求学快递网 商务英语
发布资讯
您当前的位置:首页 > 商务英语 > 2018年BEC剑桥商务英语高级阅读试题(2)

2018年BEC剑桥商务英语高级阅读试题(2)

上传时间: 2018-11-21 11:24:13 来源:用户上传
浏览量:957 评论数:0 举报
导读:   最新试题考后首发,并赠送最详细的答案解析,请广大考生密切关注求学考场公众号,或登录求学考场网站(http://ks.studyems.com/)免费做题。

  Read the following article on negotiating techniques and the question on the opposite page .

  For each question 15 – 20 , mark one letter (A, B, C or D ) on your Answer Sheet for the answer you choose.

  The Negotiating Table:

  You 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 behalf . 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 important 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 people at the end saying ‘yes”. 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 but they would 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 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. They may not like you but they will feel they can trust 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 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 verbal dexterity. Also, you should repeat back to them what they have said to show you take them seriously.

  Inevitably some 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 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 because when the lawyers get involved, everything gets slowed down as they argue about small details.

  De Cohen thinks that 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 blackmail. 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 to

  A put people at ease

  B remain detached

  C be competitive

  D impress rivals

  16 Many people say “no” to a suggestion in the beginning to

  A convince the other party of their point of view

  B show they are not really interested

  C indicate they wish to take the easy option

  D protect their company’s situation

  17 Dr Cohen says that when you are trying to negotiate you should

  A adapt your style to the people you are talking to

  B make the other side feel superior to you

  C dress in a way to make you feel comfortable.

  D try to make the other side like you

  18 According to Dr Cohen, understanding the other person will help you to

  A gain their friendship

  B speed up the negotiations

  C plan your next move.

  D convince them of your point of view

  19 Deals sometimes fail because

  A negotiations have gone on too long

  B the companies operate in different ways

  C one party risks more than the other.

  D the lawyers work too slowly

  20 Dr Cohen mentions children’s negotiation techniques to show that you should

  A be prepared to try every route

  B try not to make people feel guilty

  C be careful not to exhaust yourself

  D control the decision-making process.

  参考答案:15 B 16D 17A 18D 19B 20 A

  15.第一段有这样一句话needs to avoid being too adversarial,也就是说要保持客观,公正,超然,所以选择B。

  16.从第二度最后一句话可以看出,Top management may well reject the idea initially because it is the safer option but they would not be there if they were not interested.应该选择D。

  17.第三段,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.所以选择A。

  18.You do not need to become their best friends but being too clever will alienate them. you should repeat back to them what they have said to show you take them seriously.所以选择D。

  19.从第四段的这句话可以看出,More common is a corporate culture clash between companies, which can put paid to any deal.选择B


赞(67 不喜欢(0 收藏
免责声明 : 本站为免费网络服务提供商,为注册用户提供免费信息存储空间服务,网站所有信息均为用户自行发布并由用户承担相应法律责任,本站不对用户发布的信息进行修改及审核,不对发布信息的真实性及合法性负责,如涉及侵权或者信息违法的请你及时与本站联系进行删除以保障你的合法权益。详情可阅读本站免责声明

相关推荐:

发表评论 用户评价仅供其表达个人意见,与本站无关

还可以输入235个字

最热评论

new 最新评论

大家都在看
>
  • 2018年BEC剑桥商务英语高级阅读试题...

    11-21 去看看
  • 2018年商务英语口语900句(7)

    11-21 去看看
  • 2018年商务英语初级口语练习(9)

    11-21 去看看
  • 2018年商务英语考试初级写作范文:公司...

    12-17 去看看
  • 2019年商务英语考试报名费用

    12-17 去看看
  • 2019年剑桥商务英语考试报名条件

    12-17 去看看
  • 2018年商务英语考试高级写作词汇及例句...

    12-17 去看看
  • 2018年商务英语中级口语词汇:银行

    11-21 去看看
  • 2018初级商务英语通关词汇:S

    11-21 去看看
  • 2019年BEC商务英语口语考察范围

    12-17 去看看
  • 2018年商务英语口语900句(10)

    11-21 去看看
  • 宁夏2018下半年商务英语准考证打印时间...

    11-20 去看看
  • 2018年商务英语考试初级写作范文:商品...

    11-20 去看看
  • 2018年商务英语初级口语练习(15)

    12-17 去看看
  • 2018年初级商务英语写作范文(1)

    11-21 去看看

建议反馈表

非常感谢您给我们提出的问题或建议,我们会尽快处理! ×

反馈类型:

问题描述:

您的联系方式:

客服电话:020-2986-0669

×
投诉举报
选择举报类型
×
投诉举报
填写并确认举报信息
为了确保问题能及时得到处理,请务必保证您提交的信息真实有效、清晰完整

*举报理由:

*举报描述:

截图证明:

×
投诉举报
填写并确认举报信息
为了确保问题能及时得到处理,请务必保证您提交的信息真实有效、清晰完整

*举报描述:

*原文链接:

联系方式:

截图证明:

×
投诉举报

当您发现本站有涉及个人的侵权内容时,建议您先尝试与当事人沟通解决问题。 如果您无法联系到当事人,您可通过此渠道提交举报诉求。

根据求学快递网侵权举报规范,您需要向我们提交您的个人信息,其中包括身份证明。如您确认已准备齐全,可点击下方按钮进入诉求提交页。

如果您举报的仅仅是辱骂等不友善内容,无需提交证明资料,可返回上一步点击【包含有害内容>辱骂、歧视、挑衅和诽谤等不友善信息】直接举报。
×
投诉举报

当您发现本站有涉及企业的侵权内容时,建议您先尝试与当事人沟通解决问题。 如果您无法联系到当事人,您可通过此渠道提交举报诉求。

根据求学快递网侵权举报规范,您需要向我们提交您企业和个人的证明材料。如您确认已准备齐全,可点击下方按钮进入诉求提交页。

如果您举报的仅仅是辱骂等不友善内容,无需提交证明资料,可返回上一步点击【包含有害内容>辱骂、歧视、挑衅和诽谤等不友善信息】直接举报。
×
投诉举报
填写并确认举报信息
为了确保问题能及时得到处理,请务必保证您提交的信息真实有效、清晰完整

*举报理由:

举报描述:

截图证明: