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高级商务英语

(BEC)

考试历年真题

BEC

商务英语高级考试历年真题

(1)

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

‘

yes

”

. This can be a problem because one

two people at the end saying

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 makethem 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 Cohensuggests

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 becometheir

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.

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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 Mumrefuses 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.

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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.

Dconvince 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.

关于

negotiating techniques

的文章。

传统的阅读题型，相对比较容易。

15

题，答案很明显：

he says this helps him drain the emotional content from

his conversation

。帮助他抽离他的谈话中 的感情成分。要想选对，只需要知道选项

B

中

detached

的含义：

not reacting to or becoming involved in something in an

emotional way

16

< /p>

题，这题貌似只能采取排除法。因为几个选项和原文的对应都不是太明

显。问为什么很多人在一开始要对一个建议说“不”。

答案是第二段的最后一

句：

Top managementmay well reject the idea initiallybecause it is

the safer

。最高

option but they would not be there if they were not interested.

管理层在一开始可能会拒绝这个建议，

因为这样是一个更安全的选择。

但是如果

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