06reading material[7页]

高三英语阅读课材料Text 1On Friday, October 21, at approximately 8:30 a.m., Judith Reynolds, owner of The Cupcake Factory, arrived at her establishment to find that it had been robbed and vandalized overnight. The front window of the shop at 128 Broad Street was broken, and chairs and tables were overturned throughout the café area. Additionally, the cash register had been damaged and emptied of money. The thieves attempted to open the safe as well, but were unsuccessful. Ms. Reynolds used her cell phone to report the crime to the police. She also phoned the proprietor of Primo Pizza, located at 130 Broad Street, as she noticed that the door of that restaurant showed signs of forced entry. The police department is asking anyone with information to call 555-2323.1. What happened to The Cupcake Factory?2. When was the crime discovered?3. Where did it happen?4. What was stolen?5. Who called the police?6. What other businesses were affected?Text 2Today’s postal service is more efficient and reliable than ever b efore. Mail that used to take months to move by horse and foot now moves around the country in days or hours by truck, train, and plane. First-class mail usually moves from New York City to Los Angeles in three days or less. If your letter or package is urgent, the U.S. Postal Service offers Priority Mail and Express Mail services. Priority Mail is guaranteed to go anywhere in the United States in two to three days or less. Express Mail will get your package there overnight.Which of the following sentences best summarizes the main idea of the passage?a. Express Mail is a good way to send urgent mail.b. Mail service today is more effective and dependable than it was in the past.c. First-class mail usually takes three days or less.Text 3Underline the topic sentence.Erik always played cops and robbers when he was a boy; now, he’s a police officer. Suzan always played school as a little girl; today, she is a high-school math teacher. Kara always played store; today, she owns a chain of retail clothing shops. Long before they are faced with the question, “What do you want to be when you grow up?” some lucky people know exactly what they want to do with their lives.Text 4Radios have been stolen from four cars in our parking garage this month. Each time, the thieves have managed to get by the parking garage security with radios in hand, even though they do not have a parking garage identification card, which people must show as they enter and exit the garage. Yet each time, the security officers say they have seen nothing unusual.Which of the following best summarizes the statement’s main idea?a. There are too many thefts in the garage.b. There are not enough security guards.c. There is something wrong with the security in the parking garage.PracticePeople believe that climbing can do good to health. Where can you learn the skill of climbing then? If you think that you have to go to the mountains to learn how to climb, you’re wrong. Many Americans are learning to climb in city gyms(体育馆). Here, people are learning on climbing. The climbing wall goes straight up and small holding places for hands and feet.How do people climb the wall? To climb, you need special shoes and belt around your chest to hold you. There are ropes(绳索)tied to your waist. The ropes hold you in place so that you don’t fall. A beginner’s wall is usually about 15 feet high, and you climb straight up. There are small pieces of metal that stick out for you to stand on and hold on to. Sometimes it’s easy to see the new piece of metal. Sometimes, it’s not. The most difficult part is to control your fear. It’s normal for humans to be afraid of falling, so it’s difficult not to feel fear. But when you move away from the wall, the belt and the ropes hold you, and you begin to feel safe. You move slowly until you reach the top.Climbing attracts people because it’s good exercise for almost everyone. You use your whole body, especially your arms and legs. This sport gives your body a complete workout. When you climb, both your mind and your body can become stronger.1. What can we infer from the passage?A. People are fairly interested in climbing nowadays.B. It is impossible to build up one’s body by climbing.C. People can only learn the skill of climbing outdoors.D. It is always easy to see holding places in climbing.2. The most difficult thing to do in wall climbing is _______.A. to tie ropes to your waistB. to control your fearC. to move away from the wallD. to climb straight up3. T he word “workout” underlined in the last paragraph most probably means _________.A. settlementB. exerciseC. excitementD. tiredness4. Why does the author write this passage?A. To tell people where to find gyms.B. To prove the basic need for climbingC. To encourage people to climb mountains.D. introduce the sport of wall climbing。

