【正文】 BEC商務(wù)英語高級(jí)考試歷年真題（1）　　The Negotiating Table　　You can negotiate virtually anything. Projects, resources, expectations and deadlines are all outes of negotiation. Some people negotiate deals for a living. Dr Herb Cohen is one of these professional talkers, called in by panies 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 petitive 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 remend 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 fortable 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 bee 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 , 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 bees too great , neither party may be prepared to see the deal through . More mon is a corporate culture clash between panies, 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 decisionmaking 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 singleminded 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 petitive　　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 pany’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 fortable.　　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 because 　　A negotiations have gone on too long　　B the panies 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 decisionmaking process.　　關(guān)于negotiating techniques的文章。 傳統(tǒng)的閱讀題型，相對(duì)比較容易?！　?5題，答案很明顯：he says this helps him drain the emotional content from his conversation。幫助他抽離他的談話中的感情成分。要想選對(duì)，只需要知道選項(xiàng)B中detached的含義：not reacting to or being involved in something in an emotional way　　16題，這題貌似只能采取排除法。因?yàn)閹讉€(gè)選項(xiàng)和原文的對(duì)應(yīng)都不是太明顯。問為什么很多人在一開始要對(duì)一個(gè)建議說“不”。答案是第二段的最后一句：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.。最高管理層在一開始可能會(huì)拒絕這個(gè)建議，因?yàn)檫@樣是一個(gè)更安全的選擇。但是如果他們真的不感興趣的話，他們就不會(huì)在那里（談判）了。A在這段文字中沒有提到，B不對(duì)，他們肯定是感興趣的，C也不對(duì)沒有提到，原文說的是safer option。選D，之所以會(huì)拒絕，因?yàn)閺木S護(hù)公司利益的角度，這樣是一個(gè)safer option?！　?7題，答案也很明顯：Dr Cohen says that one of his strategies is to dress down so that the other side can relate to ：　　dress down: to wear clothes that are more informal than the ones you would usually wear relate to :to feel that you understand someone39。s problem, situation etc　　所以這個(gè)句子意思是穿的不那么正式，這樣可以讓另一方接近你。也就是A說的是你的風(fēng)格適應(yīng)你的談判對(duì)象。C不對(duì)，不是make you feel fortable，而是make others feel fortable。D也不對(duì)，可能會(huì)誤選，不是讓別人喜歡你，like太夸張了，只是容易接近?！　?8題，答案在第四段的第一句話：Dr Cohen suggests that the best way to sell your proposal is by getting into the world of the other s