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Conversation 2
对话二
W: Mr. Green, is it fair to say that negotiation is an art?
W: 格林先生，可以把谈判比作艺术吗？
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.
M: 我认为它既是艺术又是科学。你可以从科学性上做谈判的准备，但是在谈判的执行上又与一个人的艺术素养有关。科学的谈判是决定自己策略的一部分。你从中想得到什么？你能够给予什么？当然之后还要有战术。你要怎么做？在一个与你期待的目标相背离的谈判中，你是采取一个开放的姿态吗？当然这里还有行为因素。
W: What do you mean by the behavioral aspects?
W: 行为因素指的是什么？
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.
M: 这就是关于艺术的部分。行为上，你可以是演技派。你可以对自己喜欢的事情装出不感兴趣的样子；或者对自己不感兴趣的事装出喜欢的样子；或者你可以成为合作伙伴熟悉的、直来直去的谈判者。但是我认为，在谈判中能迅速抓住要点并做出回应会使谈判更有艺术性。这些要点可以是口头暗示或肢体语言。这就是艺术素养的方面。
W: So really, you see two types of negotiator then, the actor or the honest one.
W: 所以你看到了两种谈判人：演技派和诚实派。
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.
M: 是的。两者都管用。在一些情况下，诚实的谈判人很起作用，但在其他情况下，你需要演技派谈判人。
Question 23 to 25 are based on the conversation you have just heard.
基于你听到的回答问题23至25。
Question 23. When is a scientific approach best embodied in a negotiation according to the man?
问题23. 科学性在什么时候能最好的体现在谈判中。
Question 24. In what way is a negotiator like an actor according to the man?
问题24. 谈判者如何表现得像一个演员？
Question 25. What does the man say about the two types of negotiator?
问题25. 关于这两种谈判者，男士说了什么？
