2014年高級商務英語考試模擬題
For each question 15 – 20 , mark one letter (A, B, C or D ) on your Answer Sheet for the answer you choose.
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 prooposal 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 to A put people at ease B remain detached C be competitive 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 company’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 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 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 companies 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 decision-making process.
相關文章
-
2014年高級商務英語考試模擬題
商務英語考試BEC高級模擬試題For each question 15 – 20 , mark one letter (A, B, C or D ) on your Answer Sheet for the answer you choose.The Negotiating Table: You can negotiate virtually anythin -
2016年商務英語高級考試模擬試題
下文是小編整理的2016年商務英語高級考試模擬試題及答案,提供給大家參考。 2016年商務英語高級考試模擬試題及答案(一)The Negotiating TableYou can negotiate virtually anything. Projects, resources, expectatio -
2017年商務英語高級考試模擬試題精講
學而時習之,不亦説乎?以下是小編為大家搜索整理的2017年商務英語高級考試模擬試題精講,希望能給大家帶來幫助!更多精彩內容請及時關注我們應屆畢業生考試網! The Scientific Approach to RecruitmentWhen it (20) to -
2016年商務英語高級考試閲讀模擬題
下面是小編整理的商務英語高級考試閲讀模擬題,提供給大家備考複習。 2016年BEC商務英語高級考試閲讀模擬題(一)Directions: In this part, you will have 15 minutes to go over the passage quickly and answer the -
2017年商務英語高級試題考前模擬預測
三更燈火五更雞,正是男兒讀書時。黑髮不知勤學早,白首方悔讀書遲。以下是小編為大家搜索整理的2017年商務英語高級試題考前模擬預測,希望對正在關注的您有所幫助!更多精彩內容請及時關注我們應屆畢業生考試網! Questi -
2017年高級商務英語模擬考試題及答案
篇1:有人會説,大一時就這麼早就面臨就業問題,就準備就業問題,那大學豈不是太功利了,還怎麼培養大學的人文精神呢?其實這只是對大學就業的片面理解,我説的是就業是與大學四年都有關係!是要對這個大學作一個具體的規劃的,要搶在 -
2017年劍橋商務英語考試高級模擬訓練試題
明日復明日,明日何其多,我生待明日,萬事成蹉跎。世人若被明日累,春去秋來老將至。朝看水東流,暮看日西墜。百年明日能幾何,請君聽我明日歌。以下是小編為大家搜索整理的2017年劍橋商務英語考試高級模擬訓練試題,希望對正在關 -
2017年商務英語考試高級聽力模擬訓練試題
尊敬的領導:首先感謝領導對我的偏愛,讓我有機會在公司試用。我來到公司正好一月,回顧一下工作、反思一下不足、思考一下打算,非常^必要和及時,現將一個月的工作彙報如下: 一、一個月中工作內容1.醫院標誌設計。前兩個周 -
2016年11月商務英語考試高級模擬測試題
銀行培訓工作計劃(一)從現在開始,緊密圍繞商業銀行自身的戰略目標和各項工作重點,將培訓作為推進戰略實施的重要手段,持久地發揮培訓對改善績效與提升企業競爭力作用;樹立人才投資理念,樹立科學培訓理念,加大對培訓的投入, -
2016年11月商務英語高級考試閲讀題模擬題
2016年下半年BEC高級考試將於11月19日開考,大家都在緊張備考中,下面是yjbys網小編提供給大家關於商務英語高級考試閲讀題模擬題,希望對大家的備考有所幫助。Read the following article on negotiating techniques and t