【六級真題】2012年12月英語六級聽力真題-長對話(2/2)
來源:滬江聽寫酷
2012-12-22 17:55
HINTS
Mr. Green
Mr. Green, is it fair to say that negotiation is an art?
Well, I think it's both an art and science. You can prepare for a negotiation quite scientifically, but the execution of the negotiation has quite a lot to do with one's artistic quality. The scientific part of a negotiation is in determining your strategy. What do you want out of it? What can you give? Then of course there are tactics. How do you go about it? Do you take an opening position in a negotiation which differs from the eventual goal you are heading for? And then of course there are the behavioral aspects.
What do you mean by the behavioral aspects?
Well, that's I think where the art comes in. In your behavior, you can either be an actor. You can pretend that you don't like things which you are actually quite pleased about. Or you can pretend to like things which you are quite happy to do without. Or you can be the honest type negotiator who's known to his partners in negotiation and always plays everything straight. But the artistic part of negotiation I think has to do with responding immediately to cues one gets in the process of negotiation. These can be verbal cues or even body language. This is where the artistic quality comes in.
So really, you see two types of negotiator then, the actor or the honest one.
That's right. And both can work. I would say the honest negotiator can be quite effective in some circumstances. In other circumstances you need an actor.
格林先生,公平地說,談判是一門藝術(shù)嗎?
嗯,我想,這既是一門藝術(shù)也是科學(xué)。你可以準(zhǔn)備比較科學(xué)的談判,但談判的執(zhí)行有相當(dāng)多的藝術(shù)??茖W(xué)部分的談判是在確定你的戰(zhàn)略。如何開始談判?你能不能給什么?當(dāng)然也有戰(zhàn)術(shù)。你怎么做呢?你需要應(yīng)對不同的談判,你的最終目標(biāo)是什么?當(dāng)然也有行為方面。
行為方面,是什么意思?
嗯,這是我認為藝術(shù)的用武之地。通過控制你的行為,你可以成為一名演員。你可以假裝不喜歡,實際上卻相當(dāng)高興?;蛘吣憧梢约傺b喜歡,但你其實不是很高興?;蛘吣憧梢哉\實型談判,讓你的合作伙伴知道你在談判中始終直爽。但是,我認為談判的藝術(shù)還有談判過程中獲得的線索,對其敏感并作出反應(yīng)。這些可以是口頭的暗示,甚至身體語言。這就是藝術(shù)。
所以,你看到了兩種類型的談判,演員或誠實的?
是的。這兩種都有效果。誠實的談判在某些情況下,可以相當(dāng)有效。在另外的一些情況下,你需要用演員型。
——譯文來自: sirius0926