BEC高级阅读真题及答案三

2014-01-08 21:57:52来源：可可

　　BEC剑桥商务英语证书在中国被认可的主要以外资企业居多，特别是英联邦和欧盟成员国家的企业。BEC在外企及外籍人士中认可度还是很高的。

　　PART THREE

　　Questions 15– 20

　　Read the following article on negotiating techniquesand the question on the opposite page .

　　For each question 15 – 20 , mark one letter (A, B, Cor D ) on your Answer Sheet for the answer youchoose.

　　The Negotiating Table:

　　You can negotiate virtually anything. Projects, resources, expectations and deadlines are alloutcomes of negotiation. Some people negotiate deals for a living. Dr Herb Cohen is one ofthese professional talkers, called in by companies to negotiate on their behalf . He approachesthe art of negotiation as a game because, as he is usually negotiating for somebody else, hesays this helps him drain the emotional content from his conversation. He is working in acompetitive field and needs to avoid being too adversarial. Whether he succeeds or not, it isimportant 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 eachother. More often than not, one party will be trying to persuade the other round to their pointof view. Negotiation requires two people at the end saying ‘yes”. This can be a problem becauseone 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 rejectthe idea initially because it is the safer option but they would not be there if they were notinterested.

　　It is a misconception that skilled negotiators are smooth operators in smart suits. Dr Cohensays that one of his strategies is to dress down so that the other side can relate to you. Pitchyour look to suit your customer. You do not need to make them feel better than you but, Forexample, dressing in a style that is not overtly expensive or successful will make you moreapproachable. People will generally feel more comfortable with somebody who appears to be likethem 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 theother side. Ask questions rather than give answers and take an interest in what the otherperson 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 onimpressions. Do not rush what you are saying---put a few hesitations in , do not try to blindthem with your verbal dexterity. Also, you should repeat back to them what they have said toshow you take them seriously.

　　Inevitably some deals will not succeed. Generally the longer the negotiations go on, the betterchance they have because people do not want to think their investment and energies have goneto waste. However , joint venture can mean joint risk and sometimes , if this becomes toogreat , neither party may be prepared to see the deal through . More common is a corporateculture 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 getsslowed 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 theirrequest , they will troop along to Dad and pressure him. If al else fails, they will try thegrandparents, using some emotional blackmail. They can also be very single-minded and havean inexhaustible supply of energy for the cause they are pursuing. So there are lesson to belearned 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.

　　答案:15 B 16D 17A 18D 19B 20 A

　　15.第一段有这样一句话needs to avoid being tooadversarial，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 maywell reject the idea initially because it is the saferoption but they would not be there if they were notinterested.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 canrelate 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. youshould 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。

　　20.最后一段讲了孩子怎样通过各种途径达到自己追求的目标。所以选择A。

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