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I. Knowledge Points for Negotiation Preparation(i) Introduction to the General Course of Negotiation PreparationThe general course of negotiation preparation consists of purpose setting, possibility analysis, partner choosing, people choosing and plan setting. The following chart presents the general course and content of negotiation course and we can call them as “5P” program. With such clear course, negotiators can establish a complete negotiation scheme, which will serve as the guide to the whole negotiation activity. In practice, the sequence of every specific preparation item may vary greatly due to the different actual situation. For example, in some circumstances, people choosing comes first, followed by possibility analysis and purpose setting.The following case presents the formation of a negotiation scheme.S Export Company’s Negotiation SchemeS Export Company promotes products to foreign customers. After product offer, S Export Company gets response and a foreign trade negotiation will start. Before dispatching the negotiation delegation, S Export Company has certain preparation and formulates a negotiation scheme whose details are as follows:1. Set Negotiation PurposeAbout price criterion: The price criterion reflected in the negotiation scheme formulated by S Export Company in advance is completed on the basis of scientifically analyzing the price formation of the opposite party. The predicted profit margin of the original quotation of S Export Company is 35% of sales. Roughly, this profit margin indicates 15% business expense, % profit, 5% risk and % flexible upon negotiation. This shows that, the predicted profit margin of S Export Company equivalent to 35% of its sales actually is the line S Export Company struggles for in the negotiation price formation and the flexible extent upon negotiation is %, which is the extent within which the opposite party is concessible. Therefore, in fact, on basis of analyzing the price formation of the opposite party, the purpose of the profit margin of the negotiation is set as % of its sales. Therefore, the negotiation purpose of the price level in the negotiation scheme of S Export Company can be stated as: in the valid period of the offer, without accidental risks, % of sales will set as the predicted profit margin for successful transaction.In order to further scientifically analyze the predicted purpose of the negotiation scheme, it is necessary to analyze the frequent accidental risk elements within the predicted profit margin: 1) Payment term. In export trade, the seller often meets some disadvantageous payment conditions.For example, the buyer requests paying only 5% of the cargo money first and paying 10% after the expiry of two-year guarantee period, etc. The interest loss caused by this payment delay will take up % of business expense. 2) Delivery delay penalty. According to the analysis of international trade practice, if the delivery period in the offer of the seller is two months after the signing of the contract, but the buyer requests the delivery conducted one month after the signing of the contract and one week delay will have 1% penalty. If the request of the buyer is accepted, the seller will take the risk of bearing 4% delay penalty. 3) Guarantee condition. If the seller provides one-year guarantee, but the buyer requests two years, then the seller will increase 1% expense.According to the above analysis, the negotiation purpose of the negotiation scheme of S Export Company can be stated as follows:① To increase the advance amount from 5% to 10%;②To cancel the request of the buyer to pay off the rest money after the expiry of the guarantee period and replace the buyer’s such request with bank warranty;③ To have the delivery period as provided in the offer; and④ To try to reduce the guarantee period to one year.2. Set the Lowest Acceptable Extent for Every Negotiation ItemsPrice criterion-As long as the transaction is conducted within the valid period of the offer, the seller can have a concession within the negotiation extent with profit margin reduced by at most 5%.Payment term-Any payment term requested by the buyer can be accepted provided that the business expense of the seller does not increase.Delivery-The delivery requested by the buyer can be accepted provided that no additional penalty is requested.Guarantee period-The request of extending guarantee period can be accepted provided that no significant risks occur within the guarantee period.3. Set Negotiation PeriodNegotiation requires sufficient preparation and operation. Before negotiation, negotiators shall have exact calculation and proper arrangement for negotiation time. The arrangement of negotiation period of S Export Company is as follows:The valid period of this offer is 1 month. If such valid period is extended, the expense as arising therefrom and in relation thereto for the first month will increase by % and for every month thereafter by 1%. If such the extension is more than 3 months, a new offer shall be made. As many transaction conditions such as delivery etc may change, the maximal grace period of this negotiation