Mastering negotiation skills cannot change negotiation results

?Read the article below about negotiations.

?Choose the correct word or phrase to fill each gap from A, B, C, or D.

?For each question 21—30, mark one letter (A, B, C, or D) on your Answer Sheet.

When you are negotiating with someone, listen for the message that he or she might be sending to you. For example, the word "difficult" does not (21) the same as impossible. Imagine you are staying in a hotel, and you want to change your room. The manager's answer, "That would be difficult, Sir", does not mean that he is saying "no". It just means that he wants to know (22) you are prepared to offer him in return for the change of room. If you (23) you will cause him a lot of trouble if he does not change your room, he might (24) it would be better for him to do as you ask.

If you are buying a new car, and want to pay less than the price being asked, then the salesman's (25) , "I' m sorry, but we never negotiate on the price" means that they do negotiate on other things, like the (26) time or the "extras" that might be available as part of the purchase.

In all of these (27) the message is never communicated in clear terms. In any negotiation, the two "players" wish to get. as much out of it as they can, of course. In the three (28) above the salesmen and the hotel manager are hoping that you will accept their price or conditions but their "messages" make it clear that there may be (29) for movement and compromise. In a successful negotiation, the two sides move towards each other and reach agreement on conditions that (30) both sides.

(21)

A．produce

B．mean

C．equal

D．give

When you are negotiating with someone, listen for the messages that he or she might be sending to you. For example, the word "difficult" does not【C1】______ the same as impossible. Imagine you are staying in a hotel, and your want to change your room. The managers answer of "That would be difficult, sir", does not mean that he is saying "no". It just means that he wants to know【C2】______ you are prepared to offer him in return for the change of room. If you【C3】______ you will cause him a lot of trouble if he does not change your room, he might【C4】______ it would be better for him to do as you ask. If you are buying a new car, and want to pay less than the price being asked, then the salesmans【C5】______ , "Im sorry, but we never negotiate on the price", means that they do negotiate on other things, like the【C6】______ time, or the "extras" that might be available as part of the purchase. In all these【C7】______ the message is never communicated in clear terms. In any negotiation, the two "players" wish to get as much out of it as they can, of course. In the three【C8】______ above, the salesmen and the hold manager are hoping that you will accept their price or conditions, but their messages make it clear that there may be【C9】______ for movement and compromise. In a successful negotiation, the two sides move towards each other and reach agreement on conditions that【C10】______ both sides.

【C1】

A．produce

B．mean

C．equal

D．give

Which of the following statements is NOT true?

A．The results of economic decisions can not always be predicted.

B．Minimum wage can not always protect employees.

C．Economic theory can predict the results of economic decisions if other factors are not changing.

D．Economic decisions should not be based on economic theory.

Which of the following statements is NOT true?

A．The results of economic decisions cannot always be predicted.

B．Minimum wage can not always protect employees.

C．Economic theory can predict the results of economic decisions if other factors are not changing.

D．Economic decisions should not be based on economic theory.

Which of the following features cannot characterize poems by Walt Whitman?

A．Lyrical and well-structured.

B．Free-flowing.

C．Simple and rather crude.

D．Conversational and casual.

Every street had a story, every building a memory. Those blessed with wonderful childhoods can drive the streets of their hometowns and happily roll back the years. The rest are pulled home by duty and leave as soon as possible. After Ray Atlee had been in Clanton (his hometown) for fifteen minutes he was anxious to get out.

The town had changed, but then it hadn't. On the highways leading in, the cheap metal buildings and mobile homes were gathering as tightly as possible next to the roads for maximum visibility. This town had no zoning whatsoever. A landowner could build anything with no permit, no inspection, no notice to adjoining landowners, nothing. Only hog farms and nuclear reactors required approvals and paperwork. The result was a slash-and-build clutter that got uglier by the year.

But in the older sections, nearer the square, the town had not changed at all. The long shaded streets were as clean and neat as when Ray roamed them on his bike. Most of the houses were still owned by people he knew, or if those folks had passed on the new owners kept the lawns clipped and the shutters painted. Only a few were being neglected. A handful had been abandoned.

This deep in Bible country, it was still an unwritten rule in the town that little was done on Sundays except go to church, sit on porches, visit neighbors, rest and relax the way God intended.

It was cloudy, quite cool for May, and as he toured his old turf, killing time until the appointed hour for the family meeting, he tried to dwell on the good memories from Clanton. There was Dizzy Dean Park where he had played little League for the Pirates, and there was the public pool he'd swum in every summer except 1969 when the city closed it rather than admit black children. There were the churches—Baptist, Methodist, and Presbyterian—facing each other at the intersection of Second and Elm like wary sentries, their steeples competing for height. They were empty now, but in an hour or so the more faithful would gather for evening services.

The square was as lifeless as the streets leading to it. With eight thousand people, Clanton was just large enough to have attracted the discount stores that had wiped out so many small towns. But here the people had been faithful to their downtown merchants, and there wasn't a single empty or boarded-up building around the square—no small miracle. The retail shops were mixed in with the banks and law offices and cafes, all closed for the Sabbath.

He inched through the cemetery and surveyed the Atlee section in the old part, where the tombstones were grander. Some of his ancestors had built monuments for their dead. Ray had always assumed that the family money he'd never seen must have been buried in those graves. He parked and walked to his mother's grave, something he hadn't done in years. She was buried among the Atlees, at the far edge of the family plot because she had barely belonged.

Soon, in less than an hour, he would be sitting in his father's study, sipping bad instant tea and receiving instructions on exactly how his father would be laid to rest. Many orders were about to be given, many decrees and directions, because his father (who used to be a judge) was a great man and cared deeply about how he was to be remembered.

Moving again, Ray passed the water tower he'd climbed twice, the second time with the police waiting below. He grimaced at his old high school, a place he'd never visited since he'd left it. Behind it was the football field where his brother Forrest had romped over opponents and almost became famous before getting bounced off the team.

It was twenty minutes before five, Sunday, May 7.Time for the family meeting.

From the first paragraph, we get the impression that ______.

A．Ray cherished his childhood memories.

B．Ray had something urgent to take care of.

C．Ray may not have a happy childhood.

D．Ray cannot remember his childhood days.

Which of the following statements is NOT true?

A．The results of economic decisions can not always be predicted.

B．Minimum wage can not always protect employees.

C．Economic theory can predict the results of economic decisions if other factors are not changing.

D．Economic decisions should not be based on economic theory.

Among the following cities, the wind direction will not change in ______.

A．Tianjin

B．Havana

C．Beijing

D．New York

听力原文：W: It has been two weeks, but I still have not received the dress I bought online.

M: Oh, that's terrible! If the seller is not cheating, it must be the transportation system to blame.

Q: What can we infer from the man?

(14)

A．The seller on line is cheating the women.

B．Maybe there's something wrong with the transportation.

C．The dress is on transportation right now.

D．The transportation system will blame the seller for the mistake.