首页
登录
职称英语
Read the following extract from an article about the advantages of making the fi
Read the following extract from an article about the advantages of making the fi
游客
2025-05-28
17
管理
问题
Read the following extract from an article about the advantages of making the first offer/demand in negotiation.
For each question 15—20, mark one letter(A, B, C, or D)on your Answer Sheet for the answer you choose.
Making the first offer/demand can give a psychological advantage. During a negotiation, issues, positions, and even interests shift and realign in accordance with a managed disclosure of information. Understanding the power of perception is paramount. If one person acquires the power to manipulate the perception of others, that person enjoys a subtle but powerful advantage. Making the first significant move can be a powerful statement and can affect others’ perceptions of the one making the offer and of the situation in general. In military terms, the opening gambit is "taking the initiative". Once one party takes the initiative, the other side frequently finds it difficult to regain its own momentum.
Making a competent first offer/demand can take control of the entire negotiation. A competent opening gambit goes hand in hand with the idea of creating a psychological advantage. The concept is analogous to the theory of "primacy" in a courtroom trial. That is, once a participant gets the initiative and competently runs with it, the other side usually remains in a reactive mode. There are techniques that good strategists can sometimes use to regain the initiative, but such procedures tend to be "dicey". Unless recovery strategies are executed deftly by an experienced negotiator, the party trying to regain the initiative runs the risk of turning a negotiation into a confrontational/adversarial event. Such an outcome gives rise to a host of difficulties.
Making a well-thought-out first offer/demand shows confidence in your position. It has been said that the law is what is forcefully stated and plausibly maintained. Likewise, in negotiation, if one party makes a strong plausible opening, that opening can often convince the other party that this offer merits careful consideration — that it is credible. If presented in the right way, a well-thought-out first offer can send a message that the party making the offer is strong and confident. Such an offer can cause the other party to rethink his or her position.
It is important to note, however, that this confidence factor edge is limited to a good faith offer made with the intent of actually making a deal. If the offer or demand is merely a fishing expedition, that is tantamount to positioning by making a very low or very high opening. Then the tone and words used to couch the offer should be chosen so that they effectively transmit the intent behind the offer. Giving unsupportable figures wrapped in a mantle of credibility is very confusing and could sabotage the whole negotiation process.
Making an effective first offer/demand shows preparation. A well prepared, strong, confident opening offer/demand sends a message that "This person did his/her homework". Unfortunately, too many times the parties do not adequately prepare for a negotiation. When one party prepares well and the other does not, the result can be intimidating to the less prepared person. Without even intending to, the better prepared party takes the initiative and does not lose it. The prepared negotiator is usually the one who claims the larger surplus in a given negotiation.
However, in some circumstances a better prepared person might choose to wait and let the other party make the first offer. Such a strategy still can be consistent with the overall theme presented here, namely, that the first move—the opening gambit—should be a thoughtful, considered move. It should not be a default. [br] What might be the first significant move in negotiating process?
选项
A、Creating a psychological advantage.
B、A powerful statement that manipulates the perception of others.
C、Taking the initiative.
D、Gaining the momentum.
答案
B
解析
转载请注明原文地址:https://www.tihaiku.com/zcyy/4093538.html
相关试题推荐
[originaltext]Wouldyoumindmakingsomecopiesforthemeeting?(A)Aboutada
Makingcomparisons进行比较Theirproductshavealargermarketshare.Theyhavea
Makingpoliterequests客气要求Couldyoujustcompletethisform,please?Justpu
Evaluatingadvantagesanddisadvantages权衡利弊It’saterrificidea,buthowmuchw
MakingashortspeechWelcometooursemiannualsalesmeeting,everyone.Afte
Makingyourpoint发表自己的观点Iwouldliketopointoutthat...Inmyopinion…
TaskOne-Job•Forquestions13-17,matchtheextractswiththepeople,listed
TaskOne-Job•Forquestions13-17,matchtheextractswiththepeople,listed
TaskOne-Job•Forquestions13-17,matchtheextractswiththepeople,listed
TaskOne-Job•Forquestions13-17,matchtheextractswiththepeople,listed
随机试题
(1)Foranysurfer,nothingbeatstheideaofjusthangingoutinabeachrid
【教学过程】 (一)新课导入 采用创设情境导入,让学生欣赏歌曲《飞来的花瓣》,并介绍歌曲所表达的情感,顺势导入新课《献给老师的歌》。 (二)初步感知 1
开发商拿地后,分期缴纳全部土地出让价款的期限,原则上不得超过一年,特殊项目可以约
导游人员在旅游的()阶段工作最为艰巨,也是最容易出差错的A:初期 B:中期
患者,女性,70岁,左股外侧疖肿2d,医嘱为:局部热敷。使用该温度的原因是 A
属于配伍禁忌的配伍关系是( )。A.相反、相须 B.相畏、相杀 C.相恶、
英法苏三国谈判失败的原因。
在FIDIC施工合同条件中,关于质量管理的表述,正确的为()。A.承包商应
现浇混凝土盖梁前,搭设施工脚手架时不能实施的选项有()。A.通道必须设置临
【背景资料】某新建办公楼工程,总建筑面积68000m2,地下2层,地上30层,人
最新回复
(
0
)