2021年12月英语四级(第1套)听力真题-长对话(2)-3.docx

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2021年12月英语四级(第1套)听力真题长对话(2)

W:Mr.Green,Whatdoyouthinkmakesasuccessfulnegotiator?女：格林先生，你认为怎样才能成为一个成功的谈判者？M:Well,itdoeshardtodefine,butIthinksuccessfulnegotiatorshaveseveralthingsincommon.Theyarealwayspoliteandrationalpeople.Theyarefirm,butflexible.Theycanrecognizepowerandknowhowtouseit.Theyaresensitivetothedynamicsofthenegotiation,thewayitraisesandfalls,andhowitmaychangedirection.Theyprojecttheimageofconfidence,andperhapsmostimportantly,theyknowwhentostop.男：这很难讲，但我认为成功的谈判者有几个共同点。他们通常都是谦恭有礼，理性，坚持己见却又灵活变通。他们认可权力并知道如何使用它。他们对谈判中的瞬息万变十分敏感。谈判桌上的起落浮沉，万千变化尽收眼底。他们自信笃定，最重要的是，他们知进退，张弛有度。W:Andwhataboutanunsuccessfulnegotiator?女：那么一个不成功的谈判者是怎样的呢？M:Well,thisprobablyallofuswhenwestartout.Weareprobablyimmatureandover-trusting,tooemotionaloraggressive.Weareunsureofourselvesandwanttobelikedbyeveryone.Goodnegotiatorslearnfast.Poornegotiatorsremainlikethatandgoonlosingnegotiations.男：这可能是所有谈判者刚开始的样子。我们可能不成熟、过于信任别人并且过于情绪化或咄咄逼人。我们不自信，急于被他人认可。优秀的谈判者学习得很快，拙劣的谈判者保持现状并且谈判继续失利。W:Inyouropinion,cantheskillsofnegotiationbetaught?女：在你看来，谈判技能可以通过传授习得吗？M:Well,youcanteachsomeonehowtopreparefornegotiation.Thereperhapssixstagesineverynegotiation,gettoknowtheotherside,stateyourgoals,starttheprocess,clarifyareasofdisagreementorconflict,reassessyourposition,makingacceptablecompromise,andfinallyreachsomeagreementsinprinciple.Thesestagescanbestudied,andstrategiestobeusedineachcanbeplannedbeforehand.ButIthinkthereallysuccessfulnegotiatorisprobablybornwiththesixthsenseaboutrespondingappropriatelytothesituationathand.男：其实，你可以教授别人如何准备谈判。每个谈判大概有六个阶段：了解对方、陈述自己的目标、开始谈判、阐明争论或分歧、重新评估自己的立场、做出可接受的妥协，最终达成一致协议。可以研究下这些阶段，也可以提前设计每个阶段所用的策略。但我认为，真正成功的谈判者可能天生具有第六感，他会对当前的情况做出适当的反应。W:Theartisticsenseyou'vejustdescribed?女：你刚刚说的是一种艺术感吗？M:Yes,that'sright.男：是的。Questions12to15arebasedontheconversationyouhavejustheard.请根据你刚刚听到的对话回答问题12至问题15。Question12.What'sthemansayaboutgoodnegotiators?问题12：该男士是如何评价优秀的谈判者的？Question13.Whatdoesthemansaymaybethemostimportantthingtoasuccessfulnegot