2012年BEC商务英语高级阅读题精讲
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.
15Dr Cohen treats negotiation as a game in order to
A put people at ease
B remain detached
C be competitive
D impress rivals
16Many 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
17Dr 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
18According 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.
Dconvince them of your point of view
19Deals 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
20Dr 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.
关于negotiating techniques的文章。传统的阅读题型，相对比较容易。
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。要想选对，只需要知道选项B 中detached的含义：not reacting to or becoming involved in something in an emotional way
16题，这题貌似只能采取排除法。因为几个选项和原文的对应都不是太明显。问为什么很多人在一开始要对一个建议说“不”。答案是第二段的最后一句：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.。最高管理层在一开始可能会拒绝这个建议，因为这样是一个更安全的选择。但是如果他们真的不感兴趣的话，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，他们肯定是感
兴趣的，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 other side can relate to you.这里的两个词组可以解释下：
dress down:to wear clothes that are more informal than the ones you would usually wear relate to:to feel that you understand someone's 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，不是让别人喜欢你，like 太夸张了，只是容易接近。
18题，答案在第四段的第一句话：Dr Cohen suggests that the best way to sell your proposal is by getting into the world of the other side.。走进另一方的世界，就是原文说的understanding the other person，目的是为了sell your proposal，也就是让对方接受你的建议，选D。
19题，谈判失败的原因，答案是第五段的这么一句：More common is a corporate culture clash between companies,which can put paid to any deal。公司文化冲突导致的。文化冲突，就是两个公司在运作、理念等等上的不一致，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办法，原文最后一段提到小孩子的办法就是，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说的尝试每一条路线。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 often than not the decision is made within the first five minutes of a meeting.??Yet employers like to(21) themselves that they are being exceptionally thorough in their selection processes.In today’s competitive market place,the(22)of staff in many organizations is fundamental to the company’s success and,as a result,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 ability￡aptitude testing(25)an organization with an extra way of establishing a candidate’s suitability for a role.It(26)companies to add value by identifying key elements of a position and then testing candidates to ascertain their ability against those identified elements.
The employment of psychometric or ability testing as one(27)of the recruitment process may have some merit,but in reality there is no real(28),scientific or otherwise,of the potential future performance of any individual.The answer to this problem is experience in interview techniques and strong definition of the elements of each position to be(29)as the whole recruitment process is based on few real certainties,the instinctive decisions that many employers make,based on a CT and the first five minutes of a meeting,are probably no less valid than any other tool employed in the(30)of recruitment.
21.A suggest B convince C advise D believe
22.A worth B credit C quality D distinction
23.A secure B relies C attain D achieve
24.A lifted B enlarged C expanded D risen
25.A provides B offers C contributes D gives
26.A lets B enables C agrees D admits
27.A portion B member C share D component
28.A extent B size C amount D measure
29.A occupied B met C filled D appointed
30A business B topic C point D affair
《The scientific approach to recruitment》，招人的科学方法。这篇完型比较简单。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，一种是根据单词的用法。前者比较容易，后者很考验语言功底。
21题，理解上下文的意思。前面说招人时的决定一般是在五分钟以内做出的。但是雇主们试图使自己详细相信他们在挑选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成功是至关重要的。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)，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，这个词组应该可以翻译成声名鹊起。
25题，provides with,提供。给组织提供另外一种方法。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)作为招聘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，看英英解释。
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，没有说明特殊的地方，选component。
28题，对每个人未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 particular job, activity,or purpose in 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需要填补的职位。
30题，in the business of，也是一种固定的说法，在什么的过程中。很多场合都可以使用。可以多看几个例句：
We’re in the business of stimulating the economy(By Obama)
Energetics is a specialist management consultancy in the business of climate change
There is a commonly held view that the only way to get(0)decent pay increase is to move on:to go out into the job market and find someone(31)is prepared to pay you a figure more in line(32)the talents you can offer.Whilst changing employers
from time(33)time is something we probably all need to do to advance our careers in the directions we want them to take,it is nevertheless an activity that carries quite definite risks.Irrespective of(34)well we research prospective employers,a new job is still largely a step into the unknown.It may turn(35)to be a good move or it could prove to be a complete disaster:most of us(36)had experience of both.The point here,though,is that changing employers is not something we want to be doing all the time and certainly not(37)time we feel the urge for better pay.We’d(38)taking more risks than we needed to just to achieve a pay rise.Getting a pay rise should always be viewed(39)a serious business.There are no quick fixes or gold methods with“guaranteed“results.Quick fixes only serve to trivialize the issues and could (40)some circumstances get you into very serous trouble indeed.
