【正确答案】
A
【答案解析】[听力原文] 23-30
Don: Edward, I've looked through the draft contract to Ernest Mark. I see you've covered package, insurance, late delivery penalties and you did well to make him to be more flexible over terms of payments. Well done. Now we can get the contract finalized.
Edward: Before I go, can we have a chat?
Don: Sure, what about?
Edward: Don, I've been with this company for six months. Now, I want to talk about my future.
Don: Is there a problem? Aren't you happy here?
Edward: Yes, but I want to know what plans you have for me. I feel I've made good progress here over the last six months. What do you think?
Don: I agree. We are very happy with what you' ve done. Of course you did make a few mistakes, especially early on. But generally I see you as an important part of the team.
Edward: That's good to hear, thank you. I feel I've learnt a lot here in the last few months. Obviously six months ago, I couldn't negotiate a large deal with Ernest Mark, but now, I can.
Don: Let's be open, Edward. Are we talking about salary?
Edward: It's not just a question of money, Don. I want to look at the whole package. It's salary, performance-related bonus, a company charge card, an expense account, a car and a more responsible position.
Don: I think we should sit down, don't you?
Edward: Why not?
Don: Edward, if you insist on a car, then I can't offer you such a large salary increase, and we have to find some compromise on the performance-related bonus.
Edward: I think I'm worth the salary.
Don: I'm prepared to offer you a large bonus, but if you accept it, you have to accept a smaller salary increase.
Edward: Could you be more precise?
Don: If you accept a 15% increase in salary, then I can add an extra 5% on that bonus figure. That represents a 14% increase next year if you make your target.
Edward: OK, if you make that a 17% salary increase, I think we can reach agreement.
Don: OK.
Edward: ...which leaves just the matter of a car.
Don: But Edward! I said the salary increase was conditional on making a concession on a car.
Edward: I accept a smaller car.
Don: All right, and let's go through all this points again.... Klein is going to kill me. Where do you learn to negotiate?
Edward: You taught me everything, Don.