歷年BEC商務(wù)英語高級考試真題(20211010023112)

1、歷年 BEC 商務(wù)英語高級考試真題 14The Negotiating TableYou can negotiate virtually anything. Projects, resources, expectations and deadlines are all outcomes of negotiation. Some people negotiate deals for a living. Dr Herb Cohen is one of these professional talkers, called in by companies to negotiate on their?b

2、ehalf . He approaches the art of negotiation as a game because, as he is usually negotiating for somebody else, he says this helps him drain the emotional content from his conversation. He is working in a competitive field and needs to avoid being too adversarial. Whether he succeeds or not, it is i

3、mportant to him to make a good impression so that people will recommend him.The starting point for any deal, he believes, 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. Negotiation requires two p

4、eople at the end saying yes. This can be a problem because one of them usually begins by saying“ nog. hHowevthis 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 but they would

5、 not be there if they were not interested.It is a misconception that skilled negotiators are smooth operators in smart suits. Dr Cohen says that one of his 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 b

6、etter 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. They may not like you but they will feel they can trus

7、t you.Dr Cohen suggests that 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, even if you think what they are saying is silly. You do not need to become their best friend

8、s 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 verbal dexterity. Also, you should repeat back to them what they have said to show you take them seriously.Inevitably some

9、deals will not succeed. 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

10、 to see the deal through . More common is a corporate culture clash between companies, which can put paid to any deal. Even having agreed a deal, things may not be tied up quickly becausewhen the lawyers get involved, everything gets slowed down as they argue about small details.De Cohen thinks that

11、 children are the masters of negotiation. Their goals are totally selfish. They understand the decision-making process within families perfectly. If Mum refuses their request , they will troop along to Dad and pressure him. If al else fails, they will try the grandparents, using some emotional black

12、mail. They can also be very single-minded and have an inexhaustible supply of energy for the cause they are pursuing. So there are lesson to be learned from watching and listening to children.15 Dr Cohen treats negotiation as a game in order toA put people at easeB remain detachedC be competitiveD i

13、mpress rivals16 Many people say “ no to a suggestion in the beginnirtg華0考試網(wǎng)A convince the other party of their point of viewB show they are not really interestedC indicate they wish to take the easy optionD protect their company's situation17 Dr Cohen says that when you are trying to negotiate y

14、ou shouldA adapt your style to the people you are talking toB make the other side feel superior to youC dress in a way to make you feel comfortable.D try to make the other side like you18 According to Dr Cohen, understanding the other person will help you toA gain their friendshipB speed up the nego

15、tiationsC plan your next move.Dconvince them of your point of view19 Deals sometimes fail becauseA negotiations have gone on too longB the companies operate in different waysC one party risks more than the other.D the lawyers work too slowly20 Dr Cohen mentions children's negotiation techniques

16、to show that you shouldA be prepared to try every routeB try not to make people feel guiltyC be careful not to exhaust yourselfD control the decision-making process.關(guān)于 negotiating techniques 的文章。 傳統(tǒng)的閱讀題型，相比照擬容易。15 題，答案很明顯： he says this helps him drain the emotional content from his con versatio n。幫助

17、他抽離他的談話中的感情成分。要想選對，只需要知道選項B中 detached 的含義： not reacting to or becoming involved in something in an emotional way16 題，這題貌似只能采取排除法。因為幾個選項和原文的對應(yīng)都不是太明顯。問 為什么很多人在一開始要對一個建議說 “不。答案是第二段的最后一句： Top management may well reject the idea initially because it is the safer option but they would not be there if they

18、 were not interested. 。管理層在一開始可能會拒絕這個建 議，因為這樣是一個更平安的選擇。但是如果他們真的不感興趣的話，他們就不 會在那里談判了。A在這段文字中沒有提到，B不對，他們肯定是感興趣的， C也不對沒有提到，原文說的是safer option。選D，之所以會拒絕，因為從維護公司利益的角度，這樣是一個 safer option。17題，答案也很明顯： Dr Cohen says that one of his strategies is to dress down so that the other side can relate to you這里的兩個詞組可以解釋下： dress down: to wear clothes that are more informal than the ones you would usually wear relate to :to feel that you understand someone' s problem, situation etc 所以這個句子意思是穿的不那么正式， 這樣可以讓另一方接近你。 也就是 A 說的 是你的風(fēng)格適應(yīng)你的談判對象。C不對，不是 m