单项选择
单项选择
You are ready to enter a negotiating session with a group that is native to a tiny northern island．Through the centuries，islanders have been known as aggressive and assertive people who like to talk much more than they like to listen．And the windswept plain of this island，where only the strong survive，has made these people tough negotiators．To earn your yearly bonus，you must not be at a disadvantage in your negotiations with them．Therefore，you must concentrate on______．
A:seating arrangements in the negotiating room B:ingratiating yourself to the most powerful negotiator on the other side of the negotiating table to earn his or her trust C:active listening D:setting and following strict time limits at each step of the negotiating
For Tony Blair, home is a messy sort of place, where the prime minister’s job is not to uphold eternal values but to force through some unpopular changes that may make the country work a bit better. The area where this is most obvious, and where it matters most, is the public services. Mr Blair faces a difficulty here which is partly of his own making. By focusing his last election campaign on the need to improve hospitals, schools, transport and policing, he built up expectations. Mr Blair has said many times that reforms in the way the public services work need to go alongside increases in cash.
Mr Blair has made his task harder by committing a classic negotiating error. Instead of extracting concessions from the other side before promising his own, he has pledged himself to higher spending on public services without getting a commitment to change from the unions. Why, given that this pledge has been made, should the health unions give ground in return In a speech on March 20th, Gordon Brown, the chancellor of the exchequer, said that "the something-for-nothing days are over in our public services and there can be no blank cheques." But the government already seems to have given health workers a blank cheque.
Nor are other ministries conveying quite the same message as the treasury. On March 19th, John Hutton, a health minister, announced that cleaners and catering staff in new privately-funded hospitals working for the National Health service will still be government employees, entitled to the same pay and conditions as other health-service workers. Since one of the main ways in which the government hopes to reform the public sector is by using private providers, and since one of the main ways in which private providers are likely to be able to save money is by cutting labor costs, this move seems to undermine the government’s strategy.
Now the government faces its hardest fight. The police need reforming more than any other public service. Half of them, for instance, retire early, at a cost of ￡1 billion ($ 1.4% billion) a year to the taxpayer. The police have voted 10-1 against proposals from the home secretary, David Blunkett, to reform their working practices.
This is a fight the government has to win. If the police get away with it, other public service workers will reckon they can too. And, if they all get away it, Mr Blair’s domestic policy--which is what voters are most likely to judge him on a the next election--will be a failure.
It can be inferred from that text that Tony Blair
A:might have been caught in his own trap. B:is more likely to win the next election. C:gets away with his negotiating strategies. D:is bound to encounter financial troubles.
Prince Klemens Von Metternich, foreign minister of the Austrian Empire during the Napoleonic era and its aftermath, would have no trouble recognizing Google. To him, the world’s most popular web-search engine would closely resemble the Napoleonic France that in his youth humiliated Austria and Europe’s other powers. Its rivals--Yahoo !, the largest of the traditional web gateways, eBay, the biggest online auction and trading site, and Microsoft, a software empire that owns MSN, a struggling web portal--would look a lot like Russia, Prussia, and Austria. Metternich responded by forging an alliance among those three monarchies to create a "balance of power" against France. Google’s enemies, he might say, ought now to do the same thing.
Google announced two new conquests on August 7th. It struck a deal with Viacom, an "old" media firm, under which it will syndicate video clips from Viacom brands such as MTV and Nickelodeon to other websites, and integrate advertisements into them. This makes Google the clear leader in the fledgling but promising market for web-video advertising. It also announced a deal with News Corporation, another media giant, under which it will provide all the search and text-advertising technology on News Corporation’s websites, including MySpace, an enormously popular social-networking site.
These are hard blows for Yahoo! and MSN, which had also been negotiating with News Corporation. Both firms have been losing market share in web search to Google over the past year--Google now has half the market. They have also fallen further behind in their advertising technologies and networks, so that both make less money than Google does from the same number of searches. Sara Rashtchy, an analyst at Piper Jaffray, a securities firm, estimates that for every advertising dollar that Google makes on a search query, Yahoo! makes only 60-70 cents. Last month Yahoo! said that a new advertising algorithm that it had designed to close the gap in profitability will be delayed, and its share price fell by 22% , its biggest-ever one-day drop.
MSN is further behind Google than Yahoo! in search, and its parent, Microsoft, faces an even more fundamental threat from the expansionist new power. Many of Google’s new ventures beyond web search enable users to do things free of charge through their web browsers that they now do using Microsoft software on their personal computers. Google offers a rudimentary but free online word processor and spreadsheet, for instance.
