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.

　　Questions 12 to 15 are based on the conversation you have just heard.

　　Q12: What does the man say about good negotiators?

　　A) They are sensitive to the dynamics of a negotiation.

　　B) They see the importance of making compromises.

　　C) They know when to adopt a tough attitude.

　　D) They take the rival’s attitude into account.

　　答案：A) They are sensitive to the dynamics of a negotiation.

　　Q13: What does the man say may be the most important thing to a successful negotiator?

　　A) They know how to adapt. C) They know when to make compromises.

　　B) They know when to stop. D) They know how to control their emotion.

　　答案：B) They know when to stop.

　　Q14: How is a good negotiator different from a poor one?

　　A) They are patient. C) They learn quickly.

　　B) They are good at expression. D) They uphold their principles.

　　答案： C) They learn quickly.

　　Q15: What is the first stage of negotiation according to the man?

　　A) Make clear one’s intentions. C) Formulate one’s strategy.

　　B) Clarify items of negotiation. D) Get to know the other side.

　　答案：D) Get to know the other side.