問題詳情

Passage BIn the early 1980s, Roger Fisher and William Ury wrote a best-selling book called Getting to Yes:Negotiating Agreement Without Giving In. The theories in Getting to Yes have become the basis for a ream ofother advice about how to resolve conflicts and negotiate successfully.26 They proposed a “win-win” model whereby each party shares common goals and cooperates inorder to solve the problem. Fisher, Ury, and other experts in negotiating recommend the following strategiesin order to create a win-win environment. First, listen actively to the other person. Use statements such as “Iunderstand how you feel” and “I can see that you‟re upset” to acknowledge the other person‟s concerns andfeelings. 27 Say, “You think that…” or “Do you mean…?” If you try to focus on getting the basicinformation in the open instead of making a judgment or expressing any opinion at this stage, you will defusethe other person‟s anger and reassure him or her that you are sincere about reaching an agreement.After finding out the other person‟s point of view, try to agree before you disagree. 28 Focus onobjectives that you both share. In giving your perspective on the situation, try to be objective by avoidingjudgmental, “loaded” language. Don‟t focus on or criticize the other person‟s actions. Instead, talk aboutyour own perspective and feelings by using “I” statements instead of “you” statements. 29 Forexample, say, “I would appreciate knowing…” instead of “Tell me….” Make small concessions to show thatyou are willing to cooperate and, above all, keep the focus on working collaboratively to try to solve theproblem.30 In negotiating the best price for a car, for example, there is clearly a winner and a loser, nomatter how polite the negotiations. However, in many cases, taking this collaborative approach to resolvingdifferences works effectively. It‟s worth a try, at any rate. You can always go back to yelling and screaming ifthis doesn‟t work.
(A) Sandwich your negative ideas in positive statements.
(B) This type of collaborative approach may not be appropriate in every situation.
(C) Try to keep your tone of voice unemotional and, if possible, use more indirect ways to express demands.
(D) Fisher and Ury‟s basic premise is that the adversarial model of conflict resolution is not effective inmany cases.
(E) Also, clarify and restate what the other person is saying to make sure that you understand the otherperson‟s views.(F) What Fisher and Ury pointed out in the book is by now widely received around the world.
26.

參考答案

答案：D
難度：困難0.392857
統計：A(4),B(10),C(5),D(22),E(10)

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