国家开放大学《商务英语4》形考任务3参考答案.docx

国家开放大学《商务英语4》形考任务3参考答案.docx

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国家开放大学《商务英语4》形考任务3参考答案

国家开放大学《商务英语4》形考任务（单元测试3）参考答案

一、选择填空题（每题10分，共5题）

1、—Couldyoubesokindastoturndownthatrock“n”roll?

I'mpreparingfortomorrow'smeetingreport.

—______________.

A.It'snoneofyoubusiness

B.No,Idon'tthinkso

C.Sure.Sorrytodisturbyou

2、—I'llbeawayonabusinesstrip.Wouldyoumindsigningformyexpressdelivery?

—________________.

A.havenotime

B.I'drathernot

C.I'dbehappyto

3、Theirskilland____hasgotthemonthesalesteam.

A.laziness

B.discourage

C.enthusiasm

4、Theywantedto______adiscussiononeconomics.

A.initiative

B.initiate

C.initial

5、Toattractinvestors,thegovernmenthas_____itstaxandlaborlaws.

A.adapted

B.applied

C.adjusted

6、—Okaythen,sotoconfirm:

a6%discountbutyoupayalltheshippingandinstallationcosts.

—____________.I'llcallyoutomorrow.

A.Sorry,it'snotclear

B.Thatsoundsallright

C.Sorry,wedidn'tdiscussaboutthat

7、—Hello,thisisLucasBowen.I'dliketoordersomemachines.

—___________.Whendoyouneedthem?

A.Sorry,Iambusy

B.Noproblem

C.No,youcandoitonline

8、______hasgoodreputationwillsoonerorlaterbesuccessfulinhisbusiness.

A.Whatever

B.Whoever

C.Whichever

9、Thatmightbeacceptable______youhandletheinsurancefees.

A.if

B.whether

C.evenif

10、Althoughhehassoughttofindapeaceful_____,heisfacingmorepressurefromhisbusinessrivals.

A.solute

B.solve

C.solution

11、—I'llalsothrowinthediscountof10%onyourupfrontdeposit.Whatdoyouthinkaboutthissuggestion?

—______________.

A.Ok,Ithinkwe'vebothhavedoneourbestforthis

B.No,thesuggestionistoobad

C.Ok,youwillbenefitmorethanus

12、Wecan'tmanagethat____youpayfortheinstallation.

A.if

B.until

C.unless

13、Atthesametime,thenegotiatorkeepsthingssecret____wouldlimithis/herabilitytonegotiate.

A.who

B.what

C.that

14、Inbusiness，whateveryoudo,donot____illegalbenefit.

A.chase

B.choose

C.challenge

15、Whentherestoftheroom______emotional,staycoolanduselogictonegotiateandclose.

A.get

B.gets

C.got

二、阅读理解/翻译/完形填空（题型随机）（共50分）

完形填空：

选择正确答案，补全文章（每题10分）。

Anotherexampleisreadingnon-verbalcommunication.（B）readthenon-verbalcommunicationofanotherpersoncanbeagreatassetinthecommunicationprocess.Bybeingaware（A）differentsignsandexpressions（B）apersongivesverballyandnon-verbally,anegotiatorcanadjusthis/herapproachandthenegotiationcangosmoothly.If（C）,itmaybehelpfulfornegotiationpartnerstospendtimetogetherinacomfortableatmosphereoutsideofthenegotiationroom.Beingfamiliarwithanotherpersonhelpsyouto（A）thedifferencesbetweenverbalandnon-verbalcommunicationwithinthenegotiationatmosphere.

二、阅读理解/翻译/完形填空（题型随机）（共50分）

阅读理解：

根据文章内容，选择正确答案（每题10分）。

　　Emotionsplayanimportantpartinthenegotiationprocess,althoughitisonlyinrecentyearsthattheireffectisbeingstudied.Emotionshavethepotentialtoplayeitherapositiveornegativeroleinnegotiation.Duringnegotiations,thedecisionastowhetherornottosettlerestsinpartonemotionalfactors.Negativeemotionscancauseintenseandevenirrationalbehavior,andcancauseconflictsandnegotiationstobreakdown,butmaybeinstrumentalinattainingconcessions.Ontheotherhand,positiveemotionsoftenfacilitatereachinganagreementandhelptomaximizejointgains,butcanalsobeinstrumentalinattainingconcessions.Positiveandnegativediscreteemotionscanbestrategicallydisplayedtoinfluencetaskandrelationaloutcomesandmayplayoutdifferentlyacrossculturalboundaries.

1.Emotionsplayanimportantroleduringthenegotiation,althoughtheireffectisbeingstudiedjust。

A.atthebeginningofnegotiationpractice

B.duringthenegotiationprocess

C.notlongbefore

2.Negativeemotionsmay（）makeconcessions.

A.behelpfulto

B.beharmfulto

C.benothingto

3.Duringnegotiations,thedecisionastowhetherornottosettledependsinpartonemotionalfactors.（）

A.totally

B.tosomeextend

C.completelynot

4.Attainingconcessionscanbedone（）.

