人郵第二輯真題TEST 3 READING PART 1
　　1 Trying to negotiate is only worthwhile if there is the prospect of success.
　　2 The best result of negotiation is when both parties have a sense of satisfaction.
　　3 Accepting a lower fee might have benefits in the future.
　　4 It is important to know how much other people are charging for similar work.
　　5 You should ask for a fee in excess of what you expect to get.
　　6 Offer the other party incentives to agree to your fee.
　　7 Other people’s reactions to you are influenced by your body language.
　　8 It may become obvious that you have come to regret a deal you have made.
　　A
　　You’re in danger of selling yourself short if you don’t know where the goalposts are, especially when you’re negotiating with a new client. Research the market and find out the going rate. You can do this by networking contacts or talking to small business advisers. Alternatively, ask the competition. Of course your rivals may not tell you, but there’s no harm in asking. Another prerequisite is learning to recognize when there’s scope for negotiation, because without it, you can waste a great deal of time and energy.
　　B
　　Know the amount you would really like, slightly above what you think they will offer and above what you’d be happy to settle for. Also, know your trade-offs. Create a wish list of all the things you’d like to receive if you lived in a perfect world. That way, if the other side want you to move from your preferred or opening position on an issue to a position nearer the bottom line, you can move in exchange for something from your wish list.
　　C
　　People who are nervous about negotiating over money often let fear tell them they’re no good at these discussions and not worth the fee. You literally can’t afford the luxury of a single negotiating thought. Stand up when making negotiating phone calls: it will make you fell more powerful. If you’re face to face, make steady eye contact, keep your head up and your hands still – these all suggest assertiveness, rather than aggressiveness or passivity, and you’ll be surprised at how much this affects the way that you come across in the negotiation.
　　D
　　You have to know the price below which it would be uneconomical for you to do a job. This could vary from job to job - you may be prepared to do some cheaper in the hope that they’ll lead to better things. But don’t be talked below your bottom line and end up working for nothing. After all, in the long term, there’s little point in agreeing to something that you’re not happy with: you’re likely to feel resentful, and this might even come across in your behaviour.
　　E
　　When negotiating money, there may be non-financial factors you can throw into the mix. For example, why not say, ‘If you pay me such and such, I’ll include a report on the company for you’. Plan these extras beforehand. Make sure that they won’t take forever to do, but are things of value to the other side. This way, you can achieve the ideal outcome: you appear to accept compromise when in fact you’ve got everything you wanted, and they’ll think they got the better of the deal.
　　這篇文章是關(guān)于談判的。讓人辨別什么樣的談判是有價值的。
　　第一題，說只有當(dāng)有成功的可能時談判才有價值。答案是A段的這么一句：Another prerequisite is learning to recognize when there’s scope for negotiation, because without it, you can waste a great deal of time and energy.另外一個必要條件是學(xué)會識別什么時候有談判的余地，因為沒有余地的話，你會浪費很多的時間和精力。there’s scope for negotiation，有談判的余地，也就是有成功的希望。
　　第二題，談判最好的結(jié)果是雙方都有滿足感。答案是E段的最后一句：you can achieve the ideal outcome: you appear to accept compromise when in fact you’ve got everything you wanted, and they’ll think they got the better of the deal.你可以實現(xiàn)最理想的結(jié)局：你看上去像是接受了妥協(xié)，但實際上得到了一切想要的，而對方認為他們得到的比這樁交易更好。也就是說，一方得到了實在的東西，另一方心理上舒暢了，也就是雙方都滿足了。題干中的best result，對應(yīng)于這段話中的ideal outcome。
　　第三題，說接受一個較低的費用可能會在未來受益。答案是D段的這么一句：you may be prepared to do some cheaper in the hope that they’ll lead to better things。接受便宜的，指望著未來能導(dǎo)致更好的事情。
　　第四題，說知道其他人在類似的事情上是如何收費的是很重要的。答案是A段一開頭就講的原理：You’re in danger of selling yourself short if you don’t know where the goalposts are, especially when you’re negotiating with a new client。這里的goalpost需要理解，本意是指門柱，但是詞組move the goalpost是指有失公平的在交易過程中改變條件，所以goalpost在這里指的是游戲規(guī)則。如果不知道游戲規(guī)則，那你就危險了。了解游戲規(guī)則，就是要了解其他人的做法，所以后文說Research the market and find out the going rate，調(diào)查市場，就是這個意思。
　　第五題，說你必須要求高于自己期望值的費用。答案是B段的這么一句：Know the amount you would really like, slightly above what you think they will offer and above what you’d be happy to settle for。略高于你認為他們所能提供的，以及你所樂于接受的。
　　第六題，說給對方一個答應(yīng)你的費用的動機。答案是E段。E段說的是在談錢的時候，可以扔進一些非金錢的因素(non-financial factors)，好比“你要能支付我多少多少，我就包括一個公司報告進去”，這些都是談判技巧，要開出能打動人的條件。
　　第七題，說他人的反應(yīng)是受你的身體語言的影響的。答案是C段最后一部分：If you’re face to face, make steady eye contact, keep your head up and your hands still – these all suggest assertiveness, rather than aggressiveness or passivity, and you’ll be surprised at how much this affects the way that you come across in the negotiation.面對面的時候，要有眼神接觸，抬頭，手不動，這些都傳達出堅定。你將會驚訝的發(fā)現(xiàn)這么會影響你在談判中的遭遇。the way that you come across in the negotiation，你在談判中的遭遇，也就是他人的反應(yīng)（reactions）。
　　第八題，說如果你后悔起所做的交易，它將會變得很明顯。答案是D段最后一句：you’re likely to feel resentful, and this might even come across in your behaviour.你會后悔的，這么將會反映在你的舉止上，也就是能被看出來，很明顯。