【正确答案】 B

【答案解析】[解析] 23-30
M1: You once said that you approach the art of negotiation as a game. Why.'?
M2: Oh, as I am usually negotiating for somebody else, this helps me drain the emotional content from my conversation. The starting point for any deal is to identify exactly what you want from each other. More often than not, one party will be trying to persuade the other round to their point of view.
M1: Because we hope to reach an agreement at the end.
M2: Yes, negotiation requires two people at the end saying "yes". But, this can be a problem because one of them usually begins by saying "no". However, although this can make talks more difficult, this is often just a starting point in the negotiation game. Top management may well reject the idea initially because it is the safer option to take advantage in the following negotiation.
M1: It is generally believed that skilled negotiators are smooth operators in smart suits, yes?
M2: Not exactly, one of my strategies is to dress down, so that the other side can relate to you. Pitch your look to suit your customer. You do not need to make them feel better than you, but, for example, dressing in a style that is not overtly expensive or successful will make you more approachable. People will generally feel more comfortable with somebody who appears to be like them rather than superior to them.
M1: Well, they may not like you but they will feel they can trust you.
M2: Sure. And the best way to sell your proposal is by getting into the world of the other side. Ask questions rather than give answers and take an interest in what the other person is saying.
M1: Sometimes even if you think what they are saying is silly, umh...
M2: You do not need to become their best friends but being too clever will alienate them. A lot of deals are made on impressions. Do not rush what you are saying, put a few hesitations in, do not try to blind them with your quick mind. Also, you should repeat back to them what they have said to show you take them seriously.
M1: What about some difficult situations? Inevitably some deals will not succeed.
M2: Generally, the longer the negotiations go on, the better chance they have, because people do not want to think their investment and energies have gone to waste. However, joint venture can mean joint risk and sometimes, if this becomes too great, neither party may be prepared to see the deal through. Even having agreed a deal, things may not be tied up quickly, because when the lawyers get involved, everything gets slowed down as they argue about small details.

对话中提到“...this helps me drain the emotional content from my conversation.”意为这样可以排除我交谈中一些情绪化的内容，可以让我更客观更理性地商谈。