高级商务英语真题和答案
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下面是店铺整理的高级商务英语真题和答案，以供大家学习参考。
南门山森林公园The Negotiating Table
You can negotiate virtually anything. Projects, resources, expectations and deadlines are alloutcomes of negotiation. Some people negotiate deals for a living. Dr Herb Cohen is one of theprofessional talkers, called in by companies to negotiate on their??behalf . He approaches the art ofnegotiation as a game becau, as he is usually negotiating for somebody el, he says this helpshim drain the emotional content from his conversation. He is working in a competitive field andneeds to avoid being too adversarial. Whether he succeeds or not, it is important to him to make agood impression so that people will recom四年级数学计算题
mend him.
The starting point for any deal, he believes, is to identify exactly what you want from eachother. More often than not, one party will be trying to persuade the other round to their point ofview. Negotiation requires two people at the end saying ‘yes”. This can be a problem becau one ofthem usually begins by saying “no”. However, although this can make talks more difficult, this isoften just a starting point in the negotiation game. Top management may well reject the ideainitially becau 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 Cohensays that one of his strategies is to dress down so that the other side can relate to you. Pitch yourlook 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 who appears to be like them rather thansuperior to them. They may not like you but they will feel they can trust you.
Dr Cohen suggests that the best way to ll your proposal is by getting into the world of theother side. Ask questions rather than give answers and take an interest in what the other person issaying, even if you think what they are saying is silly. You do not need to become their best friendsbut being too clever will alienate them. A lot of deals are made on impressions. Do not rush whatyou are saying---put a few hesitations in , do not try to blind them with your verbal dexterity.Also, you should repeat back to them what they have said to show you take them riously.
悬空寺简介
Inevitably some deals will not succeed. Generally the longer the negotiations go on, the betterchance they have becau people do not want to think their investment and energies have gone towaste. However , joint venture can mean joint risk and sometimes , if this becomes too great ,neither party may be prepared to e the deal through . More common is a corporate culture clashbetween companies, which can put paid to any deal. Even having agreed a deal, things may not betied up quickly becau when the lawyers get involved, everything gets slowed down as they argueabout small details.
异丙酮
De Cohen thinks that children are the masters of negotiation. Their goals are totally lfish.They understand the decision-making process within families perfectly. If Mum refus theirrequest , they will troop along to Dad and pressure him. If al el fails, they will try thegrandparents, using some emotional blackmail. They can also be very single-minded and have aninexhaustible supply of energy for the cau they are pursuing. So there are lesson to be learnedfrom watching and listening to children.梦见同事打架
15 Dr Cohen treats negotiation as a game in order to
降血压药A put people at ea
B remain detached
C be competitive
D impress rivals
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
D protect their company’s situation
17 Dr Cohen says that when you are trying to negotiate you should
A adapt your style to the people you are talking to
B make the other side feel superior to you
C dress in a way to make you feel comfortable.
D try to make the other side like you
18 According to Dr Cohen, understanding the other person will help you to
A gain their friendship
B speed up the negotiations
C plan your next move.
Dconvince them of your point of view
19 Deals sometimes fail becau
A negotiations have gone on too long
B the companies operate in different ways
C one party risks more than the other.
D the lawyers work too slowly
20 Dr Cohen mentions children’s negotiation techniques to show that you should
A be prepared to try every route
B try not to make people feel guilty
C be careful not to exhaust yourlf
D control the decision-making process.
关于negotiating techniques的文章。 传统的阅读题型，相对比较容易。
15题，答案很明显：he says this helps him drain the emotional content from his conversation。帮助他抽离他的谈话中的感情成分。要想选对，只需要知道选项B中detached的含义：not reacting to orbecoming involved in something in an emotional way
16题，这题貌似只能采取排除法。因为几个选项和原文的对应都不是太明显。问为什么很多人在一开始要对一个建议说“不”。答案是第二段的最后一句：Top management may well reject the idea initially becauit is the safer option but they would not be there if they were not interested.。最高管理层在一开始可能会拒绝这个建议，因为这样是一个更安全的选择。但是如果他们真的不感兴趣的话，他们就不会在那里(谈判)了。A在这段文字中没有提到，B不对，他们肯定是感兴趣的，C也不对没有提到，原文说的是safer option。选D，之所以会拒绝，因为从维护公司利益的角度，这样是一个safer option。
