2017下半年高级商务英语BEC模考测试题
A fall into the pit, a gain in your wit.以下是小编为大家搜索整理的2017下半年高级商务英语BEC模考测试题,希望能给大家带来帮助!更多精彩内容请及时关注我们应届毕业生考试网!
The Negotiating Table:
You can negotiate virtually anything. Projects, resources, expectations and deadlines are all outcomes of negotiation. Some people negotiate deals for a living. 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 working 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, 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 point in the negotiation game. Top management may well reject the idea initially 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 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 successful will make you more approachable. People will generally feel more comfortable 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 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 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 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 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 , 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 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 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 be 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 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.
D convince them of your point of view
19 Deals sometimes fail because
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 yourself
D control the decision-making process.
参考答案:
15 B16D 17A 18D19B 20 A
-
2016BEC初级考试如何写作订单
2016年BEC商务英语初级考试写作如何来写订单,本文介绍几种方法,提供给同学们参考。1.文体介绍订货(order)是买方为要求供应具体数量的货物而提出的一种要求。此时,交易双方之间的陌生感已消除,可以说已经度过了接触障碍和难关。写定货信时应注意以下几点:(1)开头就...
-
2017年高级商务英语考试BEC精选试题
Abirdinthehandisworthtwointhebush.下面,小编为大家搜索整理了2017年高级商务英语考试BEC精选试题,希望能给大家带来帮助!更多精彩内容请及时关注我们应届毕业生考试网!纳斯达克开设北京代表处随着各方吸引迅速增长的中国公司赴海外上市的争夺战愈演愈烈,纳斯达...
-
2016年商务英语BEC听力技巧
2016年下半年BEC备考开始:在备考期间,考生可能会产生很多困惑,比如考试时听力材料如何播放?口试如何评分?阅读需要多少词汇量?写作模板如何运用?答题卡如何填写?考试吧小编汇总了备考时出现的常见问题,并做出简单的指导。本文将指导如何在听力中集中注意力、如何快...
-
商务英语考试BEC中级冲刺练习题
学而不思则罔,思而不学则殆。以下是小编为大家搜索整理的商务英语考试BEC中级冲刺练习题,希望对正在关注的您有所帮助!更多精彩内容请及时关注我们应届毕业生考试网!同事Co-WorkersA:I’mreally___①___Larry!He’sthebiggestairheadI’veevermet...