商务英语BEC高级阅读题（3）

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疯人愿

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1分钟前发布 -【商务英语BEC高级阅读题（3）】http://www.sdrsks.org/ask 11月14日讯: 商务英语BEC高级阅读题（3）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 toA put people at easeB remain detachedC be competitiveD impress rivals16 Many people say “no” to a suggestion in the beginning toA convince the other party of their point of viewB show they are not really interestedC indicate they wish to take the easy optionD protect their company’s situation17 Dr Cohen says that when you are trying to negotiate you shouldA adapt your style to the people you are talking toB make the other side feel superior to you
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不㊣经

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仍记初年

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商务英语BEC高级阅读题（1）l Look at the statements below and at the five reports about companies on the opposite page from an article giving advice to self-employed consultants about negotiating fees for their services.l Which book (A, B, C,D or E) dose each statement 1 –8 refer to ?l For each statement ! – 8, make one letter (A, B, C,D or E) on your Answer Sheet.l You will need to use some of these letters more than once.Example :0 Lack of self-confidence will put you at a disadvantage in a negotiation .0A B C D E1. This company has been involved in diversifying its business act6ivities.2. Although this company is doing well, it has a number of internal difficulties to deal with.3. This company has reduced the profits it makes on individual items.4. One statistic is a less accurate guide to this company’s performance than another.5. The conditions which have helped this company are likely to be less favourable in the future.6. This company’s share price has been extremely volatile over the last twelve months.7. This company is likely to be the subject of a takeover bid in the near future.8. This company’s performance exemplifies a widely held belief.参考答案：1 D 2 B 3 E 4 A 5 D 6 C 7 E 8 C
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伪淑女

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成人英语考什么证书比较含金量高?1、剑桥商务英语BEC；2、雅思IELTS；3、托福TOEFL；4、全国翻译专业资格（水平）考试CATTI；5、托业TOEIC；BEC商务英语地位：职场首选，“外企通行证”，全球超过20000家机构和企业认可，证书终身有效。考试时间：BEC初级和高级在每年5月、11月某个周末考试；BEC中级在每年6月、12月某个周末开考。即将踏入职场的大学生，建议至少考中级，有能力者一步到位考高级；工作中需要进一步提升英语能力的职场人士，建议直接考BEC高级。
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