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1、高级商务英语真题和答案 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 theseprofessional talkers, called in by companies to negotiate on theirbehalf . He
2、 approaches the art ofnegotiation as a game because, as he is usually negotiating for somebody else, 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 h
3、im to make agood impression so that people will recommend 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 en
4、d saying yes. This can be a problem because 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 because it is the safer option but they would not be
5、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 tha
6、n 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 Co
7、hen suggests that the best way to sell 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 to
8、o 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 seriously. Inevitably some deals will not
9、succeed. Generally the longer the negotiations go on, the betterchance they have because 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 see the deal t
10、hrough . 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 because when the lawyers get involved, everything gets slowed down as they argueabout small details. De Cohen thinks that children are the m
11、asters of negotiation. Their goals are totally selfish.They understand the decision-making process within families perfectly. If Mum refuses theirrequest , they will troop along to Dad and pressure him. If al else fails, they will try thegrandparents, using some emotional blackmail. They can also be
12、 very single-minded and have aninexhaustible supply of energy for the cause they are pursuing. So there are lesson to be learnedfrom 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 Ma
13、ny 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 companys situation 17 Dr Cohen says that when you are trying to negotiate you should A adapt your
14、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
15、your next move. Dconvince 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 childrens negotiation techniques to show that
16、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. 关于negotiating techniques的文章。 传统的阅读题型，相对比较简单。 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
17、。要想选对，只须要知道选项B中detached的含义：not reacting to orbecoming involved in something in an emotional way 16题，这题貌似只能实行解除法。因为几个选项和原文的对应都不是太明显。问为什么许多人在一起先要对一个建议说不。答案是其次段的最终一句：Top management may well reject the idea initially becauseit is the safer option but they would not be there if they were not interested.。
18、最高管理层在一起先可能会拒绝这个建议，因为这样是一个更平安的选择。但是假如他们真的不感爱好的话，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，他们确定是感爱好的，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。 17题，答案也很明显：Dr Cohen says that one of his strategies is to dress down so that the otherside can relate to you.这里的两个词组可以说明下： dress down: to wear
19、clothes that are more informal than the ones you would usually wearrelate to :to feel that you understand someones problem, situation etc 所以这个句子意思是穿的不那么正式，这样可以让另一方接近你。也就是A说的是你的风格适应你的谈判对象。C不对，不是make you feel comfortable，而是make others feel comfortable。D也不对，可能会误选，不是让别人喜爱你，like太夸张了，只是简单接近。 18题，答案在第四段的第一
20、句话：Dr Cohen suggests that the best way to sell your proposal is bygetting into the world of the other side.。走进另一方的世界，就是原文说的understanding the otherperson，目的是为了sell your proposal，也就是让对方接受你的建议，选D。 19题，谈判失败的缘由，答案是第五段的这么一句：More common is a corporate culture clashbetween companies, which can put paid to a
21、ny deal。公司文化冲突导致的。文化冲突，就是两个公司在运作、理念等等上的不一样，选C：两个公司以不同的方式运作。 20题，为什么要借鉴小孩子的方法，原文最终一段提到小孩子的方法就是，爸爸不行找妈妈，妈妈不行就在感情上敲诈爷爷奶奶。此路不通就换另一条，就是A说的尝试每一条路途。B没有提到，C不对，原文说小孩子有inexhaustible supply of energy。D也没有提到。 The Scientific Approach to Recruitment When it (0) to selecting candidates through interview, more ofte
22、n than not the decision ismade within the first five minutes of a meeting.Yet employers like to (21) themselves that theyare being exceptionally thorough in their selection processes. In todays competitive marketplace, the (22) of staff in many organizations is fundamental to the companys success an
23、d, as aresult , recruiters use all means at their disposal to (23) the best in the field. One method in particular that has (24) in popularity is testing , either psychometric testing,which attempts to define psychological characteristics , or abilityaptitude testing (25) anorganization with an extr
24、a way of establishing a candidates suitability for a role. It (26) companiesto add value by identifying key elements of a position and then testing candidates to ascertain theirability against those identified elements. The employment of psychometric or ability testing as one (27) of the recruitment
25、 process mayhave some merit, but in reality there is no real (28), scientific or otherwise, of the potential futureperformance of any individual. The answer to this problem is experience in interview techniquesand strong definition of the elements of each position to be (29) as the whole recruitment
26、 processis based on few real certainties, the instinctive decisions that many employers make, based on aCT and the first five minutes of a meeting, are probably no less valid than any other tool employedin the (30) of recruitment. 21.A suggestB convinceC adviseD believe 22.A worthB creditC qualityD
27、distinction 23.A secureB reliesC attainD achieve 24.A liftedB enlargedC expandedD risen 25.A providesB offersC contributesD gives 26.A lets B enablesC agreesD admits 27. A portion B memberC share D component 28. A extentB sizeC amountD measure 29.A occupiedB met C filledD appointed 30 A businessB to
28、picC pointD affair The scientific approach to recruitment，招人的科学方法。这篇完型比较简洁。完型填空也有两种题型，两种解题思路。一种是从意思上理解然后做出选择，一种是依据单词的用法。前者比较简单，后者很考验语言功底。 21题，理解上下文的意思。前面说招人时的确定一般是在五分钟以内做出的。但是雇主们试图使自己具体信任他们在选择过程中是经过了深思熟虑的。Convince oneself，使确信。其他的词没有这个用法。 22题，员工的质量对公司的胜利是至关重要的。选quality。 23题，招人者试图利用一切方法来抓住这个领域最好的(人才)，
29、secure the best，抓住最好的。realise是实现，attain是获得，后面不能接人，achieve是实现一个目标。 24题，rise in popularity，固定搭配，popularity是知名度的意思，这个词组应当可以翻译成声名鹊起。 25题，provides with,供应。给组织供应另外一种方法。offer的用法是offer sb sth，contribute在这里意思不对。 26题，是公司能够增加价值，enable 27题，这题的意思很明显，测试(testing)作为聘请过程的一个组成部分，要区分选项的几个单词，尤其是portion和component，看英英说明。
30、 Component：one of several parts that together make up a whole machine, system etc Portion：a part of something larger, especially a part that is different from the other parts 这里强调testing是一个组成部分，没有说明特别的地方，选component。 28题，对每个人将来的可能表现没有一个真正的衡量。选measure。 29题，fill a position，填补空位，fill在这里的意思是to perform a
31、particular job, activity, or purposein an organization, or to find someone or something to do this。不能选occupy，因为occupy更强调人的一种主动，而这里只是客观说某个须要填补的职位。 30题，in the business of，也是一种固定的说法，在什么的过程中。许多场合都可以运用。可以多看几个例句： Were in the business of stimulating the economy(By Obama) 第11页 共11页第 11 页 共 11 页第 11 页 共 11 页第 11 页 共 11 页第 11 页 共 11 页第 11 页 共 11 页第 11 页 共 11 页第 11 页 共 11 页第 11 页 共 11 页第 11 页 共 11 页第 11 页 共 11 页