最新BEC商务英语高级考试历年真题资料Word文件下载.docx

最新BEC商务英语高级考试历年真题资料Word文件下载.docx

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behalf.Heapproachestheartofnegotiationasagamebecause,asheisusuallynegotiatingforsomebodyelse,hesaysthishelpshimdraintheemotionalcontentfromhisconversation.Heisworkinginacompetitivefieldandneedstoavoidbeingtooadversarial.Whetherhesucceedsornot,itisimportanttohimtomakeagoodimpressionsothatpeoplewillrecommendhim.

　　Thestartingpointforanydeal,hebelieves,istoidentifyexactlywhatyouwantfromeachother.Moreoftenthannot,onepartywillbetryingtopersuadetheotherroundtotheirpointofview.Negotiationrequirestwopeopleattheendsaying‘yes”.Thiscanbeaproblembecauseoneofthemusuallybeginsbysaying“no”.However,althoughthiscanmaketalksmoredifficult,thisisoftenjustastartingpointinthenegotiationgame.Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.

　　Itisamisconceptionthatskillednegotiatorsaresmoothoperatorsinsmartsuits.DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.Pitchyourlooktosuityourcustomer.Youdonotneedtomakethemfeelbetterthanyoubut,Forexample,dressinginastylethatisnotovertlyexpensiveorsuccessfulwillmakeyoumoreapproachable.Peoplewillgenerallyfeelmorecomfortablewithsomebodywhoappearstobelikethemratherthansuperiortothem.Theymaynotlikeyoubuttheywillfeeltheycantrustyou.

　　DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintotheworldoftheotherside.Askquestionsratherthangiveanswersandtakeaninterestinwhattheotherpersonissaying,evenifyouthinkwhattheyaresayingissilly.Youdonotneedtobecometheirbestfriendsbutbeingtoocleverwillalienatethem.Alotofdealsaremadeonimpressions.Donotrushwhatyouaresaying---putafewhesitationsin,donottrytoblindthemwithyourverbaldexterity.Also,youshouldrepeatbacktothemwhattheyhavesaidtoshowyoutakethemseriously.

　　Inevitablysomedealswillnotsucceed.Generallythelongerthenegotiationsgoon,thebetterchancetheyhavebecausepeopledonotwanttothinktheirinvestmentandenergieshavegonetowaste.However,jointventurecanmeanjointriskandsometimes,ifthisbecomestoogreat,neitherpartymaybepreparedtoseethedealthrough.Morecommonisacorporatecultureclashbetweencompanies,whichcanputpaidtoanydeal.Evenhavingagreedadeal,thingsmaynotbetiedupquicklybecausewhenthelawyersgetinvolved,everythinggetssloweddownastheyargueaboutsmalldetails.

　　DeCohenthinksthatchildrenarethemastersofnegotiation.Theirgoalsaretotallyselfish.Theyunderstandthedecision-makingprocesswithinfamiliesperfectly.IfMumrefusestheirrequest,theywilltroopalongtoDadandpressurehim.Ifalelsefails,theywilltrythegrandparents,usingsomeemotionalblackmail.Theycanalsobeverysingle-mindedandhaveaninexhaustiblesupplyofenergyforthecausetheyarepursuing.Sotherearelessontobelearnedfromwatchingandlisteningtochildren.

　　15DrCohentreatsnegotiationasagameinorderto

　　Aputpeopleatease

　　Bremaindetached

　　Cbecompetitive

　　Dimpressrivals

　　16Manypeoplesay“no”toasuggestioninthebeginningto

　　Aconvincetheotherpartyoftheirpointofview

　　Bshowtheyarenotreallyinterested

　　Cindicatetheywishtotaketheeasyoption

　　Dprotecttheircompany’ssituation

　　17DrCohensaysthatwhenyouaretryingtonegotiateyoushould

　　Aadaptyourstyletothepeopleyouaretalkingto

　　Bmaketheothersidefeelsuperiortoyou

　　Cdressinawaytomakeyoufeelcomfortable.

　　Dtrytomaketheothersidelikeyou

　　18AccordingtoDrCohen,understandingtheotherpersonwillhelpyouto

　　Againtheirfriendship

　　Bspeedupthenegotiations

　　Cplanyournextmove.

　　Dconvincethemofyourpointofview

　　19Dealssometimesfailbecause

　　Anegotiationshavegoneontoolong

　　Bthecompaniesoperateindifferentways

　　Conepartyrisksmorethantheother.

　　Dthelawyersworktooslowly

　　20DrCohenmentionschildren’snegotiationtechniquestoshowthatyoushould

　　Abepreparedtotryeveryroute

　　Btrynottomakepeoplefeelguilty

　　Cbecarefulnottoexhaustyourself

　　Dcontrolthedecision-makingprocess.

　　关于negotiatingtechniques的文章。

传统的阅读题型，相对比较容易。

　　15题，答案很明显：

hesaysthishelpshimdraintheemotionalcontentfromhisconversation。

帮助他抽离他的谈话中的感情成分。

要想选对