should be two months, within which, the negotiation purpose shall be accomplished.4. Composition and Staffing of the Negotiation TeamComposition:Responsible person: Mr. A, export sales manager;Members: Mr. B, system engineering assistant and Mr. C, counselor.Staffing:Mr. B is responsible for the negotiation of all engineering and production aspects and asking for all related data and information from the production manager; Mr. A is responsible for the contact with export credit guarantee institutions and obtaining necessary files from the export credit guarantee manager.5. Contact and Reporting SystemS Export Company establishes such negotiation communication channel and reference and reporting procedure as: Mr. A will report the negotiation work to D, vice president of S Export Company, then D will consult the experts of other departments of the company. If D is absent, vice president E will take its place. Within two weeks abroad, if the purpose of the negotiation is achieved within the negotiation scheme, no report is needed immediately; if after two weeks, the negotiation progress shall be reported.(ii) Purpose Setting1. Negotiation PurposeNegotiation purpose is the achievement to be realized for this negotiation, . the quantity or quality criterion or degree the negotiation can reach for all transaction conditions. In business negotiation, negotiation purpose is the core to direct the negotiation, and the most significant part in negotiation is based on negotiation purpose; in addition, strategy selection has also a close relation with negotiation purpose.The setting of negotiation purpose shall comply with three principles, . practicability, rationality and legality. On the negotiation preparation stage, the setting of negotiation purpose requires a purpose range rather than one single purpose.2. Level of Negotiation PurposeTypically, negotiation purpose system includes top line purpose, expected purpose, acceptable purpose and bottom line purpose1)Top Line PurposeTop line purpose is the highest purpose set for this negotiation, . the highest negotiation value to be realized and achieved via negotiation. In addition to meeting the benefit actually demanded by the negotiator, it has additional value.In practice, top line purpose can be realized rarely; therefore, the negotiation indicates a course in which the benefits of all parties involved are rearranged because no negotiator is wiling to let all benefits to the opposite. The negotiation result most likely is the compromise of both parties, however, it does not mean the final agreement can be reached on the purpose expected by every negotiator. In fact, with elaborate negotiation preparation, in addition to proficient negotiation skills or powerful strength, the negotiation result frequently will approach to the top line purpose.2) Expected PurposeExpected purpose is the negotiation purpose every negotiator expects after considering all actual benefit factors. It is the line negotiators struggle for in the negotiation value composition and the purpose negotiators expect to reach by mobilizing all factors and using all negotiation strategies.3) Acceptable PurposeThe purpose that can meet the partial requirements and realize partial benefits of negotiators is an acceptable purpose. In the project investment negotiation above, the investor, due to various reasons such as financing competence, the opposite’s payment competence etc, can only provide partial fund and thus cannot meet the predicted fund demand of the project party. This case is frequent. Therefore, in negotiation preparation, negotiators shall completely estimate the occurrence of this circumstance and establish corresponding measures and purposes.4) Bottom Line PurposeBottom line purpose is the lowest purpose set for this negotiation, . the worst but acceptable negotiation result to negotiators. Therefore, the lowest purpose is the purpose that negotiators must surely reach after great concession. Bottom line purpose is an extent purpose; negotiation cannot successful unless such purpose is reached or exceeded; otherwise, the negotiation must break.(iii) Effective Negotiation Preparation1. Know the enemy and know yourself, and you can fight a hundred battles with no danger of defeatBefore negotiation, try to collect the following information and have scientific analysis to them.1) Market information and quality parameters in relation to the negotiation topic;2) Credit status of the opposite company;3) Competition environment; and4) Composition and personal archives of the negotiation opponents.2. Struggle to Hold Host AdvantageHuman is the creature with domain sense, in a strange environment, human may have double discomforts of physical and mental exhaustion. It is recommended to talk business in your own home, which is the castle and the largest strength is from. One of the reasons for the host victory rate higher than guest victory rate is the exertion of negotiation power, so the wise often waits at his ease for exhausted enemy and just only has to leave his home to a far place for understanding or validating something but not anxious to make a decision.3. No Free LunchSmall benefaction often affects big business. One compotation, some small gifts and a beautiful night etc, not as bribe but doing the honors, can cause the opposite to get involved in the negotiation with active attitude. People are inclined to petty gains and most hope to accept them without regret. Therefore, those companies treating customers at high level do right thing while those companies closefisted to pay meals will have more difficult negotiation.