国开电大《商务英语4》单元自测3答案.docx

国开电大商务英语4单元自测3答案国开电大商务英语 4 单元自测 3 答案 开 国开 04012- 商务英语 4-Unit 3 Self-test1：I"ll also throw in the discount of 10% on your up front deposit. What do you think about this suggestion? _. : Ok, I think we"ve both have done our best for this ; No, the suggestion is too bad ; Ok, you will benefit more than us 参考答案：Ok, I think we"ve both have done our best for this2： Could you be so kind as to turn down that rock n roll? I"m preparing for tomorrow"s meeting report. _. : It"s none of you business ; No, I don"t think so ; Sure. Sorry to disturb you 参考答案：Sure. Sorry to disturb you3：To attract investors, the government has _ its tax and labor laws. : adapted ; applied ; adjusted 参考答案：adjusted4：At the same time, the negotiator keeps things secret _ would limit his/her ability to negotiate. : who ; what ; that 参考答案：that5：They wanted to _ a discussion on economics. : initiative ; initiate ; initial 参考答案：initiate7：Okay then, so to confirm: a 6% discount but you pay all the shipping and installation costs. _. I"ll call you tomorrow. : Sorry, it"s not clear ; That sounds all right ; Sorry, we didn"t discuss about that 参考答案：That sounds all right8：In business，whatever you do, do not _ illegal benefit. : chase ; choose? ; challenge 参考答案：chase9：Their skill and _ has got them on the sales team.? : laziness ; discourage ; enthusiasm 参考答案：enthusiasm11 ：I"ll be away on a business trip. Would you mind signing for my express delivery? _. : have no time ; I"d rather not ; I"d be happy to 参考答案：I"d be happy to12：Although he has sought to find a peaceful _, he is facing more pressure from his business rivals. : solute ; solve ; solution 参考答案：solution13：When the rest of the room _ emotional, stay cool and use logic to negotiate and close. : get ; gets ; got 参考答案：gets18：Hello, this is Lucas Bowen. I"d like to order some machines. _. When do you need them? : Sorry, I am busy? ; No problem ; No, you can do it online 参考答案：No problem19：That might be acceptable _ you handle the insurance fees. : if ; whether ; even if 参考答案：if15：We can"t manage that _ you pay for the installation.? : if ; until ; unless 参考答案：unless16：_ has good reputation will sooner or later be successful in his business. : Whatever ; Whoever ; Whichever 参考答案：Whoever6：完形填空：选择正确答案，补全文章（每题 题 10 分）。 Another example is reading non-verbal communication.?A. Be able to; B. Being able to; C. Able to read the non-verbal communication of another person can be a great asset in the communication process. By being aware?A. of; B. with; C. for different signs and expressions?A. what; B. that; C. whom a person gives verbally and non-verbally, a negotiator can adjust his/her approach and the negotiation can go smoothly. If?A. being possible; B. is possible; C. possible , it may be helpful for negotiation partners to spend time together in a comfortable atmosphere outside of the negotiation room. Being familiar with another person helps you to?A. sense; B. touch; C. make the differences between verbal and non-verbal communication within the negotiation atmosphere.参考答案：1 ：B. Being able to;2 ：A. of;3 ：B. that;4 ：C. possible;5 ：A. sense10：阅读理解：依据文章内容，推断正误（每 题 10 分）。THE GOLDEN RULES OF NEGOTIATING Theart of negotiating is a difficult skill for most of us, even good salespeople. Here are three golden rules for you to follow: 1. ALWAYS START THE NEGOTIATIONS. You must initiate the process. This is because whoever controls the start of the negotiations tends to control where they end. If you let the other party start negotiations, you will be constantly giving up control, often without even realizing it. For instance, when you ask someone what his project budget is, you are allowing him to start the negotiations. You will then spend your time chasing his number rather than finding the best solution. So, never let the other party control the negotiations. 2. ALWAYS NEGOTIATE IN WRITING. The purpose of negotiations is to arrive at a formal written agreement, not tell a story or spend time talking. From the first moment you begin a proposal, you should create a document and take it to the client. It will include all the points of agreement and become real to the prospective customer. Negotiating first and then having to create a document adds unnecessary time to a transaction. But if you build your written agreement as you negotiate, you are prepared to ask for a signature the moment the decision to buy is made. 3. ALWAYS STAY COOL. The negotiation table can be loaded with agendas, egos and emotions. Great negotiators know how to stay cool, providing leadership and solutions, while the rest of the room becomes insanely invested in personal agendas and useless emotions. Crying, getting angry and blowing off steam may make you feel good, but such behavior will not benefit you while negotiating. When the rest of the room gets emotional, stay cool and use logic to negotiate and close. 1. If you let the other party start negotiations, you will be completely grasp the control, often without even realizing it.T; F2. So, never let both parties control the negotiations.T; F3. Negotiating first and then having to create a document doesn’t need necessary time to a transaction.T; F4. Great negotiators know how to stay cool, providing leadership and solutions, while the rest of the room becomes wild or helpless during the negotiation.T; F5. When the rest of the room gets out of control, stay cool and use logic to negotiate and close.T; F参考答案：1 ：F;2 ：F;3 ：T;4 ：T;5：F14：翻译：为句子选择正确的翻译（每题 题 10 分）。1. By understanding how non-verbal communication works, a negotiator must be able to understand the information the other participants are giving out non-verbally ：参考答案：A通过理解非语言性交际如何起作用，谈判者肯定能够理解其他参加者透露的非语言性信息。2. Look the person in the eye with honesty and respect.参 考答案：B诚恳而敬重地凝视这个人。3. If possible, it may be helpful for negotiation partners to spend time together in a comfortable atmosphere outside of the negotiation room.参考答案：B. 假如有可能，让谈判双方花时间一起处于谈判室以外的舒适氛围，可能会有帮助的。4. This is because whoever controls the start of the negotiations tends to control where they end.参考答案：C这是因为无论谁限制了谈判的起先，谁往往就能掌控谈判的结果。5. The negotiation table can be loaded with agendas, egos and emotions.参考答案：A谈判桌承载着议事日程，自我意识和各种心情。参考答案：1 ：A;2 ：B;3 ：B;4 ：C;5：A17：阅读理解：依据文章内容，选择正确答案（每题 题 10 分）。 Emotions play an important part in the negotiation process, although it is only in recent years that their effect is being studied. Emotions have the potential to play either a positive or negative role in negotiation. During negotiations, the decision as to whether or not to settle rests in part on emotional factors. Negative emotions can cause intense andeven irrational behavior, and can cause conflicts and negotiations to break down, but may be instrumental in attaining concessions. On the other hand, positive emotions often facilitate reaching an agreement and help to maximize joint gains, but can also be instrumental in attaining concessions. Positive and negative discrete emotions can be strategically displayed to influence task and relational outcomes and may play out differently across cultural boundaries.1. Emotions play an important role during the negotiation, although their effect is being studied just参考答案：C. not long before2. Negative emotions may参考答案：A. be helpful to3. During negotiations, the decision as to whether or not to settle depends in part on emotional factor 参考答案：B. to some extend C. completely not4. Attaining concessions can be done参考答案：C. by both negative and positive emotions5. In different cultures, negotiators should use? 参考答案：B. different C. no参考答案：1 ：C;2 ：A;3 ：B;4 ：C;5 ：B