Conversation Two
　　W: Mr. Green, is it fair to say that negotiation is an art?
　　M: Well, I think it’s both an art and science. You can prepare for a negotiation quite scientifically, but the execution of the negotiation has quite a lot to do with one’s artistic quality. The scientific part of a negotiation is in determining your strategy. What do you want out of it? What can you give? Then of course there are tactics. How do you go about it? Do you take an opening position in a negotiation which differs from the eventual goal you are heading for? And then of course there are the behavioral aspects.
　　W: What do you mean by the behavioral aspects?
　　M: Well, that’s I think where the art comes in. In your behavior, you can either be an actor. You can pretend that you don’t like things which you are actually quite pleased about. Or you can pretend to like things which you are quite happy to do without. Or you can be the honest type negotiator who’s known to his partners in negotiation and always plays everything straight. But the artistic part of negotiation I think has to do with responding immediately to cues one gets in the process of negotiation. These can be verbal cues or even body language. This is where the artistic quality comes in.
　　W: So really, you see two types of negotiator then, the actor or the honest one.
　　M: That’ right. And both can work. I would say the honest negotiator can be quite effective in some circumstances. In other circumstances you need an actor.
　　Q23. When is a scientific approach best embodied in a negotiation according to the man?
　　Q24. In what way is a negotiator like an actor according to the man?
　　Q25. What does the man say about the two types of negotiator?
　　【答案】
　　23. In the preparatory phase.
　　24. He behaves in a way contrary to his real intention.
　　25. Both can succeed depending on the specific situation.
　　【點(diǎn)評】
　　本長對話主要是關(guān)于談判的藝術(shù)性和科學(xué)性。談判的科學(xué)性部分主要體現(xiàn)在談判策略，而談判的藝術(shù)性則體現(xiàn)在表現(xiàn)上。這里可以歸為兩類，一是“演技派”，二是“誠實(shí)派”。另外，談判的藝術(shù)性還與對談判過程中獲得的口頭暗示、肢體語言進(jìn)行及時(shí)反應(yīng)有關(guān)。最后男士指出根據(jù)不同場合，無論是“誠實(shí)派”，或是“演技派”談判者都能起到各自的效果。
　　本對話中的關(guān)鍵詞有：negotiation：談判；strategy：策略；behavioral：行為的。