商務(wù)英語BEC高級真題及答案
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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 interesst 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 Cohensays 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.
關(guān)于negotiating techniques的文章。 傳統(tǒng)的閱讀題型，相對比較容易。
15題，答案很明顯：he says this helps him drain the emotional content from his conversation。幫助他抽離他的談話中的感情成分。要想選對，只需要知道選項B中detached的含義：not reacting to or becoming involved in something in an emotional way
16題，這題貌似只能采取排除法。因為幾個選項和原文的對應(yīng)都不是太明顯。問為什么很多人在一開始要對一個建議說“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 interested.。最高管理層在一開始可能會拒絕這個建議，因為這樣是一個更安全的選擇。但是如果他們真的不感興趣的話，他們就不會在那里(談判)了。A在這段文字中沒有提到，B不對，他們肯定是感興趣的，C也不對沒有提到，原文說的是safer option。選D，之所以會拒絕，因為從維護公司利益的角度，這樣是一個safer option。
17題，答案也很明顯：Dr Cohen says that one of his strategies is to dress down so that the other side can relate to you.這里的兩個詞組可以解釋下：
dress down: to wear clothes that are more informal than the ones you would usually wear
relate to :to feel that you understand someone's problem, situation etc
所以這個句子意思是穿的不那么正式，這樣可以讓另一方接近你。也就是A說的是你的風格適應(yīng)你的談判對象。C不對，不是make you feel comfortable，而是make others feel comfortable。D也不對，可能會誤選，不是讓別人喜歡你，like太夸張了，只是容易接近。
18題，答案在第四段的第一句話：Dr Cohen suggests that the best way to sell your proposal is by getting into the world of the other side.。走進另一方的世界，就是原文說的understanding the other person，目的是為了sell your proposal，也就是讓對方接受你的建議，選D。
19題，談判失敗的原因，答案是第五段的這么一句：More common is a corporate culture clash between companies, which can put paid to any deal。公司文化沖突導(dǎo)致的。文化沖突，就是兩個公司在運作、理念等等上的不一致，選C：兩個公司以不同的方式運作。
20題，為什么要借鑒小孩子的辦法，原文最后一段提到小孩子的辦法就是，爸爸不行找媽媽，媽媽不行就在感情上敲詐爺爺奶奶。此路不通就換另一條，就是A說的嘗試每一條路線。B沒有提到，C不對，原文說小孩子有inexhaustible supply of energy。D也沒有提到。
英語真題試卷
一、認一認，選一選，選出不同類的一個。(6分)
( ) 1.A book B ruler C nose
( ) 2.A purple B finger C foot
( ) 3.A orange B monkey C yellow
( ) 4.A panda B bird C hot day
( ) 5.A milk B French fries C water
( ) 6.A balloon B eight C two
二、選擇適當?shù)膯卧~填空后組成正確的短語，并將短語譯成中文。(7分)
brightest, hungry, peach, socks, supper, clean, photos
1.a
_____ dog __________________________
e
______ trees ___________________
off your ______ _________________
______ light _____________________
______ __________________________
三、選擇填空。(10分)
( ) Green is ______ are ______.
A Lucy and Lily’s; twins B Lucy’s and Lily’s; twins’
C Lucy and Lily’s; twin D Lucy’s and Lily’s; twins
( ) about something ____ ?
A eat B drink C to eat D get
( ) 3.—is your new English teacher?
-- The man under the tree, he is with Miss Gao.
A Where B Which C Whose D What
( ) ____ the TV.I want to see the old film.
A on B off C to D in
( ) ’s good to be in ____ in summer(夏天).
A black B white C orange D dark blue
( ) icans speak _____, you know.
A Chinese B Japanese C English D American
( ) 7.-- _____ is the weather like today?
-- It’s rainy.
A What B How C When D Why
( ) 8.____ can I go to the police station(警察局)? And ____ way shall Igo?
A What; which B How; what C How; which D how; what
( ) two girls are twins._____ names are Lucy and Lily.
A their B They’re C Their D Theirs
( ) father ____ English now.
