Even when you use other interest-arousing lures in a speech introduction, you should always __________.

, 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. 27 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.

, such as trying to devise a better way to measure attitudes toward music or looking for a better way to teach mathematics. The library can be equally helpful when we are doing something very formal, such as writing a dissertation (学位论文) or preparing an article for publication in a professional journal. In either case, our goal should be to use the library as a useful tool to help us understand and solve our problem.

The following sections of this chapter will describe specific resources available in many libraries. In some cases you may already be aware of a resource and may use it frequently and successfully. In other cases you may be completely unfamiliar with a resource. Your goal should be to become aware of what is available and to know how to use each of these resources to help you solve the problem they are designed to solve.

When educators have a piece of information that they want to share with their colleagues, they often make this information available in professional journals or at professional meetings. It would often be useful to have access to such information, and this chapter will describe the special services that enable us to locate such information.

1. The library resources can be helpful when we _______.

A.want to find a better way to measure attitudes toward music

B.are preparing a paper for a professional journal

C.are writing a dissertation

D.All of the above

2.The familiarity of readers with different resources _______.

A.is more or less the same

B.varies slightly

C.differs greatly

D.should not be different

3.The author believes that _______.

A.library resources should be used frequently and completely

B.library resources cannot be made good use of if they are not available to us

C.one is supposed to be aware of the library resources that are usually not available

D.one is supposed to have good knowledge and make good use of resources

4.When educators wish to share some information with their colleagues, they often _______.

A.publish it in a professional journal

B.attend professional meetings

C.get access to it in the library

D.make use of some library services

5. The chapter in question _______.

A.mainly deals with the ways of dissertation writing

B.presents information on publishing papers in professional journals

C.introduces some library services

D.describes some professional meetings

Describe an instance where you made effective use of facts to secure

the agreement of others.

短文理解

听力原文： In the United States, even if you decide that you do not want to borrow in order to go on vacation, it is still a good idea for you to have several major credit cards. These provide positive identification when renting an automobile and can be used for the deposit. The credit card receipts will serve as an accurate record of all hotel, plane, train, and restaurant expenses. The use of credit cards avoids the necessity of carrying large amount of cash, purchasing large amounts of traveler's cheeks and keeping track of them, or attempting to use personal checks in places other than your own locality.

Many major credit cards provide an instant cash service in case you run out of money. American Express, for example, has set up machines in major airports in which you can purchase traveler's checks using your American Express card.

21. The credit card receipts will serve as accurate record for all but which of the following choices？

22.Which of the following is not true about the use of credit card？

23.Concerning the advantages of credit cards, which of the following is true？

24.According to the passage, which card has set up machines in major airports？

(21)

A．hotel expenses

B．stock exchange

C．plane expenses

D．restaurant expenses

to use English when talking to different people within your company who don't speak your language; these may be colleagues or co-workers, superiors or subordinates-who may work with you in your own department, in another part of the building or in another branch. And you may also have to deal in English with people from__________ the organization: clients, suppliers, visitors and members of the public. Moreover, these people may be friends, acquaintances or strangers-people of your own age, or people who are__________ or older than you. The relationship you have with a person determines the kind of language you use. This relationship may even affect what you say when you meet people: for example, it's not__________ to say “Hi, how are you!” when meeting the Managing Director of a large company or to say “Good morning, it's a great pleasure to meet you” when being introduced to a person you'll be working closely with in the same team. Remember that people form. an impression of you from the way you speak and behave-not just from the__________ you do your work. People in different countries have different ideas of what sounds friendly, polite or sincere-and of what sounds rude or unfriendly! Good manners in your culture may be considered bad manners in another. Remember also that your body language, gestures and expression may tell people more about you than the words you use.

The Right Way to Motivate Employees

It’s important for a CEO to be passionate and enthusiastic, but there’s a line of professionalism that must always be maintained.

According to a report from the technology website Venture Beat, PayPal CEO David Marcus wrote a critical letter to his employees blaming them for not using PayPal products and encouraging them to leave if they didn’t have the passion to use the products they work for.

According to the website, part of the leaked letter reads:

“It’s been brought to my attention that when testing paying with mobile at Cafe 17 last week, some of you refused to install the PayPal app, and others didn’t even remember their PayPal passwords.That’s unacceptable to me, and the rest of my team, everyone at PayPal should use our products where available.That’s the only way we can make them better, and better.”

