高級商務英語(BEC)考試歷年真題

www.shangdaxue.cc最具權(quán)威的大學生服務網(wǎng)站高級商務英語(BEC)考試歷年真題TheNegotiatingTableYoucannegotiatevirtuallyanything.Projects,resources,expectationsanddeadlinesarealloutcomesofnegotiation.Somepeoplenegotiatedealsforaliving.DrHerbCohenisoneoftheseprofessionaltalkers,calledinbycompaniestonegotiateontheir??behalf.Heapproachestheartofnegotiationasagamebecause,asheisusuallynegotiatingforsomebodyelse,hesaysthishelpshimdraintheemotionalcontentfromhisconversation.Heisworkinginacompetitivefieldandneedstoavoidbeingtooadversarial.Whetherhesucceedsornot,itisimportanttohimtomakeagoodimpressionsothatpeoplewillrecommendhim.Thestartingpointforanydeal,hebelieves,istoidentifyexactlywhatyouwantfromeachother.Moreoftenthannot,onepartywillbetryingtopersuadetheotherroundtotheirpointofview.Negotiationrequirestwopeopleattheendsaying‘yes”.Thiscanbeaproblembecauseoneofthemusuallybeginsbysaying“no”.However,althoughthiscanmaketalksmoredifficult,thisisoftenjustastartingpointinthenegotiationgame.Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.Itisamisconceptionthatskillednegotiatorsaresmoothoperatorsinsmartsuits.DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.Pitchyourlooktosuityourcustomer.Youdonotneedtomakethemfeelbetterthanyoubut,Forexample,dressinginastylethatisnotovertlyexpensiveorsuccessfulwillmakeyoumoreapproachable.Peoplewillgenerallyfeelmorecomfortablewithsomebodywhoappearstobelikethemratherthansuperiortothem.Theymaynotlikeyoubuttheywillfeeltheycantrustyou.DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintotheworldoftheotherside.Askquestionsratherthangiveanswersandtakeaninterestinwhattheotherpersonissaying,evenifyouthinkwhattheyaresayingissilly.Youdonotneedtobecometheirbestfriendsbutbeingtoocleverwillalienatethem.Alotofdealsaremadeonimpressions.Donotrushwhatyouaresaying---putafewhesitationsin,donottrytoblindthemwithyourverbaldexterity.Also,youshouldrepeatbacktothemwhattheyhavesaidtoshowyoutakethemseriously.Inevitablysomedealswillnotsucceed.Generallythelongerthenegotiationsgoon,thebetterchancetheyhavebecausepeopledonotwanttothinktheirinvestmentandenergieshavegonetowaste.However,jointventurecanmeanjointriskandsometimes,ifthisbecomestoogreat,neitherpartymaybepreparedtoseethedealthrough.Morecommonisacorporatecultureclashbetweencompanies,whichcanputpaidtoanydeal.Evenhavingagreedadeal,thingsmaynotbetiedupquicklybecausewhenthelawyersgetinvolved,everythinggetssloweddownastheyargueaboutsmalldetails.DeCohenthinksthatchildrenarethemastersofnegotiation.Theirgoalsaretotallyselfish.Theyunderstandthedecision-makingprocesswithinfamiliesperfectly.IfMumrefusestheirrequest,theywilltroopalongtoDadandpressurehim.Ifalelsefails,theywilltrythegrandparents,usingsomeemotionalblackmail.Theycanalsobeverysingle-mindedandhaveaninexhaustiblesupplyofenergyforthecausetheyarepursuing.Sotherearelessontobelearnedfromwatchingandlisteningtochildren.15DrCohentreatsnegotiationasagameinordertoAputpeopleateaseBremaindetachedCbecompetitiveDimpressrivals16Manypeoplesay“no”toasuggestioninthebeginningtoAconvincetheotherpartyoftheirpointofviewBshowtheyarenotreallyinterestedCindicatetheywishtotaketheeasyoptionDprotecttheircompany’ssituation17DrCohensaysthatwhenyouaretryingtonegotiateyoushouldAadaptyourstyletothepeopleyouaretalkingtoBmaketheothersidefeelsuperiortoyouCdressinawaytomakeyoufeelcomfortable.factors,thewaycustomersare(24)whentheyhaveareasontocallhasafundamentaleffectonacompany'sabilitytoretainthemascustomers.Evenmorethanregulartelephoneorin-personcustomers,webcustomersareimpatient，easilyfrustratedandalwaysconsciousthattheyhaveotherplaceswheretheycan(25)theirbusiness.Preventingthemfromdoingthatmeansmeetingthemontheirown(26)andprovidingthemwithwhattheywant.外語學習網(wǎng)Thisnecessity,in(27)，meansthatcompaniesthatselloverthenetmustgetback-endfunctionsright.Imposing(28)requirementsoncustomerswillnotwork;abusinessthat(29)oncustomersemailingforassistanceinsteadofusingthephone,forexample,willloserepeatcustom.Ifthephoneisused,itmustbeanswered(30),andthestaffshouldlookforwaysofhelpingeventhemostawkwardcustomers(31),asismoreusual,tryingtofindsome(32)toblamethecustomerforanyproblem.Animportant，finalpointisthatitisvitalthatalladdresses，weblinksandphonenumbersworkproperlyandefficiently.Thisoughtto(33)withoutsaying.Experience，however,showsthatitdoesnot.19、ArelationshipBassociationC.meetingDcontact20、AforceBdetermineCdecideDfix21、AencloseBconsistCincludeDcontain22、AgetBrunCplayDhave23、AabsenceBlackCneedDscarcity24、AcaredBtreatedCdealtDconsidered25、AdeliverBbringCmoveDtake26、ApoliciesBstandardsCtermsDconditions27、AturnBsequenceClineDorder28、AdenseBrigidCdeepDsolid29、AdemandsBinsistsCexpectsDinstructs30、ApunctuallyBpreciselyCpromptlyDpresently31、AapartfromBotherthanCexceptforDratherthan32、AcaseBexcuseCfaultDpurpose33、AdoBmakeCgoDcome歷年商務英語考試BEC中級真題(3)0Regularmeetingswithclientsareimportanttoahealthycollaboration.They00maybesetupbytheclient,forexampletoreviewwiththeprogressofcurrent34projects,togivenewinstructionsthatmayhaveleadtoacontractvariation35ortodiscussanyconcerns.Theclientmeetingwhichcanalsobearranged36byyouoranothermemberofyourcompanytoattractfromnewbusiness,to37addressaproblemunlessthatneedstobesolvedortogiveanupdateorstatus38reportoncurrentbusinessventures.Yourpartisinthesemeetingswilldictate39thekindofinformationyouneedandhowyoushouldprepareforthem.Ifyou40willberespondingtoquestionsputbyyourclient,thematerialyoupresent41shoulddealinspecificallywiththerequestthatwasmade.Themeetingshouldnot42onlymoveofftheagendawithoutthepermissionofthepersonyouaremeeting.43Ifyouhavepreparedproperly,youshouldbeabletoanticipateboth