2017年12月英语四级真题听力原文：卷一长对话2（网友版）
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Section B
Passage 2
W: Mr. Green, what do you think makes a successful negotiator?
M: Well, that’s hard to define. But I think successful negotiators have
several things in common. They are always polite and rational people. They are
firm but flexible. They can recognize power and know how to use it. They are
sensitive to the dynamics of the negotiation. The way of rises and falls and how
it may change direction. They project the image of confidence, and perhaps most
importantly, they know when to stop.
W: And, what about an unsuccessful negotiator?
M: Well, this is probably all of us when we start out. We are probably
immature and over-trusting. Too emotional or aggressive. We are unsure of
ourselves and we want to be liked by everyone. Good negotiators learn fast. Poor
negotiators remain like that and go on losing negotiations.
W: In your opinion, can the skills of negotiation be taught?
M: Well, you can teach someone how to prepare for a negotiation. There are
perhaps six stages in every negotiation. Get to know the other side. State your
goals. Start the process. Clarify areas of disagreement or conflict. Reassess
your position. Making acceptable compromises. And finally, reach some agreement
in principle. These stages can be studied. And strategies to be used in each can
be planned beforehand. But I think, the really successful negotiator is probably
born with six sense about responding appropriately to the situation at hand.
W: The artistic sense you’ve just described?
M: Yes. That’s right.
Q12: What does the man say about good negotiators?
Q13: What does the man say may be the most important thing to a successful
negotiator?
Q14: How is a good negotiator different from a poor one?
Q15: What is the first stage of negotiation according to the man?
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