There has been a great deal of research into the art of negotiation, and, in particular, into what makes a "good" negotiator. One point most researchers seem to agree on is that good negotiators try to create a harmonious atmosphere at the start of a negotiation. They make an effort to establish a good rapport with their counterparts. Therefore, there may be a willingness on both sides to make concessions. Good negotiators generally wish to reach an agreement which meets the interests of both sides in the long run. ______ . Instead of seeking immediate gains, it is more important to ensure that they do not harm their relationship with the other party.
AThey make an effort to establish a good rapport with their counter-parts.
BThey therefore tend to take a long-term view to ensure that the agreement will improve.正確答案
CNext, they listen carefully and check frequently that everything has been understood by both parties.
DThey have a range of objectives, which allow them to make concessions in view of their long term goal.
答案與詳解
