Holmes who has spent many years negotiating for several w

elt-known national and multi-national companies. Hello, Janet.

W: Hello.

M: Now Janet. You've experienced and observed the negotiation strategies used by people from different countries and speakers of different languages. So before we comment on the differences, could I ask you to comment first of all on what such encounters have in common？

W: OK, well, I'm just going to focus on the situations where people are speaking English in international business situations.

M: I see. Now, not every one speaks English to the same degree of proficiency. So, maybe that affects situations.

M: Yes, perhaps. But that is not always so significant. Well, because, I mean, negotiations between business partners from different countries normally mean we have negotiations between individuals who belong to distinct cultural traditions.

M: Oh, I see.

W: Well, every individual has a different way of performing various tasks in everyday life.

M: Yes, but isn't it the case that in the business negotiation, they must come together and work together to a certain extent. I mean, doesn't that level up the style. of, the style. of differences or somewhat？

W: Oh, I am not so sure. I mean there are people in the so-called Western world who say that in the course of the past 30 or 40 years, there were a lot of things that had changed a great deal globally, and that as a consequence, national differences had diminished. We have got fewer, giving way to some sort of international Americanized style.

M: Yeah, I’ve heard that. Now some people say this Americanized style. has acted as a model for local patterns.

W: Maybe it has, maybe it hasn't. Because on the one hand, there does appear to be a fairly unified even uniform. style. of doing business with certain basic principles and preferences, you know, like "time is money", that sort of thing. But at the same time, it is very important to remember the way all retain aspects of national characteristics. But it is actual behavior. that we will talk about here. We shouldn't be too quick to generalize that to national characteristic and stylistic type. It doesn't help much.

M: Yeah. You mentioned Americanized style. What is particular about American style. of business bargaining or negotiating？

W: Well. I've noticed that, for example, when Americans negotiate with people from Brazil, the American negotiators make their points in a direct, sophistical way.

M: I see.

W: While Brazilian make their points in a more indirect way.

M: How？

W: Let me give you an example. Brazilian importers look at people they're talking to straight in the eyes a lot. They spend time on what some people thinks to be background information. They seem to be more indirect.

M: Then, what about the American negotiators？

W: American style. of negotiating, on the other hand, is far more like that of point-making; first point, second point, third point, and so on. Now of course, this isn't the only way in which one can negotiate and absolutely no reason why this should be considered as the best way to negotiate.

M: Right. Americans seem to have different styles, say, even from the British, don't they？

W: Exactly, which just show how careful you must be about generalizing. I mean, asking you explain how the American negotiators are seen as informal, and sometimes much too open. For British eyes, Americans are too direct even blunt.

M: Is that so？

W: Yeah, at the same time, the British too. German negotiators can appear direct and uncompromising in the negotiations, and yet if you experience Germans and Americans negotiating together, it is often the Americans who are being too blunt for the German negotiators.

M: Fascinating! So people from different European countries use different styles, don't they？

W: That's right.

M: OK. So what about the Japanese then？ I me

A．English language proficiency.

B．Different cultural practices.

C．Different negotiation tasks.

D．The international Americanized style.

点击查看答案

第4题

SECTION BINTERVIEWDirections: In this section you will hear everything ONCE ONLY. Listen c

SECTION B INTERVIEW

Now listen to the interview.

听力原文：Interviewer: I'm talking to Janet Holmes who has spent many years negotiating for several well-known national and multinational companies. Hello, Janet.

Janet: Hello.

Interviewer: Now Janet, you've experienced and observed the negotiation strategies used by people from different countries and speakers of different languages. So, before we come on to the differences, could I ask you to comment first of all on what such encounters have in common？

Janet: OK, well, I'm just going to focus on the situations where people speak English in international business situations.

Interviewer: I see. Now not everyone speaks English to the same degree of proficiency. So maybe that affects the situation？

Janet: Yes, perhaps. But that's not always so significant. Well, because, I mean, negotiations between business partners from different countries normally mean that we have negotiations between individuals who belong to distinct cultural traditions.

Interviewer: Oh, I see.

Janet: Well, every individual has a different way of performing various tasks in everyday life.

Interviewer: Yes, but, but isn't it the case that in a business negotiation they must come together and work together, to a certain extent？ I mean, doesn't that level out the style. of ... the style. of differences somewhat？

Janet: Oh, I'm not so sure. I mean, there are people in the so-called Western World who say that in the course of the past 30 or 40 years a lot of things have changed a great deal globally, and that as a consequence national differences have diminished or have got fewer, giving way to some sort of international Americanized style.

Interviewer: Yeah, I've heard that. Now some people say that this Americanized style. has acted as a model for local patterns.

Janet: Maybe it has, maybe it hasn't. Because, on the one hand, there does appear to be a fairly unified, even uniform. style. of doing business, with certain basic principles and preferences -- you know, like ' time is money', that sort of thing. But at the same time it's very important to remember that we all retain aspects of our national characteristics -- but it is actually behaviour that we're talking about here. We shouldn't be too quick to generalize that to national characteristics and stereotypes. It doesn't help much.

Interviewer: Yeah, you mentioned Americanized style. What is particular about the American style. of business bargaining or negotiating？

Janet: Well, I've noticed that, for example, when Americans negotiate with people from Brazil, the American negotiators make their points in a direct self-explanatory way.

Interviewer: I see.

Janet: While the Brazilians make their points in a more indirect way.

Interviewer: How？

Janet: Let me give you an example. Brazilian importers look the people they're talking to straight in the eyes a lot. They spend time on what for some people seems to be background information. They seem to be more indirect.

Interviewer: Then, what about the American negotiators？

Janet: An American style. of negotiating, on the other hand, is far more like that of point making: first point, second point, third point, and so on. Now of course, this isn't the only way in which one can negotiate. And there's absolutely no reason why this should be considered the best way to negotiate.

Interviewer: Right. Americans seem to have a different style, say, even from the British, don't they？

Janet: Exactly. Which just shows how careful you must be about generalizing. I mean, how else can you explain how American negotiators are seen as informal and sometimes much too open？ For in B

A．English language proficiency

B．different cultural practices

C．different negotiation tasks

D．the international Americanized style

点击查看答案

第5题

听力原文： Nilrikman and other research groups have done some research into the difference

between average and good negotiators. They found negotiators with the good trait record and studied them in action. They compared them with another group of average negotiators and found that there was no difference in the time that the two groups spent on planning their strategy. However, there were some significant differences on other points. The average negotiators thought in terms of the present, but the good negotiators took a long-time review. They made lots of suggestions and considered twice the number of the alternatives. The average negotiators set their objectives as single points. "We hope to get two dollars", for example. The good negotiators set their objective in terms of range, which they might formulate as "We hope to get two dollars, but if we get one dollar and fifty, it, will be all right." The average negotiators tried to persuade by giving lots of reasons. They use a lot of different arguments. The good negotiators didn't give many reasons. They just repeated the same ones. They also did more summarizing and reviewing, checking they were understood correctly.

What do good negotiators and average negotiators have in common？

A．Experience in negotiating.

B．A high level of intelligence.

C．The time they spend on preparation.

D．The amount of pay they receive.

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第6题

Negotiators have to prepare for the worst.A．RightB．WrongC．Doesn't say

Negotiators have to prepare for the worst.

A．Right

B．Wrong

C．Doesn't say