BEC剑桥英语高级 Test 3, Reading Part 1

Part 1 Giving advice to self-employed consultants about negotiating fees for their services.

A You're in danger of selling yourself short if you don't know where the goalposts are, especially when you're negotiating with a new client. Research the market and find out the going rate. You can do this by networking contacts or talking to small business advisers. Alternatively, ask the competition. Of course your rivals may not tell you, but there's no harm in asking. Another prerequisite is learning to recognise when there's scope for negotiation, because without it, you can waste a great deal of time and energy.

如果你不知道目标在哪里，特别是你正在与一个新的客户谈判时，你就陷入了把自己/产品卖的便宜的危险之中。研究市场并发现市场的价格。你可以通过网络联系或者和一些小的商业咨询师交流做到这些。另一种方式是，问竞争对手。当然你的竞争对手可能不会告诉你，但是问是没有坏处的。另一个前提是你要学习认识你谈判的限度在哪里，因为没有这个，你可能浪费大量的时间和精力。

B Know the amount you would really like , slightly above what you think they will offer and above what you'd be happy to settle for. Also, know your trades-offs. Create a wish list of all the things you' d like to receive if you lived in a perfect world. That way, if the other side want you to move from your preferred or opening position on an issue to a position nearer the bottom line, you can move in exchange for something from you wish list.

B. 认识你真正想要的回报/薪酬，略高于你认为他们将出价的和略高于你高兴接受的报价。 因此，了解你交易的利与弊 。创造一个你想要的愿景清单，如果你处在一个完美的世界中。如果你用的那样的方法，如果另一方想要你从原来更想要的或者问题的一个方向转移到更接近底线的位置，你能从你的愿景列表中移走一些东西，换成一些新东西进来。

C People who are nervous about negotiating over money often let fear tell them they're no good at these discussions and not worth the fee. You literally can't afford the luxury of a single negative thought. Stand up when making negotiating phone calls: it will make you feel more powerful. If you're face to face, make steady eye contact, keep your head up and your hands still- these all suggest assertiveness, rather than aggressiveness or passivity, and you' ll be surprised at how much this affects the way that you come across in the negotiation.

C 那些对谈判中讨论价格感到焦虑的人，经常让恐惧告诉他们他们不擅长价格的谈判和他们不值得为你付那么多钱。你简直不能承受一点不符合与其的想法。当你在进行电话时谈判时站起来，这会让你更加的自信。如果你面对面的谈判，要做一个坚定的眼神的接触，抬起头，你的手要保持静止，这些都显示你的自信和力量，这比侵略性和消极要好。之后你将惊奇的发现这样的方法将在你的谈判中产生多么大的影响。

You have to know the price below which it would be uneconomical for you to do a job. This could vary from job to job- you may be prepared to do some cheaper in the hope that they'll lead to better things. But don't be talked below your bottom line and end up working for nothing. After all, in the long term, there's little point in agreeing to something that you' re not happy with: you're likely to feel resentful, and this might even come across in your behaviour.

你必须要知道下面的价格可能对你做这个工作是不合算的。这可能因工作不同而异-你可能准备做一些便宜的事为了未来一个好的事情。但是不要低于你的底线进行谈判并在工作结束时什么也得不到。毕竟，从长远来看，同意做一个让你不高兴的事是没有多大意义的：你可能会感到生气，甚至这些会在你的行为中反映出来。

When negotiating money, there may be non-financial factors you can throw into the mix. For example, why not say, 'if you pay me such and such, I'll include a report on the company for you" Plan these extras before hand. Make sure that they won't take forever to do, but are things of value to the other side. This way, you can achieve the ideal outcome: you appear to accept compromise when in fact you've got everything you wanted, and they'll think they've got the better of the deal.

当在讨论钱的时候，有一些非钱的因素会被混合到一起。比如说，为什么不说:"如果你付给我这些这些，我将为你包含一份关于公司的报告"。在手边准备一些额外的东西。确保这些额外的东西不要花很长时间去做，但是这些东西对另一方真的有价值。这种方法，你能获得理想的结果：当你已经得到你想要的所有的东西时，你显然愿意接受一些妥协，同时对方将会想他们在交易中得到了更多。

1. Trying to negotiate is only worthwhile if there is the prospect of success.
   如果有一个成功的可能时，试着去谈判才值得花时间。
   A. 最后一句话

2. The best result of negotiation is when both parties have a sense of satisfaction.
   最好的谈判结果是两方都有成功的感觉（即双赢）
   E 最后一句话

3. Accepting a lower fee might have benefits in the future.
   接受一个低价可能会在未来收益。
   D lower fee=do a cheaper in the hope benefits=lead to a better thing.

4. It is important to know how much other people are charging for similar work.
   知道其他人对同一份工作出多少钱很重要。
   A 段4-5句话

5. You should ask for a fee in excess of what you expect to get.
   你应该要一个高于你预期的价格
   B in excess of what you expect to get=slightly above what you think they will offer

6. Offer the other party incentives to agree to your fee.
   提供另一方一些东西去接受你的价格。
   E incentives=non financial factors

7. Other people's reactions to you are influenced by your body language.
   另一些人对你的反应会被你的肢体动作影响。
   C body language= eye contact, head up, hands still

8. It may become obvious that you have come to regret a deal you have made.
   如果你后悔你已经做的这笔交易，这（你的动作行为）会变得很明显。
   D.become obvious=come across in your behavior.