There has been a great deal of research into the art of negotiation, and, in particu

lar, into what makes a “go od 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 opposite member, so that there will be a willingness — on both sides — to make concessions, if this should prove necessary.Good negotiators generally wish to reach an agreement which meets the interests of both sides.They therefore tend to take a long-term view, ensuring that the agreement will improve, at least not harm, their relationship with the other party.On the other hand, a poor negotiator tends to look for immediate gains, forgetting that the real benefits of a deal may come much later.Skillful negotiators are flexible.They do not “lock themselves” into a position so that they will lose face if they have to compromise.They have a range of objectives, thus allowing themselves to make concessions, for example, “I aim to buy this machine for £2 000” and not “I must buy it for £2 000” .Poor negotiators have limited objectives, and may not even work out a “fall-back position” .Successful negotiators do not want a negotiation to break down.If problems arise, they suggest ways of resolving them.The best negotiators are persuasive, eloquent people, who select a few key arguments and repeat them.Finally, it is essential to be a good listener and to check frequently that everything has been understood by both parties.

1.The best title for the passage is ()

A.Benefits on Both Sides

B.Art of Negotiation

C.Skills of Communication

D.How to Be a Good Negotiator

2.Negotiators’ good rapport can make it easy for negotiators()

A.to make them fully understood

B.to make necessary concession

C.to create a positive environment

D.to increase negotiators’ status

3.If we understand that the some real benefits of a deal may come much later()

A.we will take a long term view in the negotiation

B.we will pay more attention to the benefits on both sides

C.we will try much harder to improve the agreement

D.we will try to change the relationship with the other party

4.Many poor negotiators may not make any concession for themselves in that ()

A.they are afraid of losing face

B.they have no clear objectives

C.they are not flexible

D.they are not skillful

5.Good negotiators are usually very persuasive and eloquent in order to()

A.work out ways to resolve problems

B.make sure that everything is understood

C.have better communication with their partners

D.avoid the breakdown of the negotiation