A.onlybynegativeemotions

B.onlybypositiveemotions

C.bybothnegativeandpositiveemotions

5.Indifferentcultures,negotiatorsshoulduse（）strategiestoshowpositiveandnegativeemotions.

A.thesame

B.different

C.no

二、阅读理解/翻译/完形填空（题型随机）（共50分）

阅读理解：

根据文章内容，判断正误（每题10分）。

TheGoldenRulesofNegotiating

　　Theartofnegotiatingisadifficultskillformostofus,evengoodsalespeople.Herearethreegoldenrulesforyoutofollow:

　　1.AlwaysStarttheNegotiations.

　　Youmustinitiatetheprocess.Thisisbecausewhoevercontrolsthestartofthenegotiationstendstocontrolwheretheyend.Ifyoulettheotherpartystartnegotiations,youwillbeconstantlygivingupcontrol,oftenwithoutevenrealizingit.Forinstance,whenyouasksomeonewhathisprojectbudgetis,youareallowinghimtostartthenegotiations.Youwillthenspendyourtimechasinghisnumberratherthanfindingthebestsolution.So,neverlettheotherpartycontrolthenegotiations.

　　2.AlwaysNegotiateinWriting.

　　Thepurposeofnegotiationsistoarriveataformalwrittenagreement,nottellastoryorspendtimetalking.Fromthefirstmomentyoubeginaproposal,youshouldcreateadocumentandtakeittotheclient.Itwillincludeallthepointsofagreementandbecomerealtotheprospectivecustomer.Negotiatingfirstandthenhavingtocreateadocumentaddsunnecessarytimetoatransaction.Butifyoubuildyourwrittenagreementasyounegotiate,youarepreparedtoaskforasignaturethemomentthedecisiontobuyismade.

　　3.AlwaysStayCool.

　　Thenegotiationtablecanbeloadedwithagendas,egosandemotions.Greatnegotiatorsknowhowtostaycool,providingleadershipandsolutions,whiletherestoftheroombecomesinsanelyinvestedinpersonalagendasanduselessemotions.Crying,gettingangryandblowingoffsteammaymakeyoufeelgood,butsuchbehaviorwillnotbenefityouwhilenegotiating.Whentherestoftheroomgetsemotional,staycoolanduselogictonegotiateandclose.

1.Ifyoulettheotherpartystartnegotiations,youwillbecompletelygraspthecontrol,oftenwithoutevenrealizingit.（F）

2.So,neverletbothpartiescontrolthenegotiations.（F）

3.Negotiatingfirstandthenhavingtocreateadocumentdoesn’tneednecessarytimetoatransaction.（T）

4.Greatnegotiatorsknowhowtostaycool,providingleadershipandsolutions,whiletherestoftheroombecomeswildorhelplessduringthenegotiation.（T）

5.Whentherestoftheroomgetsoutofcontrol,staycoolanduselogictonegotiateandclose.（F）

二、阅读理解/翻译/完形填空（题型随机）（共50分）

翻译：

为句子选择正确的翻译（每题10分）。

1.Byunderstandinghownon-verbalcommunicationworks,anegotiatormustbeabletounderstandtheinformationtheotherparticipantsaregivingoutnon-verbally.（）

A．通过理解非语言性交际如何起作用，谈判者一定能够理解其他参与者透露的非语言性信息。

B．要理解非语言性交际如何运行，谈判者必须理解其他参与者给出的非语言性信息。

C.通过理解非语言性交际是如何工作的，谈判者必需能够理解其他参与者非语言性地给出的信息。

2.Lookthepersonintheeyewithhonestyandrespect.（）

A．用诚实和尊敬看待这个人。

B．诚实而尊敬地注视这个人。

C．诚实并尊敬地用眼看这个人。

3.Ifpossible,itmaybehelpfulfornegotiationpartnerstospendtimetogetherinacomfortableatmosphereoutsideofthenegotiationroom.（）

A.如果有可能，可以帮助谈判双方花时间一起在谈判室以外的舒适氛围中。

B.如果有可能，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。

C.如果有可能，谈判双方花时间一起在谈判室以外的舒适的环境中，肯定会有帮助的。

4.Thisisbecausewhoevercontrolsthestartofthenegotiationstendstocontrolwheretheyend.（）

A．这是因为无论哪一方掌控了谈判的开始，往往都会将谈判导致结束。

B．这是因为无论谁曾经掌握了谈判的开始，趋势都会主导谈判的地点。

C．这是因为无论谁控制了谈判的开始，谁往往就能掌控谈判的结果。

5.Thenegotiationtablecanbeloadedwithagendas,egosandemotions.（）

A．谈判桌承载着议事日程，自我意识和各种情绪。

B．谈判桌负荷着议事日程，自尊心和不同情绪。

C．谈判桌充满了议事日程，自我意识和情感。