阅读理解Whenyou'renegotiating(商谈)withsomeone,listenforthemessagesthatheorshemightbesendingtoyou.Forexample,theword“difficult”doesnotmeanthesameasimpossible.Imagineyou'restayinginahotel

Question

阅读理解

　　When you're negotiating (商谈) with someone, listen for the messages that he or she might be sending to you. For example, the word “difficult” does not mean the same as impossible. Imagine you're staying in a hotel, and you want to change your room. The manager's answer of, “That would be very difficult, sir”, does not mean that he is saying “no”. It just means that he wants to know what you are prepared to offer him in return for the change of room.

　　If you are buying a new car, and want to pay less than the price being asked, then the salesman's remark, “I'm sorry, but we never negotiate on the price” means that they do negotiate on other things, like the delivery time, or the “extras” that might be required as part of the deal. In the same car showroom, if the salesman says, “Sorry, I can't negotiate prices”, then your response should be to ask who can. The message the salesman is sending suggests that his boss is the one you need to be talking to.

　　In all of these situations, 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 examples 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 room for movement and agreement. In a successful negotiation, the two sides move towards each other and reach an agreement on conditions that satisfy both sides.

1．According to the first paragraph, it is still quite possible to change your room if you ________.

[　　]

A．pretend to be very ill

B．negotiate with another manager

C．quarrel with the manager

D．give the manager an extra payment

2．When you hear the salesman say, “We never negotiate on the price”, you should ________.

[　　]

A．talk to the boss on the price

B．find out who can negotiate prices

C．turn to another salesman for further negotiation

D．try to talk about other possibilities

3．The word “room” in the last paragraph means ________.

[　　]

A．chance for free action or thought

B．part of a house or other buildings with walls around

C．freedom for people to do whatever they like

D．empty space in a place for people to move freely

4．The passage is mainly about ________.

[　　]

A．how to be a successful manager

B．how to get as much as possible out of a negotiation

C．how to save money in business

D．how to send messages in a negotiation

5．According to the passage, when you are told “Usually it is impossible”, you should try to ________.

[　　]

A．stop asking any more questions

B．try to see the boss and talk to him immediately

C．find out what exceptions there might be

D．let the speaker know who you are

Answer 1

D;D;A;B;C