評論
打印
Conversation 2
對話二
W: Mr. Green, is it fair to say that negotiation is an art?
W: 格林先生，可以把談判比作藝術(shù)嗎？
M: Well, I think it's both an art and science. You can prepare for a negotiation quite scientifically, but the execution of the negotiation has quite a lot to do with one's artistic quality. The scientific part of a negotiation is in determining your strategy. What do you want out of it? What can you give? Then of course there are tactics. How do you go about it? Do you take an opening position in a negotiation which differs from the eventual goal you are heading for? And then of course there are the behavioral aspects.
M: 我認(rèn)為它既是藝術(shù)又是科學(xué)。你可以從科學(xué)性上做談判的準(zhǔn)備，但是在談判的執(zhí)行上又與一個人的藝術(shù)素養(yǎng)有關(guān)。科學(xué)的談判是決定自己策略的一部分。你從中想得到什么？你能夠給予什么？當(dāng)然之后還要有戰(zhàn)術(shù)。你要怎么做？在一個與你期待的目標(biāo)相背離的談判中，你是采取一個開放的姿態(tài)嗎？當(dāng)然這里還有行為因素。
W: What do you mean by the behavioral aspects?
W: 行為因素指的是什么？
M: Well, that's I think where the art comes in. In your behavior, you can either be an actor. You can pretend that you don't like things which you are actually quite pleased about. Or you can pretend to like things which you are quite happy to do without. Or you can be the honest type negotiator who's known to his partners in negotiation and always plays everything straight. But the artistic part of negotiation I think has to do with responding immediately to cues one gets in the process of negotiation. These can be verbal cues or even body language. This is where the artistic quality comes in.
M: 這就是關(guān)于藝術(shù)的部分。行為上，你可以是演技派。你可以對自己喜歡的事情裝出不感興趣的樣子；或者對自己不感興趣的事裝出喜歡的樣子；或者你可以成為合作伙伴熟悉的、直來直去的談判者。但是我認(rèn)為，在談判中能迅速抓住要點(diǎn)并做出回應(yīng)會使談判更有藝術(shù)性。這些要點(diǎn)可以是口頭暗示或肢體語言。這就是藝術(shù)素養(yǎng)的方面。
W: So really, you see two types of negotiator then, the actor or the honest one.
W: 所以你看到了兩種談判人：演技派和誠實(shí)派。
M: That' right. And both can work. I would say the honest negotiator can be quite effective in some circumstances. In other circumstances you need an actor.
M: 是的。兩者都管用。在一些情況下，誠實(shí)的談判人很起作用，但在其他情況下，你需要演技派談判人。
Question 23 to 25 are based on the conversation you have just heard.
基于你聽到的回答問題23至25。
Question 23. When is a scientific approach best embodied in a negotiation according to the man?
問題23. 科學(xué)性在什么時候能最好的體現(xiàn)在談判中。
Question 24. In what way is a negotiator like an actor according to the man?
問題24. 談判者如何表現(xiàn)得像一個演員？
Question 25. What does the man say about the two types of negotiator?
問題25. 關(guān)于這兩種談判者，男士說了什么？
