Part 1. Definition
In this task, you will be shown a conversation. You need to write a question with three choices for the conversation. Your question should be answerable based on the conversation and only have one correct answer. Note that you don't need to answer your question. "W" and "M" in the conversations stand for "woman" and "man".
Part 2. Example
W: The movie next Tuesday has been cancelled due to lack of interest. M: What do you mean? W: Well, by last night only a few tickets has been sold.
Answer: What can we conclude about the movie? (A) They want to buy the tickets for the movie. (B) The tickets for the movie were sold. (C) The movie will not be shown.
Explanation: This is a good example. Based on the conversation, the movie has been canceled, and it will not be shown. We could understand that only option (C) is correct. As mentioned in the conversation, only a few tickets have been sold, so option (B) is incorrect. We don't know if they wanted to buy a ticket or not, so option (A) is incorrect as well.
Part 3. Exercise
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's 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.
Answer:
When is a scientific approach best embodied in a negotiation according to the man? (A) In giving concessions. (B) In the concluding part. (C) In the preparatory phase.