剑桥商务英语BEC中级阅读全真试题READING QUESTIONS 1-45 PART ONE Questions 1-7 Look at the sentences below and the job advertisements on the opposite page. Which job does each sentence 1-7 refer to? For each sentence, mark one letter (A, B, C or D) on your Answer Sheet. You will need to use some of these letters more than once. 1 You will be responsible for the operation of a computer system. 2 You must be able to forecast what people will want to wear. 3 You will be able to work with people from many different countries and backgrounds.
4 You will have a qualification which covers two subject areas. 5 It is necessary to have worked in this sector before. 6 You will need to keep in contact with the headquarters of the organization. 7 The advertisement emphasises the need to have a suitable approach to important people. A BUSINESS MANAGER You will be responsible for our global business within specific countries and will have a good understanding of international distribution, possibly based on previous experience, plus the ability to work in markets that are highly varied in their culture. You will be fluent in a second language, be willing to travel extensively, and preferably have a degree. B DEPARTMENT STORE BUYER Based at our head office in London, you will select and
新剑桥商务英语高级习题 答案 Last revision date: 13 December 2020.
English for Business Studies Key to Unit 01: The three sectors of the economy This unit covers a lot of basic vocabulary concerning developed economies much of it in an extract from a well-known British novel. It also discusses the evolution of the economy of most of the older industrialized countries, with the decline of manufacturing industry and its replacement by services. There is an extract from a magazine interview with an economist and an interview with a British Member of Parliament on this issue. 1a Vocabulary p09 Identify the most prominent features in this photograph, which illustrates various important elements of the infrastructure of a modern industrialized country. The photo clearly shows a large factory (the Unilever factory in Warrington, England) in the center, with more factories, industrial units, or warehouses in the top right-hand corner. The large factory seems to include some office buildings. Also visible are agricultural land (in the background; the land in the foreground doesn’t appear to be cultivated), a river, a railway and several roads, and housing, perhaps with a school in the center of the housing estate top left. 1b Reading p10 What is the key point that this extract is making about economies? The text suggests that most people take for granted the amazing complexity of the economic infrastructure. 1c Comprehension p11 lines 4-7, Robyn sees examples of all three. What are they? Tiny fields (the primary sector), factories (the secondary sector), and railways, motorways, shops, offices, and schools (the tertiary sector). long sentence from lines 12-28 lists a large number of operations belonging to the different sectors of the economy. Classify the 18 activities from the passage Primary sector: digging iron ore, mining coal. Secondary sector: assembling, building, cutting metal, laying cables, milling metal, smelting iron, welding metal. Tertiary sector: advertising products, calculating prices, distributing added value, maintenance, marketing products, packaging products, pumping oil, transportation. you think of three important activities to add to each list (not necessarily in relation to the kettle) Primary sector: farming (agriculture), fishing and forestry Secondary sector: manufacturing, transforming and processing Tertiary sector: financing, designing, retailing
剑桥商务英语BEC高级阅读真题(一)2 D Frederick Herzberg Although relatively few contemporary management students will have read his books, Herzberg s name is instantly recognisable to anyone who has studied industrial organisations. This is because the American psychologist was responsible for introducing the concept of motivation into management thinking. As a young man, Herzberg became deeply interested in mental illness and the human need for mental and emotional satisfaction. This led him to criticise the approach of many companies to job design, and to argue for the need for job enrichment to stimulate employees efforts. E Tom Peters The American s reputation was created in the I 980s by the spectacular success of one book, In Search of Excellence, co-written with Robert Waterman. The two were working together as management consultants and no-one expected their first (and only) book to end up selling 5 million copies worldwide! Although his ideas have been criticised, Peters popularity as a speaker and writer has continued to grow. So much so that Peters has created his own business to market books, videos and consultancy based on his work.
