The Golden Rules of Negotiating
The art of negotiating is a difficult skill for most of us, even good salespeople. Here are three golden rules for you to follow:
1. Always Start the Negotiations.
You must initiate the process. This is because whoever controls the start of the negotiations tends to control where they end. If you let the other party start negotiations, you will be constantly giving up control, often without even realizing it. For instance, when you ask someone what his project budget is, you are allowing him to start the negotiations. You will then spend your time chasing his number rather than finding the best solution. So, never let the other party control the negotiations.
2. Always Negotiate in Writing.
The purpose of negotiations is to arrive at a formal written agreement, not tell a
story or
spend time talking. From the first moment you begin a proposal, you should create a document and take it to the client. It will include all the points of agreement and become real to the prospective customer. Negotiating first and then having to create a document adds unnecessary time to a transaction. But if you build your written agreement as you negotiate, you are prepared to ask for a signature the moment the decision to buy is made.
3. Always Stay Cool.
The negotiation table can be loaded with agendas, egos and emotions. Great negotiators know how to stay cool, providing leadership and solutions, while the rest of the room becomes insanely invested in personal agendas and useless emotions. Crying, getting angry and blowing off steam may make you feel good, but such behavior will not benefit you while negotiating. When the rest of the room gets emotional, stay cool and use logic to negotiate and close.
1. If you let the other party start negotiations, you will be completely grasp the control, often without even realizing it.
2. So, never let both parties control the negotiations.
3. Negotiating first and then having to create a document doesn’t need necessary time to a transaction.
4. Great negotiators know how to stay cool, providing leadership and solutions, while the rest of the room becomes wild or helpless during the negotiation.
5. When the rest of the room gets out of control, stay cool and use logic to negotiate and close. 【答案】：F；F；T；T；F
61.—I had a really good weekend at the seaside.
—____________.
A. Oh, that's very nice of you B. Oh, I'm glad to hear that C. It's a pleasure
【答案】：Oh, I'm glad to hear that
62.It should ____ that franchising is one of the means available for getting investment money without giving up control of the chain operation and building a distribution system for servicing it.
A. recognize B. be recognizing C. be recognized 【答案】：be recognized
63.While the other people ____ and discussed the problem together, Ted ignored them. A. interacted B. intensive C. interviewed 【答案】：interacted
64.Among the critiques were allegations ____ some franchise uses its political influence to increase its profits. A. which B. what C. that 【答案】：that
65.
阅读理解：根据文章内容，选择正确答案（每题
10分）。
China has the most franchises in the world but the scale of their operations is relatively
small. Each system in China has an average of 43 outlets, compared to more than 540 in the United States. Together, there are 2,600 brands in some 200,000 retail markets. KFC was the most significant foreign entry in 1987 and is widespread. Many franchises are in fact joint-ventures, as at their forming the franchise law was not explicit. For example, McDonald's is a joint venture. Pizza Hut, TGIF, Wal-mart, Starbucks followed a little later. But total franchising is only 3% of retail trade, which seeks foreign franchise growth. The year 2005 saw the birth of an updated franchise law, “Measures for the Administration of Commercial Franchise
”. Previous legislation (1997)
made no specific inclusion of foreign investors. Today the franchise law is much clearer by virtue of the 2007 law, a revision of the 2005 law. The laws are applicable if there are transactions involving a trademark combined with payments with many obligations on the franchisor. The law comprises 42 articles and eight chapters.
1. According to the passage, the passage mainly talks about .
A. the scale of franchising in China B. the franchise law in China C. an outline of franchising in China 2. KFC was the
foreign franchise to China in 1987 and is widespread. A. most profound B. first C. wealthiest
3. Many franchises are in fact joint-ventures, because .
A. at the beginning stage, franchise law was not so clear
B. at the beginning stage, many franchises could not find the right partners C. many foreigners were not familiar with Chinese culture 4. Foreign franchise grows in China because of .
A. the open policy
B. the small amount of retail trade C. the Chinese culture 5. The writer has the
attitude to franchising in China A. negative B. positive C. neutral
【答案】：C；A；A；B；B
66.The executive team have to hold an urgent meeting ____ they see the bad market feedback. A. before B. because C. whether
【答案】：because
67.Some in the market now want government _____ in order to reduce costs. A. regulation B. regulate C. regular
【答案】：regulation
68.The franchisor _____ the franchisee should observe the regulations to make the business go well. A. or B. as well as C. either
【答案】：as well as
69.
阅读理解：根据上下文，补全对话内容（每题操作提示：通过下拉选项框，选择答案。
10分）。
A. it doesn't sound too complicated
B. Then what about the qualifications of a franchisee C. Sure, what do you want to know
D. Thank you very much for all the information
E. could you tell me how long a franchise contract will last
Ada wants to do franchise business and turns to Bill for some information about franchise business.
Ada: Hi, Bill. I am really interested in franchising opportunities. Would you be able to give me some advice? Bill: ?
Ada: Ok, first, what are the qualifications that a franchisor should have?
Bill: Generally speaking, a franchisor should be a well-developed company with business resources such as a trademark, trade name and business model. Ada: ?
Bill: A franchisee should have the necessary funds, work goals and employees, etc. Ada: Yes,
. Would you please tell me something about the franchise fees? Bill: Ok. The fees for the franchise are an initial fee and a usage fee. Ada: Now, ?
Bill: In general, it is no less than three years. Then both the franchisor and the franchisee may talk about the conditions, and see whether the contact needs to be rewritten. Ada: .
Bill: My pleasure.
【答案】：C；B；A；E；D
70.—Betty, we'll have a buffet party next Saturday. Will you join us? —_______ , Susan. Thank you! A. I'd love to B. I'm afraid not C. By no means 【答案】：I'd love to
71.We didn't understand how difficult it was to ____ such a breakfast. A. district B. distribute C. distract
国开电大商务英语4单元自测1-8参考答案