A reads B reading C is reading D read
四、按要求進行句型轉(zhuǎn)換。(10分)
can see that is a pear.(改為否定疑問句)
_______ _________ see that is a pear?
2.I
can give her my pencil.(改為同義句)
I can give my pencil ______ _______.
boy behind the door is Tom.(對畫線部分提問)
_______ _________ is Tom?
Lei is in Team Tao is in Team Four, too.(合為一句)
Li Lei and Lin Tao ______ in ______ same team.
and Mick are American.(改為一般疑問句)
______ Jack and Mike ______?
五、補全對話。(10分)
A: Hello, may I speak ______ Lili?
B: Sorry, Lili isn’t ______ that you, Beibei?
A: Yes, Beibei is ’s _____, please?
B：_____ is Lili’s told me you would come to help her _____ herEnglish.
A: Yes, but I can’t do that this evening.
B: _____ not?
A: My aunt will arrive this evening.I’ll have to _____ her at theairport.
B: I’m ____ to hear that.
A: Can you pass _____ a message to Lili?
B: Yes, of _____.
A: Thank bye!
B: Bye-bye!
六、完形填空。(10分)
Two weeks before Christmas one year, I want to London with my mother.I__1__ forget the streets were __2__ shop windows were verybright.,My mother held my hand and we both went into a toy(玩具) shopwas full of __3__e were nice toys __4__ I saw Father Christmas.I__5__ my mother by the hand.“Please __6__ me to Father Christmas,” I e were __7__ children near Father were standing __8__ er Christmas spoken to every one of last it was my __9__.“Hello,little Tom,” he said to soon as I heard his __10__ I found out that hewas my uncle, John Smith.
1.A
shall never B don’t C always D will
2.A
crowds of B full of C many D fill of
3.A
students B children C women D man
4.A
anywhere B somewhere C nowhere D everywhere
5.A
pulled B pushed C got D caught
6.A
let B take C ask D bring
7.A
a lot B much C lots of D few
8.A
by B in C with D at
9.A
time B turn C toy D present
10.A
sound B noise C voice D call
七、閱讀理解。(10分)
One day, Allan and his friend Henry went swimming in a was happy they were in the river! After they got out of the water, theyplayed games in the sun for a while.
On their way back, Henry saw some liked flowers very much andran into the green field to look at Allan was walking by himself.
Then he heard Henry calling out, “A snake! Help!...”
“What’s wrong with you?” asked Allan.
“A snake bit(咬)me in the here!”
Allan ran over and saw a small red wound(傷口)on Henry’s leg.
“The snake was in the grass.I didn’t see it.”
“Sit down quickly,” Allan told Henry.
Allan put his mouth at the little red wound and began to suck(吸)at is way he saved(挽救)Henry’s life.“”O(jiān)h, ’s very kind of you to helpme.”
“That’s all are friends and we must always help each other.”
根據(jù)短文選擇正確的答案。
( ) was _____ when Allan and Henry went out.
A hot B cold C raining D wet
( ) r swimming, they played in the sun ______.
A the whole morning B for 2 hours C long D for a while
( ) their way home, _____ got something wrong with his ______.
A Allan; leg B Allan; head C Henry; leg D Henry; head
( ) y and Allan are _____.
A workers B good friends C brothers D farmers
( ) h of the following(下面的)is true?
A Henry went to look at the flowers with Allan.
B Allan saved Henry’s life.
C Allan saw the snake.
D They ran to the hospital at once.
八、智力思維訓(xùn)練題。
h
of the following signs shows “OK”? _________
a boy falls into the water, he may cry, “_____!”
A Help B Oh, dear C Come here D Mum, Mum
out the rule and draw the last one.
一、
C A B C B A
二、
ry
一只饑餓的狗h三棵桃樹s脫掉你的襪子
htest
最亮的那盞燈er吃晚飯n擦黑板os拍照
三、
A C B A B C A C C C
四、
’t
you her h boy , the , American
五、
speaking y
se
六、
A B B D A B C B B C
七、
A D C B B
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