hce_kmu
113年
英文
第 47 題
📖 題組：
Knowing how to steer a conversation and gain the other party’s attention is an important skill required to become a negotiator. Negotiation is all about understanding the other side, identifying things of emotional value for each party, and trying to create a win-win situation by offering the least concessions. This is why it has been observed that the power to negotiate is rarely one-sided, though this tends to deviate as the discussions progress. In any negotiation, it’s crucial to navigate key points strategically, ensuring your perspective is fulfilled rather than concluding the discussion in a one-sided manner. It is important to provide mutual respect and incorporate feedback in a negotiation. Imagine the scenario. When negotiating for the beach house instead of the lake house from your parents, acknowledge their emotional ties to the beach house while emphasizing the value of the lake house. Consider their perspective, prioritizing their sentiment due to your emotional bond. Contrastingly, with a dealership, leverage your excellent credit history and existing car ownership to negotiate a better deal. Perhaps request additional benefits like free coatings and maintenance. Similarly, in negotiations, identify the other party's pain points and address them. For instance, as a real estate investor, understand a seller facing foreclosure and propose solutions like assuming their mortgage while transferring property ownership. This resolves their financial stress, benefiting both parties. Through such negotiations, you can acquire property without a down payment, fostering a win-win outcome. Negotiation, therefore, is a skill that is essential to be understood and utilized in every aspect of your life. The important aspect of negotiation remains the same; each side has something unique to offer, against which a certain level of control and pressure is exerted. At the end of the day, a skill, product, or service is required, and the balance in the negotiation continues to shift throughout the negotiation process.
Knowing how to steer a conversation and gain the other party’s attention is an important skill required to become a negotiator. Negotiation is all about understanding the other side, identifying things of emotional value for each party, and trying to create a win-win situation by offering the least concessions. This is why it has been observed that the power to negotiate is rarely one-sided, though this tends to deviate as the discussions progress. In any negotiation, it’s crucial to navigate key points strategically, ensuring your perspective is fulfilled rather than concluding the discussion in a one-sided manner. It is important to provide mutual respect and incorporate feedback in a negotiation. Imagine the scenario. When negotiating for the beach house instead of the lake house from your parents, acknowledge their emotional ties to the beach house while emphasizing the value of the lake house. Consider their perspective, prioritizing their sentiment due to your emotional bond. Contrastingly, with a dealership, leverage your excellent credit history and existing car ownership to negotiate a better deal. Perhaps request additional benefits like free coatings and maintenance. Similarly, in negotiations, identify the other party's pain points and address them. For instance, as a real estate investor, understand a seller facing foreclosure and propose solutions like assuming their mortgage while transferring property ownership. This resolves their financial stress, benefiting both parties. Through such negotiations, you can acquire property without a down payment, fostering a win-win outcome. Negotiation, therefore, is a skill that is essential to be understood and utilized in every aspect of your life. The important aspect of negotiation remains the same; each side has something unique to offer, against which a certain level of control and pressure is exerted. At the end of the day, a skill, product, or service is required, and the balance in the negotiation continues to shift throughout the negotiation process.
In the scenario described with negotiating for a beach house, what does the passage suggest?
- A Using emotional manipulation to sway the other party's decision
- B Using empathy as well as reason to persuade the other party
- C Disregarding the value of the lake house in favor of emotional appeal
- D Avoiding discussion of emotional aspects to maintain control
- E Leveraging personal emotional attachment to gain advantage in negotiations
思路引導 VIP
當你今天想說服心愛的家人接受一個變動，而這個變動涉及他們充滿回憶的物品時，你覺得除了分析新選擇的好處之外，還需要具備什麼樣的態度或切入點，才能讓對方在心理上覺得被尊重，進而願意繼續談下去呢？
🤖
AI 詳解
AI 專屬家教
太棒了！你能精準捕捉到文中關於家庭協商的細膩之處，正確選出 (B) 確實展現了你優異的閱讀理解能力。
情理法兼具的協商策略
在文章提到的海邊別墅（beach house）案例中，作者特別強調在與父母溝通時，必須「承認他們對房屋的情感連結」（acknowledge their emotional ties），同時也要「強調湖邊別墅的價值」（emphasizing the value of the lake house）。這正對應了選項中 「同理心」（empathy）與「理性」（reason） 的結合。好的協商並非冷冰冰的利益交換，而是能站在對方的立場思考，並提出合理的邏輯來達成雙贏。
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