The smaller eBay, on the other hand, might in one sense claim Google as an ally. Google’s search results send a lot of traffic to eBay’s auction site, and eBay is one of the biggest advertisers on Google’s network. But the relationship is imbalanced. An influential recent study from Berkeley’s Haas School of Business estimated that about 12% of eBay’s revenues come indirectly from Google, whereas Google gets only 3% of its revenues from eBay. Worst of all for eBay, Google is starting to undercut its core business. Sellers are setting up their own websites and buying text advertisements from Google, and buyers are using its search rather than eBay to connect with sellers directly. As a result, "eBay would be wise to strike a deep partnership with Yahoo ! or Microsoft in order to regain a balance of power in the industry," said the study’s authors, Julien Decor and Steve Lee, sounding like diplomats at the Congress of Vienna in 1814.
A:they are not good at negotiating with News Corporation B:they are losing market share very quickly C:they lack advanced advertising technology and networks D:they have failed in designing their new advertising algorithm
Prince Klemens Von Metternich, foreign minister of the Austrian Empire during the Napoleonic era and its aftermath, would have no trouble recognizing Google. To him, the world’s most popular web-search engine would closely resemble the Napoleonic France that in his youth humiliated Austria and Europe’s other powers. Its rivals—Yahoo!, the largest of the traditional web gateways, eBay, the biggest online auction and trading site, and Microsoft, a software empire that owns MSN, a struggling web portal—would look a lot like Russia, Prussia, and Austria. Metternich responded by forging an alliance among those three monarchies to create a "balance of power" against France. Google’s enemies, he might say, ought now to do the same thing.
Google announced two new conquests on August 7th. It struck a deal with Viacom, an "old" media firm, under which it will syndicate video clips from Viacom brands such as MTV and Nickelodeon to other websites, and integrate advertisements into them. This makes Google the clear leader in the fledgling but promising market for web-video advertising. It also announced a deal with News Corporation, another media giant, under which it will pro-vide all the search and text-advertising technology on News Corporation’s websites, including My Space, an enormously popular social-networking site.
These are hard blows for Yahoo! and MSN, which had also been negotiating with News Corporation. Both firms have been losing market share in web search to Google over the past year—Google now has half the market. They have also fallen further behind in their advertising technologies and networks, so that both make less money than Google does from the same number of searches. Safa Rashtchy, an analyst at Piper Jaffray, a securities firm, estimates that for every advertising dollar that Google makes on a search query, Yahoo! makes only 60-70cents. Last month Yahoo! said that a new advertising algorithm that it had designed to close the gap in profitability will be delayed, and its share price fell by 22% , its biggest-ever one-day drop.
MSN is further behind Google than Yahoo! in search, and its parent, Microsoft, faces an even more fundamental threat from the expansionist new power. Many of Google’s new ventures beyond web search enable users to do things free of charge through their web browsers that they now do using Microsoft software on their personal computers. Google offers a rudimentary but free online word processor and spreadsheet, for instance.
The smaller eBay, on the other hand, might in one sense claim Google as an ally. Google’s search results send a lot of traffic to eBay’s auction site, and eBay is one of the biggest advertisers on Google’s network. But the relationship is imbalanced. An influential re-cent study from Berkeley’s Haas School of Business estimated that about 12% of eBay’s revenues come indirectly from Google, whereas Google gets only 3% of its revenues from eBay. Worst of all for eBay, Google is starting to undercut its core business. Sellers are setting up their own websites and buying text advertisements from Google, and buyers are using its search rather than eBay to connect with sellers directly. As a result, "eBay would be wise to strike a deep partnership with Yahoo! or Microsoft in order to regain a balance of power in the industry," said the study’s authors, Julien Decot and Steve Lee, sounding like diplomats at the Congress of Vienna in 1814.
A:they are not good at negotiating with News Corporation B:they are losing market share very quickly C:they lack advanced advertising technology and networks D:they have failed in designing their new advertising algorithm
negotiating bank
The negotiating bank has had some problem ( ) whether to pay or not.