“In closing, if you are one of the folks who refused to install the PayPal app or if you can’t remember your PayPal password, do yourself a favor, go and find something that will connect with your heart and mind elsewhere.”

While not obvious at first, the letter reveals a problem of morale and culture at PayPal.As an executive, you certainly want your employees to use and promote your products.However, when faced with a situation where staff isn’t embracing what they make, you need to investigate the root of the problem -- not threaten.

When faced with internal problems, good executives start by asking “why”.They reach out to their executive team first and then to the entire staff to find the root of a problem and how to fix it.Sending out a one-sided note about the problem is not leading, it’s retreating.

Leadership starts by listening.Good executives need to get out among the staff and ask questions and listen without judgment or reaction.The fact that company employees are not embracing and using its products is a failure of leadership that Marcus needs to address by self-reflection.At the end of the day, if his employees have to be forced to use the app, how can he expect consumers to want to willingly pay to use it？ Marcus should have focused on three questions:

• Why are you not using the app？

• What is it that we can do to ensure you use our app？

• What do you need from me？

1.A CEO only needs to be passionate and enthusiastic.()

2.It is not professional that PayPal CEO blames his employees not to use PayPal or forget PayPal passwords.()

3.“A one-sided note” refers to the root of PayPal’s problem.()

4.When faced with internal problems, good executives find the root of a problem in their executive team first.()

5.Good executives need to give feedback immediately when they are listening to the staff.()

t. Even when people in different countries eat the same food, they often prepare it very differently. If you were in Germany, you would find soup that is thick and heavy. If you were in China, you would find soup that is thin and clear. On holidays most of us eat special foods. Year after year, even if many other things change, the food is always the same. Sometimes housewives begin weeks in advance to prepare the special foods that are traditionally served on certain holidays.

People in different parts of the world also have different ideas about what is good to drink. Among the most popular hot drinks are coffee and tea. Coffee is very popular in northern Europe and in the Middle East. Some people put cream and sugar in their coffee. But in the United States, many people drink their coffee "black" that is without cream or sugar. Tea is the national drink in China, Japan, and other Oriental(东方的) countries. In the Orient, people drink tea without sugar. But in England where it is also a national drink, many people use both sugar and hot or cold milk in their tea.

People in different parts of the world______.

A．cook the same food in different ways

B．like the same kinds of food

C．have the same ideas about foods

D．know how to prepare the same food

Psychologists have discovered that even the most independent-minded of us will conform. to social pressure when we are with a group of people. In one classie experiment, people were showna vertical line and asked to find a line of identical length from a selection of three.

You might think that this is an absurdly easy task, and when people perform. it by themselves they do it very well. However, psychologists have discovered that we are very easily swayed by the opinions of other people when we do this task in a group. In one study, a group of three people was set up,where two of the people were confederates(同伙 )of the experimenter.When the confederates deliberately gave wrong answers,people were often swayed to give the wrong answer also. In fact, 75% of people gave at least o ne wrong answer, with some people conforming to peer pressure on every occasion.

But why do people conform. in this way？ In an easy task like this, it seems that people do not want to step out of line with the prevailing opinion of the group. On more difficult tasks, people also conform. because they lose onfidence in their own ability to make decisions and prefer to trust the majority opinion instead.

A typical example of this kind of conformity arises when we come across people in distress. Would you help a woman who has been attacked in the street？It turns out that you are much more likely to go to her assistance if you are alone.When other people are also around,a diffusion of responsibility occurs. People are paralysed into inaction, because everyone assumes that someone else will go to the woman' s assistance.

25. In Paragraph 1, the underlined word "conform" probably means“ ()”.

A.seek independence

B.disobey orders

C.seek pleasure

D.follow what others do

26.What is the purpose of the experiment described in Paragraph 2？ To().

A.explain why people would be influenced by the opinions of others

B.prove that people are easily influenced by the opinions of others

C.train the confederates of the experimenter as independent-minded

D.describe how people would be influenced by the opinions of others

27.In the last paragraph, according to the author,why wouldn’t one help the woman ？He().

A.thinks he has no responsibilities to give a hand

B.thinks he has has nothing to do with it

C.is too shy to give his helping hand

D.thinks someone else will offer assistance

28.What method does the author mainly use to develop the text？ (

A.Giving examples.

B.Cause-effect analysis.

C.Comparative analysis.

D.Process analysis.