(iv) Set up Negotiation TeamMany important negotiations are conducted between organizations whose negotiation team often consists of the personnel proficient in various skills and specialties. Therefore, the selection of negotiation people and the establishment of negotiation team are one link that cannot be short of for negotiation preparation.The principles for setting up negotiation team include: do not choose bourgeois negotiation delegates, arrange negotiation personnel reasonably and have specific and clear roles. In addition to elaborative pre-negotiation drilling, the teamwork advantage that one plus one is bigger than two can be brought into full play.(v) Set Negotiation PlanBelow is the example to explain how to make out a negotiation preplan.1.Background Information:Negotiation of the Business Price of Kamaz Self-dumping TruckThe buyer’s background:Beijing Sunshine Machinery Import and Export Inc.(hereinafter referred to as “Sunshine”) is a company engaged in the import and export of processing, manufacture, maintenance, testing, transportation etc machinery and equipments, instruments and meters, tools and materials etc. Due to its professional operation, it enjoys high reputation in the industry and has wide customer channel. Automobile export and import business is the new business of the company, so the company, from the bottom to the top, pays much attention to such negotiation agent, and it particularly entrusts a company from the Yangtze River Irrigation Works System for the negotiation. If the business is negotiated toward right direction, the company will enlarge its business in the future. The company has ever done dicker trade on the Chinese-Russian border, so it has certain experience in the trade with Russia.The seller’s background: Russia Far East Trade Co., Ltd (hereinafter referred to as “Far East”) is a trade company engaging in the export of Russian machinery and equipments. For years, between China and Russia, Far East has realized many contracts in waste rails, steels, automobiles and fertilizers etc in dicker way and in buy-sell way. It has cultivated a group of trade personnel and “China Hand” that can speak fluent Chinese. As Far East has entered the Chinese market very early and set offices in China, many Russian manufacturers entrust it as their dealer to sell their products. Russian Automobile Manufacturers’ Federation has a close relation with the w hole car manufacturers in the Far East area and entrusts Far East to sell products to the Chinese market. The product involved herein between Sunshine and Far East is Kamaz self-dumping truck. Product: Kamaz self-dumping truck with 13t load, 4WD, middle load tonnage, excellent adaptability and high speed. Due to flexible body steering and excellent off-load and slope climbing performance, it has a wide application; in Russia, it is for civilian and military purposes and is well salable.Market background: There have been tens of Kamaz self-dumping trucks entered the Chinese market in dicker way; generally, these trucks have excellent performance, but limited to the existing occupancy in the market, the Kamaz manufacturer or dealer has not yet determined to set up after-sale service system including parts center and service center etc in China. The inconvenience of parts replacement and maintenance for such model, its advantage is severely affected. The Chinese users have a good impression in such model, especially the users of irrigation works, highway and metro construction project like this model more. However, this model faces up fierce competition, Czech Skoda self-dumping truck, Japan Mitsubishi self-dumping truck and some Chinese branded self-dumping trucks sell at USD13,000~18,000. Also, parts breed and quantity and guarantee period vary, for example, some have a guarantee period up to 6 months or 12 months or some provide guarantee for 10,000km or 30,000km. The price of Kamaz is in the middle and the guarantee condition is general.Customer relation:Both parties have other transaction relations and thus know each other; however, it is the first time for them to have Kamaz self-dumping truck trade in cash. Like the good relationship between Far E ast and Russian Automobile Manufacturers’ Federation, Sunshine has good cooperation relationship with the construction units of the irrigation works system. Far East and Sunshine has ever agreed to do automobile