2020商务英语BEC高级阅读题精讲（4）
发布时间：2020-08-02
在商务英语考试备考过程中，好的习题能够达到事半功倍的效果。下面是51题库考试学习网带来的历年真题练习内容，供大家学习。
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: 15-20 BDADBA
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
以上就是51题库考试学习网今日为大家分享的真题练习，小伙伴们赶紧学习起来！
下面小编为大家准备了 商务英语考试 的相关考题，供大家学习参考。
? Read this part of a note from Emma Jackson, boss of a French travel agency.
We are thinking of printing a brochure to introduce tourist attractions and accommodation facilities in Europe. Please contact the major hotels and scenic spots and the like and invite them to make advertisements.
? Write a letter to Hotel Mecure:
? giving a brief self-introduction
? saying what kind of brochure you are going to print
? stating the rate of advertising
? asking for a prompt reply.
? Write 60-80 words.
? Write on your Answer Sheet.
Dear Manager, We write to introduce ourselves as one of the leading travel agencies in France. We are going to print a brochure to introduce some tourist attractions and accommodation facilities in Europe for distribution at Hong Kong International Tourist Fair this year. Would you like to advertise your hotel in our brochure? The rate is 1,000 for 1/2 page. We are looking forward to your early reply. Yours faithfully,
You can go to every part of America from this city.
B
— You are the manager of the marketing department in your company. A new assistant manager has recently been appointed and will start work soon.
— Write an email to all staff in the department:
— explaining the need for the appointment
— saying when the assistant manager will start work
— describing the experience the assistant manager has.
— Write 40 - 50 words.
From: Candace Woodward
To: All marketing staff
Subject: New assistant manager
To support our strategy of growing sales in our Asian and African markets, a new position of assistant manager has been created. Paul Fisher has been appointed, and will start on 1st September Paul has worked for several years in marketing toys, concentrating on the Far East.
Dear Sirs,
The order mentioned above was delivered to our warehouse 2 days after it arrived in Chicago 8th Jan. and we regret that we have to complain about the conditions in which we received it.
In our order we stipulated that we required four dozen of your men's suits pattern CS/7, and in your invoice, No. CP/78, you charged us for this quantity, but it is clear that you have packed only three dozen in Case 3, 【B1】______ . We would therefore appreciate an explanation and your prompt action to send us the missing dozen suits.
Very much more serious is the condition of the ladies' trousers suits that you packed in Case 2. Of the six dozen that this case contains, 【B2】______ . It is quite clear that this is solely due to the totally inadequate way in which they had been packed for you had not lined the case with any waterproof paper. 【B3】______
【B4】______ , whereas in our order we had stated that we required your pattern CS/9 which is stated in your catalogue as being made up from heavy-weight material. There is no market here for tropical suits, and so we must emphasize 【B5】______ .
We must stress that the mistakes that you have made in this first order we have placed with you have caused considerable problems for us. We had hoped to include your products in the Spring Sale that is due to open at the end of February, but as it is, it is now clear that we shall not be able to do so. We wish to stress, therefore, that unless you take immediate action to correct the mistakes that you have made, 【B6】______ .
We now expect your prompt reply.
Yours,
Faithfully
A. please correct all the mistakes as soon as possible
B. that we expect you to replace these suits that have been wrongly delivered with those we ordered without delay
C. we shall certainly not consider further orders with you and shall report your company to the American Trade Promotion Office in New York
D. and we think the price is a little bit too high
E. forty have become very sodden in transit and most of these show signs of rotting
F. we are also surprised that you appear to have sent us three dozen lightweight gentlemen's suits in Case 1
G. we therefore expect your prompt action to remedy this situation
H. and there is no sign of the missing dozen in either Case 1 or 2
【B1】______
H
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