2012年12月大学英语六级真题及答案解析汇总_第6页

Conversation Two
　　W: Mr. Green, is it fair to say that negotiation is an art?
　　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.
　　W: What do you mean by the behavioral aspects?
　　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.
　　W: So really, you see two types of negotiator then, the actor or the honest one.
　　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.
　　Q23. When is a scientific approach best embodied in a negotiation according to the man?
　　Q24. In what way is a negotiator like an actor according to the man?
　　Q25. What does the man say about the two types of negotiator?
　　【答案】
　　23. In the preparatory phase.
　　24. He behaves in a way contrary to his real intention.
　　25. Both can succeed depending on the specific situation.
　　【点评】
　　本长对话主要是关于谈判的艺术性和科学性。谈判的科学性部分主要体现在谈判策略，而谈判的艺术性则体现在表现上。这里可以归为两类，一是“演技派”，二是“诚实派”。另外，谈判的艺术性还与对谈判过程中获得的口头暗示、肢体语言进行及时反应有关。最后男士指出根据不同场合，无论是“诚实派”，或是“演技派”谈判者都能起到各自的效果。
　　本对话中的关键词有：negotiation：谈判；strategy：策略；behavioral：行为的。