business. This time, it is Sunshine offers the order of 100 self-dumping trucks from the irrigation works administrations of the Yangtze River to Far East. Both companies regard it as trade and cooperation as well, because both are middlemen or called as “go-between”. Their purpose is to let the sup plier and users on both ends happy and satisfied.Negotiation Stage: Technical exchange has already completed and both parties have reached consensus on such aspect; price interpretation and assessment have been done and now it comes to the haggling stage.Place/Time: Beijing, China, November, xxxx.2. The Negotiation Preplan of the Seller (sample)General Rules: Try to reach an agreement within 40 minutes, struggle to sell at the price of USD14,000-USD15,000/unit; and provide general after-sale service.Concession Design:Tactic Design:Chief negotiator:1) Makes a response according to the attitude of the opposite; greetings shall be brief.2) Briefly, concisely and clearly introduces members3) Asks for the opposite’s bid once only.4) Offers “USD17,500/unit, DAF Manzhouli”, then immedi ately asks the opposite for bid.5) If the opposite delays bidding, it is necessary to urge it again and again. Regardless of bid price, firstly it is necessary to reach consensus on delivery mode.6) Asks Mr. Tang, director of the logistics department, to explain price formation.Mr. Tang: If the opposite puts forward other delivery modes, should try to explain the advantages of DAF:1) Kamaz whole automobile plant is located in Irkutsk. If the delivery is made at Vladivostok, the freight for 900km railway will increase, . the price of one truck will increase by USD500, which is disadvantageous to both parties.2) Vladivostok is a military port where commercial ship cannot stop.3) Delivery at Manzhouli is the convention, which both parties are familiar with.Not letting the opposite’s interruption, immediately explain the meaning of “USD17,500/unit, DAF Manzhouli”.Purchase cost (USD16,000) + Freight (USD800) +Insurance premium (USD200) + Customs clearance fees (USD300) +Discharging fees (USD200).Chief negotiator: If the opposite insists on below USD13,000/unit, makes the first round of concession, in order to show sincerity.If the opposite does not agree and keeps on its bid, asks for the opposite’s marketinformation and asks Miss Meng, manager of the marketing department, to explain our market research report.Miss Meng: Presents market research report and then explains it.1) The new Kamaz model combines the technologies of Japan Mitsubishi and Czech Skoda, so the cost has increased. Show the picture of the new Kamaz model to the opposite.2) The price of Kamaz trucks exported to other countries has never been less than USD16,000/unit, and the yield of this new model at present is very limited.3) China is in large-scale construction period, whether the Yangtze River Three Gorges Project or the Olympics Project, a large number of self-dumping trucks are needed; the price in the Chinese market will not be less than USD15,500/unit.Chief negotiator:1) If the opposite objects and insists on its bid, should not concede if its bid does not increase above USD14,000 and stresses that USD16,000/unit is only for the truck, not including parts and after-sale service.2) If the opposite increases the price to above USD14,000, has the 2nd round of concession and sincerely explains this price is a price to defense cost with small profit.3) If the opposite mentions after-sale service etc before concession, should not respond to such issue; after the opposite increases the price above USD14,000, asks technical engineer Mr. Liu to explains after-sale service.Mr. Liu:Asks whether the opposite is concerned about after-sale service; then mentions the expensive parts, the disability to make the decision on and for behalf of the manufacturer and high cost for dispatching servicing personnel. And hints the opposite that no after-sale service preferential conditions are available unless the price increases above USD15,000.Chief negotiator:1) If the opposite mentions rivals to force us to decrease price, persuades them with the quality and performance of Kamaz trucks, presents quality guarantee in written and emphasizes the necessity of this transaction by means of mentioning cooperation relation in the past, agency responsibilities and cooperation in the future etc.2) Once the opposite party approaches USD 14,500/unit, provides 2% concession; when coming to USD14,900/unit, clearly states this is the final offer.3) If the opposite does not actively follow, asks Miss Li, officer of the financial department to explain settlement mode.Miss Li: From financial calculation angle, explains why we will be out of pocket if the price isbelow USD14,900.1) If the settlement is made in US Dollar, our exchange rate risk is larger than that of the opposite.2) If the settlement is made in cash, unless otherwise the opposite pays off in lump sum, every unit will get USD500 net lost.3) Keep requiring the opposite to open the irrevocable L/C with the guarantee of European Bank for Reconstruction and Development (EBRD), and no delivery will be made unless the opposite pays 1/5 of the total price as earnest money.Chief negotiator:1) If the opposite has the price above USD14,500/unit, it is recommended to close quotation decisively where proper.