Negotiation is a very important daily activity.

The dictionary definition of negotiation is "to discuss with the goal of finding terms of

agreement" . Unfortunately, in our world today, many people will interpret negotiation

41．as being the skill of persuading the other people to accept their point of view.

42．Frequently when a deal is struck to the advantage of one of party and the detriment

43．of the other, seeds of disagreement and retaliation are being sown, which can

44．have unforeseen future results. Negotiation is about both sides contributing

45．to an outcome that they feel they can progress the relationship with.

46．It will almost certainly involve in compromise on both sides. A better way

47．to negotiate with is to find out what the needs of the other person are and

48．try to meet them without losing all sight of your own goals. Do not attribute your

49．motives to other people. Regardless of personal style, where there are some things

50．every negotiator should not do, even before the meeting begins—preparation is

51．the first step. Before starting any negotiation calculating the goals is more essential,

52．including what you are and what you are not prepared to compromise and be flexible on.

(41)

Negotiation

Your company will do business with another foreign company. Since it is the first timeto do business with that company, you have been asked to submit you suggestions on how to negotiate with people from that company. Discuss, and decide together:

&8226;How important is knowing the culture of the people with whom you're negotiating?

&8226;What kinds of things should be paid more attention to in this negotiation?

Advertisement is a writing of ().

A、convey

B、persuasion

C、address

D、negotiation

?Read the article below about successful e-mail negotiation.

?Choose the best sentence from the opposite page to fill each of the gaps.

?For each gap 9-14, mark one letter (A-H) on your Answer Sheet.

?Do not use any letter more than once.

Successful E-mail Negotiation

Given that you are involved in a negotiation that must proceed via information technology, how can you best achieve your goals? The following prescriptions are important. Most people overestimate the ability of other people to make sense out of what they mean. People have a hard enough time deciphering our messages in face-to-face interactions; accuracy decreases dramatically in e-mail exchanges. Many people assume that longer means clearer. It does not. People have a slant attention span and often dislike long e-mail messages, or perhaps even stop reading them if they began to fall off of the screen. Must people are capable of only retaining seven, plus-or-minus two, ideas in their head at any one 6rae. As a general rule of thumb, most e- mail messages should fit on a single screen. Screen loading, or the tendency to write very long message can lead to annoyance on the part of the recipient, especially if be or she is busy. Negotiations are more productive when the parties exchange a greater number of shorter e-mails, rather than fewer, but longer e-malls. (9) This also builds reciprocity in exchange.

The asynchronous nature of e-mail provides people with the dubious luxury of not having to immediately receive of respond to e-mail messages. However, the sender of e-mail messages often expects a timely response. Not responding to e-mail may be perceived as rejection and disinterest. Further, newer forms of software allow senders to ascertain whether the recipient has read their e-mail. Failure to provide a timely response to e-mall is akin to giving the "silent treatment" to someone. (10) .

Meta-communication is communication about communication. This boils down to people talking about how they should communicate. (11) In any electronic communication, it is important to let team members know how often you check your e-mail, whether you or someone else reads and responds to your e-mail, and whether you forward your e-mail to others.

Flaming refers to the insults, criticisms, and character assassinations that people hurl over e-mail. Flaming remarks make fun of grammar, include labeling and accusations, character attack, backhanded compliments, and blunt statements. (12) . In contrast, face-to-face groups have mechanisms and norms, such as conformity pressure, that largely prevent flaming. People react to each other with less politeness, empathy or inhibition if they cannot sense the other's social presence. (13) .

There is more uncertainty, doubt, and ambiguity in electronic mail exchanges. (14) .As a consequence, people become frustrated and seek to control the exchange by issuing threats, e.g. "I am not going to read my e-mail again". Along lines, do nut chastise or deliver negative feedback via e-mail; face-to-face or telephone communication is more appropriate.

A Such and other negative interpersonal behaviors often stem from feelings of isolation.

B This stems from the asynchronous nature of communication.

C Increasing the rate of e-mail exchange prevents misunderstanding because misperceptions can be quickly rectified.

D This will result in the failure of communication.

E Suspicion and hostility increase as the communication between parties diminishes.

F Negotiators are much more likely to issue threats when communicating via information technology.

G Most people overestimate the ability of other people to make sense out of what they mean.

H This

The first beneficiary may request that payment or negotiation be effected to the second beThe first beneficiary may request that payment or negotiation be effected to the second beneficiaries at the place to which the credit has been transferred up to and including the expiry date of the credit，unless the original credit expressly states that it may not be made available for payment or negotiation at a place other than that stipulated in the credit．This is without prejudice to the first beneficiary’s fight to substitute subsequently this own invoices and drafts for those of the second beneficiaries and to claim any difference due to him．

The first beneficiary may request that payment or negotiation be effected to the second beneficiaries at the place to which the credit has been transferred up to and including the expiry date of the credit，unless the original credit expressly states that it may not be made available for payment or negotiation at a place other than that stipulated in the credit．This is without prejudice to the first beneficiary’s fight to substitute subsequently this own invoices and drafts for those of the second beneficiaries and to claim any difference due to him．

What is the news item mainly talking about?

A．Negotiations between developing and industrialized countries.

B．A struggle to reach a new global agreement on climate change.

C．The deadlock of United Nations climate talks.

D．A list of demands by developing nations.

There are two basic categories of negotiation styles: positional and ______.

此题为判断题(对，错)。

A.debate

B.dispute

C.argument

D.quarrel