听力题 Near Rackman and others of the Horse way research group have done some research into the differences between average and good negotiators. They found negotiators with the good trade record and studied them in action. They compared them with another group of average negotiators and found there was no difference in the time the two groups spent on planning their strategy. However, there were some significant differences on other points. The average negotiators thought in terms of the present, but the good negotiators took a long-term view. They made lots of suggestions and considered twice the number of alternatives. The average negotiators set their objectives as single points. "We hope to get two dollars", for example. The good negotiators set their objectives in terms of a range, which they might formulate as "we hope to get two dollars, but if we get one dollar fifty, it will be all right." The average negotiators tried to persuade by giving lots of reasons. They used a lot of different arguments. The good negotiators didn''t give many reasons. They just repeated the same ones. They also did more summarizing and reviewing, checking they were understood correctly.