(完整版)高级商务英语[BEC]考试历年真题
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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<
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(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
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.
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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
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.
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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
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。
< br>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
management
may
well
reject
the
idea
initially
because
it
is
the
safer
option
but they would not be there if they were not inter
ested.
。最高
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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