A:in deciding B:to decide C:at deciding D:as decided
Questions from 31 to 35 are based on the following passage： Negotiations work wonders ． This is particularly so in international business since it is mostly through negotiations that exporters and importers bridge their differences and reach a fair and mutually satisfactory deal． By presenting a more comprehensive negotiating package in a well planned and organized manner， exporters should be able to improve the effectiveness of their business discussions and in the long term the profitability of their export operations． To avoid being confronted by costly demands ， an exporter should try to determine the buyer’s real interest in the products from the outset． This can be ascertained through appropriate questions but must also be based on research and other preparations before the negotiations．Only then can a suitable counter－proposal be presented． To achieve a favorable outcome from the negotiations， an exporter should draw up a plan of action beforehand， which addresses a few key issues． Experienced negotiators consider that as much as 80% of their overall time devoted to negotiations should go to such preparations． The preliminary work should be aimed at obtaining relevant information on the target market and the buyers of the products． It should also include developing counter－proposals if objections are raised on any of the exporter’s opening negotiating points． The preparations should thus involve formulating the negotiating strategy and tactics． In international marketing negotiations ， it is advisable for small and medium － sized exporters not just to limit their discussions to pricing issues， although pricing is a key factor in any business transaction， exporters should give more attention to the full range of marketing factors． They should stress the strengths of their firms and products and match them with the perceived needs of the buyers． Once these issues have been covered， they can consider the question of price and are able to develop a profitable business．
80% of the overall time should go to preparations which involve（）.A:obtaining relevant information B:developing counter-proposals C:formulating the negotiating strategy and tactics D:all of the above
Questions from 36 to 40 are based on the following passage: Negotiations work wonders. This is particularly so in international business since it is mostly through negotiations that exporters and importers bridge their differences and reach a fair and mutually satisfactory deal. By presenting a more comprehensive negotiating package in a well planned and organized manner, exporters should be able to improve the effectiveness of their business discussions and in the long term the profitability of their export operations. To avoid being confronted by costly demands, an exporter should try to determine the buyer’s real interest in the products from the outset. This can be ascertained through appropriate questions but must also be based on research and other preparations before the negotiations. Only then can a suitable counter-proposal be presented. To achieve a favorable outcome from the negotiations, an exporter should draw up a plan of action beforehand, which addresses a few key issues. Experienced negotiators consider that as much as 80% of their overall time devoted to negotiations should go to such preparations. The preliminary work should be aimed at obtaining relevant information on the target market and the buyers of the products. It should also include developing counter-proposals if objections are raised on any of the exporter’s opening negotiating points. The preparations should thus involve formulating the negotiating strategy and tactics. In international marketing negotiations, it is advisable for small and medium-sized exporters not just to limit their discussions to pricing issues, although pricing is a key factor in any business transaction, exporters should give more attention to the full range of marketing factors. They should stress the strengths of their firms and products and match them with the perceived needs of the buyers. Once these issues have been covered, they can consider the question of price and are able to develop a profitable business.
80% of the overall time should go to preparations which involve（）.A:obtaining relevant information B:developing counter-proposals C:formulating the negotiating strategy and tactics D:all of the above
Questions from 31 to 35 are based on the following passage: Negotiations work wonders. This is particularly so in international business since it is mostly through negotiations that exporters and importers bridge their differences and reach a fair and mutually satisfactory deal. By presenting a more comprehensive negotiating package in a well planned and organized manner, exporters should be able to improve the effectiveness of their business discussions and in the long term the profitability of their export operations. To avoid being confronted by costly demands, an exporter should try to determine the buyer’s real interest in the products from the outset. This can be ascertained through appropriate questions but must also be based on research and other preparations before the negotiations. Only then can a suitable counter-proposal be presented. To achieve a favorable outcome from the negotiations, an exporter should draw up a plan of action beforehand, which addresses a few key issues. Experienced negotiators consider that as much as 80% of their overall time devoted to negotiations should go to such preparations. The preliminary work should be aimed at obtaining relevant information on the target market and the buyers of the products. It should also include developing counter-proposals if objections are raised on any of the exporter’s opening negotiating points. The preparations should thus involve formulating the negotiating strategy and tactics. In international marketing negotiations, it is advisable for small and medium-sized exporters not just to limit their discussions to pricing issues, although pricing is a key factor in any business transaction, exporters should give more attention to the full range of marketing factors. They should stress the strengths of their firms and products and match them with the perceived needs of the buyers. Once these issues have been covered, they can consider the question of price and are able to develop a profitable business. 80% of the overall time should go to preparations which involve（ ）.
A:obtaining relevant information B:developing counter-proposals C:formulating the negotiating strategy and tactics D:all of the above
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