(2) Delivery mode, after-sale guarantee and settlement mode are the three major chips for this negotiation; no ravelment but promise according to actual situation is recommended.3) If the difference exists between USD14,500 and USD14,900 and time is urgent, explicitly tells the opposite to split the difference to close the quotationII. Knowledge Points for Negotiation Skills(i) Negotiation Power1. Negotiation Power and Negotiation SpaceThe correct meaning of negotiation power is the ability a negotiator has but the other negotiation parties are short of and that plays a crucial role in changing negotiation space.The so-called negotiation space refers to negotiation extent or the range for which an agreement can be reached.2. Case StudyNegotiation on Corporation Purchase CaseY Company (the buyer) intends to purchase X Company (the seller). Although the bid by Y Company for X Company is USD 18 million, Y Company actually thinks the value of X Company can reach up to USD 30 million and wants to buy X Company at any price less than USD30 million rather than lose such good opportunity; although X Company's offer is USD35 million, . it is willing to sell the company to Y Company at USD35 million, in fact it wants to sell the company at any price more than USD20 million rather than continue operating. In negotiation, both parties do not know the above information.Analyze the following questions:1) State the evaluation to the range in which an agreement can be reached after negotiation with drawings.2) With the existing knowledge and experience, analyze which tactics both parties will use in order to make negotiation space change advantageously.Answer 1:TheBoth parties can make full use of enforceability forces, for example, firstly have trustable and decided offer note, send believable threats to the opposite and control best alterative to negotiated agreement etc and improve negotiation conditions. In addition, actively put forward compensation and exchange principle, quote some advantageous rules or objective standards, reinforce negotiation information and knowledge storage and dispatch the negotiators easily accepted by the opposite etc, in order to make the negotiation space advantageous.Further study the case that Y Company (the buyer) intends to purchase X Company (the seller). Suppose, through the haggling of both parties, the following two possible results occur: Result 1: The mild negotiator of X Company agrees to sell X Company at USD22 million and thus the negotiation reaches an agreement and thus closes.Result 2: The tough negotiator of X Company keeps the price of USD28 million and thinks the only method to succeed in negotiation is to take tough attitude; obviously, the successful negotiation at this moment depends on the possibility that the negotiator of Y Company is mild and willing to pay USD28 million to buy X Company; however, once Y Company takes tough attitude, then the negotiation will be at a stand.Analyze the following questions:1) How to evaluate these two negotiation results? What eff ects will the “toughness” or “mildness” both parties bring on price negotiation and negotiation result? Then choose “toughness” or “mildness”?2) Is there the third negotiation result advantageous to both parties? If yes, what are the effective tactics to reach such negotiation result?Answer 2:1) If mild negotiators are dominant in the negotiation, the negotiation will be very smooth and reach an agreement; however, without doubt, X Company will have more concessions. If tough negotiators are dominant in the negotiation, if successful, X Company will get more benefits, but it will increase the risk of broken negotiation. Therefore, both methods are not optimal.2) The best negotiation result of course is that an agreement is reached at about USD25 million. Therefore, both parties should adhere to the negotiation opinion of cooperation and mutual benefit, completely exchange information and reduce difference and enlarge consensus with active and progressive attitude.