BEC高级商务英语考试模拟试题训练.docx

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1、BEC高级商务英语考试模拟试题训练BEC高级商务英语考试模拟试题训练师以质疑，友以析疑。师友者，学问之资也。以下是我为大家搜 寻整理的BEC高级商务英语考试模拟试题训练，期望对正在关注的您 有所帮忙!更多精彩内容请准时关注我们应届毕业生考试网！The Negotiating TableYou can negotiate virtually anything. Projects, resources, expectations and deadlines are all outcomes of negotiation. Some people negotiate deals for a livi

2、ng. 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 workin

3、g 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, o

4、ne 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 n

5、egotiation game. Top management may well reject the ideainitially 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 th

6、at 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 w

7、ho 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

8、 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 sayingput a few hesitations in , donot try to blind them with your verbal dexteri

9、ty. 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

10、, 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 whe

11、n 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 tro

12、op 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 childre

13、n.15 Dr Cohen treats negotiation as a game in order toA put people at easeB remain detachedC be competitiveD impress rivals16 Many people say no to a suggestion in the beginning toA convince the other party of their point of viewB show they are not really interestedC indicate they wish to take the e

14、asy optionD protect their companys situation17 Dr Cohen says that when you are trying to negotiate you shouldA adapt your style to the people you are talking toB make the other side feel superior to youC dress in a way to make you feel comfortable.D try to make the other side like you18 According to

15、 Dr Cohen, understanding the other person will help you toA gain their friendshipB speed up the negotiationsC plan your next move.D convince them of your point of view19 Deals sometimes fail becauseA negotiations have gone on too longB the companies operate in different waysC one party risks more th

16、an the other.D the lawyers work too slowly20 Dr Cohen mentions childrens negotiation techniques to show that you shouldA be prepared to try every routeB try not to make people feel guiltyC be careful not to exhaust yourselfD control the decision-making process.参考答案：15 B16D 17A 18D19B 20 A文档内容到此结束，欢迎大家下载、修改、丰富并分享给更多有 需要的人。