剑桥商务英语中级阅读全真试题(2) A. As a result, the membership now represents 94% of all exporters and 60% of all importers. B. In some of these countries, this can amount to as much as 50% of all export earning. C. In North America, most consumers already have above average knowledge of the range available. D. For example, frost and wind are particularly damaging to coffee crops. E. Larger coffee growers, for example, frequently export directly. F. The main reason for this is higher Brazilian output as production recovers from weather damage to crops. G. It is cultivated in mountain regions which can only be reached by animal transport, and in other difficult areas where modern agricultural equipment cannot be used. H. This is because there is a demand for coffee in Germany, and it is also sold in the UK and in the US. I. This make the coffee industry fairly universal, according to Pablo Dubois, Head of the International Coffee Organisation (ICO), based in London. PART THREE Questions 13-20 Read the article below about stress management, and answer questions 13-20 on the opposite page. A Lesson In Stress Management Demands placed on us at work can often lead to considerable worry and
BEC商务英语高级真题及答案(5) In the last few years, managers throughout industry have seen more changes than many of them could have expected to see in their entire working lives having to communicate information which often leads to feelings of insecurity has become a key activity. From being regarded as relatively unimportant in many companies , management employee communication has become a central corporate need. Concordia International provides a good example of a company that has adjusted well to the changing needs for communication . since 1995 , Concordia has been turned inside-out and upside-down, to ensure that it is a marketing –led, customer-responsive business, one that looks outwards at customers and competitors, rather than inwards at its own processes and the way things were done in the past. In the last eight years, Concordia has reduced its workforce by more than 80.000 people - or 35% -on a voluntary basis, with further downsizing anticipated. From being an engineering company, Concordia is now remaking itself as a service company. The role of employee communication in such a context is to build people’s self-confidence, to persuade them that, although it is inevitable that the changes will go ahead, they also bring with them new opportunities for employees. However, this is not an easy task. People tend to be skeptical of these claims and to feel that they are losing touch with the company they have worked for over many years. This is understandable, since many of the old certainties are being swept away , including the core activities of the company they work for. Above all , they have had to face up to the fact that they no longer have a job for life. Research indicates that people respond to this predicament in a variety of ways. The bulk of employees fall into two main categories in terms of their response to the
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最牛英语口语培训模式：躺在家里练口语，全程外教一对一，三个月畅谈无阻！ 洛基英语，免费体验全部在线一对一课程：https://www.doczj.com/doc/51900397.html,/wenkxd.htm（报名网址） Speaking Your Customers' Language Modern international trading practices are highlighting the growing importance of languagetraining Modern-day business really does transcend national barriers. Thanks to sophisticated IT and communications systems, businesses can now market their products on a truly global scale. Theworld is indisputably becoming a smaller place, as service and manufacturing companies search the international marketplace for new suppliers and clients. Businesses must, however, be aware that once they expand the area in which they operate, they face increased competition. The standard and quality of their goods become increasingly important in keeping up with competitors. But most of all, it is the service element accompanying the goods which is crucial to a company's success in a particular market. This new philosophy has led to many companies, some of which have even offered products of a lesser quality, gaining success overseas. Although globalisation may, in some senses, have brought national economies closer together, societies around the world still have radically different expectations, processes and standards. These are not a function of economic change, but are more deep-rooted and difficult to alter. They can be a major problem for businesses expanding abroad, with the greatest obstacle of all being the language barrier. If you have to deal with clients, suppliers and distributors in a range of countries, you will not only need the skills to communicate with them, you will also need to reconcile any national biases you have with the diverse ways of doing business that exist around the globe. The value of effective communication is not to be underestimated. New technology such as videoconferencing and email has played a part in making the communication process easier, and it may also be possible that the introduction of language interpretation software will help with some global communications problems. But, of course, it is the human element of the communication process that is so vital in business, especially in negotiations, presentations and team-building. It is essential for managers to meet regularly with staff, customers and partners, so that issues can be discussed, messages communicated and feedback obtained. The value of well-organised language training is immense, and can 洛基英语是中国英语培训市场上的一朵奇葩，是全球已被验证的东方人英语学习的最佳模式。洛基英