(ii) Source of Negotiation Power1. Enforceability of Negotiation Bottom LineAs a whole, enforceability represents the ability of negotiators to decide, affect and change negotiation space by virtue of changing best alternative to negotiated agreement (BATNA). Negotiation is one of the means to accomplish such purpose: people attempt to have united action to achieve the result more satisfactory that that obtained by separate action. For such purpose, any negotiation party’s BATNA is the border of the negotiation space of value formation, a nd the value provided by any acceptable agreement cannot be lower than such border; otherwise, the negotiation will not reach an agreement and have to close. Therefore, if a negotiator can have trustable and decided offer note, send believable threats to the opposite and control best alterative to negotiated agreement etc, he may decide, restrict and affect negotiation space by means of changing BATNA and make the negotiation space advantageous to him and thus basically affect the negotiation progress.2. Use Compensation and Exchange Conditions ProperlyThis is the ability to create or expand possible agreement space for negotiation and thus to reinforce negotiation power. A negotiator can change negotiation items, increase new negotiationitems or reduce negotiation items to create negotiation common value and thus to create or expand possible agreement space for negotiation, reduce negotiation benefit conflicts and get in return the opposite to take and accept the actions advantageous to him. Therefore, if a negotiator seeks to increase negotiation items (in order to enlarge negotiation space) or reduce negotiation items (in order to lower the possible agreement space destroying the negotiation) within the adopted negotiation framework and firstly pays attention to the increase or decrease of the items stressing value creation, his ability to affect negotiation progress and negotiation result will be improved greatly.3. Comply with Rules and Objective StandardsIf a negotiator alleges his opinion is correct, legal and conforming, the opinion of the opposite on the negotiation space may change and thus make the negotiation space advantageous to him.Firstly, to some extent, historic or moral bases, objective or widely accepted standards and rules representing justice may restrict and affect the action of negotiators and thus have effective pressure on negotiators. Therefore, in negotiation, rules and objective standards will limit the negotiation space in the manner of being beneficial to the citing party, . the negotiator citing rules or objective standards can make the negotiation space advantageous to him.Secondly, historic or moral bases, objective or widely accepted standards and rules representing justice in relation to the negotiation topic are the moral dimensionality widely accepted among social organizations; therefore, in the determination of the possible agreement space for negotiation, they have the function of focusing. If negotiators make full use rules and objective standards, all negotiators can easily reach consensus on key matter as per commonly recognized rules; in addition, doing so can prevent the opposite from attributing concessions to one’s own disadvantage and thus harming dignity and face; as all know, the harm on negotiator dignity may worsen the negotiation space.4. Dispatch the Negotiator Recognized by the OppositeConviction, respect and recognition may increase individual sense of rights. This conclusion is applicable for negotiation action. The respect and recognition to the professional knowledge and negotiation ability of the opposite can cause him to follow and accept your opinion and proposal and may make him to change his opinion on the negotiation space and thus drive the negotiation progress advantageous toward you.5. Reserve Knowledge and InformationKnowledge and information may be the sources for the negotiation power of negotiators. By virtue of sufficient knowledge and professional ability, a negotiator can have effective communication with and conviction to the opposite and directly guide and affect the understanding of the opposite to negotiation space so as to make negotiation progress advantageous toward him. If the acquisition of sufficient information of a negotiator can change his cognition and understanding to the relation between matters and hidden benefits and thus reach affect and change negotiation space by means of affecting and changing other negotiators’ cognition to the value of reaching an agreement.As the sources to give and promote the negotiation power of negotiators, the above five factors all make the negotiation space change advantageously and thus affect negotiation progress and possible negotiation result. However, it is noticeable that the change of negotiation space does not mean the reaching of an advantageous agreement. Between changing negotiation space and the。

4 Narration
记叙文
Structure of the argumentation writing:
Introduction
Point1
Point2
Conclusion
Argumentation
Writing Tas
现实生活中有悲观者和乐观者，请结合自己学习经 历，根据以下要点，以I believe I can fly 为题，用 英语写一篇短文 about 100 words，参加某英语杂 志的写作比赛。内容要点： 1 生活中有悲观者和乐观者。 2 悲观缺乏梦想和自信，不会成功。 3 乐观和自信给人勇气、使人进步。 4 你的感悟。
Q2: What are the right attitudes towards happiness 1_______________________________________2 _______________________________________3_ ______________________________________
A magical quality Conditional
complicated
Group3: Read para5-7 and answer the questions
Q1:What is the definition for haade the grandmother happy _______________________________________ Q4: What is the psychologists’ opinion And does the author agree with it _______________________________________