【正文】 公司文化沖突導(dǎo)致的。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。 　　17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。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。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。BEC商務(wù)英語高級(jí)考試歷年真題（6）　　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.　　D convince 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。這篇文章通篇說的就是munication，前面介紹了溝通的背景：裁員；接著說了員工對(duì)裁員的反應(yīng)；然后最后兩段，一段說員工喜歡什么樣的溝通方式，一段說溝通的原則是什么。選B：在可能的最早的階段讓人有個(gè)總體的印象。最后一段的第一句就是：The general rule in pany munication is to tell employees as much as you can as soon as you can。答案是第五段的這句：people prefer to get their information facetoface from their line managers。個(gè)人覺得這題出的不夠嚴(yán)謹(jǐn)，沒有哪個(gè)選項(xiàng)能嚴(yán)格從原文中提煉出來。）　　17題，問調(diào)查顯示大多數(shù)人對(duì)change的反應(yīng)是什么。說白了，就是鼓勵(lì)這些被裁的人?！　?6題，問根據(jù)此人的觀點(diǎn)，溝通的角色是什么。這套題目有些特別，不像之前的閱讀的第三部分，六道題目分別依次對(duì)應(yīng)文章的六個(gè)段落，這題的答案稍微分散了些。認(rèn)為更加重要了（makes it all the more important），就會(huì)投入更多努力了。distort，扭曲，就是選項(xiàng)里的prevent。　　第七題，說雖然有專家們的主張，管理層的結(jié)構(gòu)阻止了真正的反饋?！　〉诹}，說員工對(duì)他們所作負(fù)責(zé)的想法聽起來很合理。員工和直屬經(jīng)理的關(guān)系，就是上下級(jí)的關(guān)系，過分看重這個(gè)關(guān)系，那么在評(píng)估過程中就會(huì)有顧慮，誰還敢揭自己上司的短？所以這個(gè)句子的意思是說評(píng)估過程中有顧忌，無人敢說真話。后面介紹的情況都是這個(gè)measure有多么的好：is the basis of feedbac