全国国际商务英语《BEC中级》考试题.pdf

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1、欢迎您阅读并下载本文档，本文档来源于互联网，如有侵权请联系删除！我们将竭诚为您提供优质的文档！xx 年全国国际商务英语BEC 中级考试题 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 outes of negotiation

2、.Some people negotiate deals for a living.Dr Herb Cohen is one of these professional talkers,called in by panies 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

3、his conversation.He is working in a petitive field and needs to avoid being too adversarial.Whether he sueeds or not,it is important to him to make a good impression so that people will remend him.The starting point for any deal,he believes,is to identify exactly what you want from each other.More o

4、ften 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 po

5、int in the negotiation game.Top management may well reject the idea initially because it is 欢迎您阅读并下载本文档，本文档来源于互联网，如有侵权请联系删除！我们将竭诚为您提供优质的文档！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 Co

6、hen 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 suessful will make you more approachable.People w

7、ill generally feel more fortable 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

8、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 bee 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

9、 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 sueed.Generally the longer the negotiations go on,the better chance they have 欢迎您阅读并下载本文档，本文档来源于互联网，如有侵权请联系删除！我们将竭诚为您提供优质的文档！because people

10、 do not want to think their investment and energies have gone to waste.However,joint venture can mean joint risk and sometimes,if this bees too great,neither party may be prepared to see the deal through.More mon is a corporate culture clash between panies,which can put paid to any deal.Even having

11、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

12、 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 b

13、e 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 petitive D impress rivals 欢迎您阅读并下载本文档，本文档来源于互联网，如有侵权请联系删除！我们将竭诚为您提供优质的文档！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