全国职业能力测评考试 高级商务英语模拟试题（一） 第一部分模拟试题 I．In each of the following questions and select a different 1．A、bread B、dream C、lead D、team 2．A、hole B、none C、old D、fold 3．A、house B、south C、touch D、mouth 4．A、bush B、must C、rub D、truck 5．A、ease B、mean C、head D、heat II.The following example from the sentence chosen the right answer 6 、Adults sometimes envy children who play all the time they themselves have to work.rain or shine. A、while B、once C、since D、though 7、Talking to foreigners is fun if you the right time and place. A、locate B、consider C、choose D、decide
8、A person with the blood type AB can any type of blood. A、apply B、recognize C、receive D、absorb 9、In a second-hand bookshop ,Billy came across a book which he thought was certainly a edition. A、rare B、scarce C、seldom D、hardly 10、The red color can stimulate all our ,including appetite. A、thoughts B、worries C、senses D、desires 11、While I was waiting for her ,I killed time looking in the show windows. A、by B、with C、in D、over 12、Mrs.London has that she is unable to get a job. A、such small education B 、so little education C、a such little education D、a so small education 13、I come yesterday ,but I could not. A、was to have B、must C、ought D、have to 14、He treats it a request for information. A、for B、as C、like D、by 15、They promised each other when they went to work. A、get in touch with B、getting in touch with C、to get in touch with D、to get touch with 16、She was too shy to speak . A、in public B、in the public C、in a public D、at public 17、I often thought of my childhood, I lived on a farm. A、when B、which C、where D、who 18、I don’t like this hat.Please show me . A、another B、the other C、others D 、both 19、They shopping,when someone knocked at the door. A、are about to B、are to go C、were about to go D、were to go 20、He gained his by printing of famous writers. A、wealth; work B、wealthy ; works C、wealthy; work D、wealth;works III.The following example from the short space select the right answer Nobody wants to be 21 .Unfortunately our bodies can 22 problems.When we aren’t 23 ,our bodies tell us .Sometimes a part of our bodies hurts. When a part of our bodies 24 ,we say we have aches and pains. We can have aches and pains in 25 parts of the body. We call some simple 26 proplems“aches”.For example, we can have a headache,a toothache,an earache,a backache or a stomachache.Other simple problems are not 27 aches,so we describe them in different ways. For example,we can 28 a sore throat,a sore leg ,a sore toe. “Pain”is another word that we use to 29 a problem.We can have a pain in the chest, a pain in the shoulder or a pain 30 the back.A pain is strong. Also, a pain hurts in a specific place. When aches and pains aren’t too31 ,we can buy medicine in the drugstore . Usually small aches go away 32 .When pain is more serious ,we 33 to visit the doctor(or the dentist).The doctor asks us what our 34 are.The doctor may have to do tests or take Xrays to 35 what is wrong .Then he or she will tell us what to do. 21、A、sleep B、bad C、cold D、sick
剑桥商务英语BEC中级阅读真题（一） PART ONE Questions 1-7 Look at the sentences below and the job advertisements on the opposite page. Which job does each sentence 1-7 refer to? For each sentence, mark one letter (A, B, C or D) on your Answer Sheet. You will need to use some of these letters more than once. 1 You will be responsible for the operation of a computer system. 2 You must be able to forecast what people will want to wear. 3 You will be able to work with people from many different countries and backgrounds. 4 You will have a qualification which covers two subject areas. 5 It is necessary to have worked in this sector before. 6 You will need to keep in contact with the headquarters of the organization. 7 The advertisement emphasises the need to have a suitable approach to important people. A BUSINESS MANAGER You will be responsible for our global business within specific countries and will have a good understanding of international distribution, possibly based on previous experience, plus the ability to work in markets that are highly varied in their culture. You will be fluent in a second language, be willing to travel extensively, and preferably have a degree. B
TEST2 PART 1 这篇文章讲的是倾听（listening）的重要性。一个好的管理者必然是一个好的倾听者，所以要讲究倾听的艺术。 第一题，有时坚持进一步的解释是很有必要的。答案是B段的这么一句：It may mean quizzing the speaker for additional information or for clarification - it is always better to ask than to continue regardless and get things wrong它可能意味着为了进一步的信息和说明去询问说话的人——问总比不顾情况的继续并且把事情办错的好。这里的additional information对应于further explanation. 第二题，不能在别人还在说的时候就开始关注自己的回应。答案是C段的第一句：The most common bad habit we have is to start thinking of what we are going to say about the subject long before the other speaker has finished。我们最常见的坏习惯就是在讲话者远还没结束的时候就开始思考我们将对这个话题说些什么。这里的before the other speaker has finished就是others are still speaking，focus on your response 就是start thinking of what we are going to say about the subject。 第三题，人们不愿意承认自己没有听好。答案是A段的第一句：Too often we accuse others of not listening, pretending that we ourselves are faultless, yet in our hearts we know that many of the mistakes we make come about because we haven't listened carefully enough。我们经常指责别人没有好好听，假装我们自己是无可指责的，其实在我们心里知道，很多我们所犯的错误都是由于听的不够仔细。这句的意思就是说我们心里知道什么原因，但是口头上喜欢指责别人。也就是第三题题干说的不愿意承认。 第四题，从说话者的视角去考虑问题是有好处的。答案是D段的这么一句：Equally importantly you should put yourself in the other person's place, both intellectually and emotionally。同样重要的是你必须把自己置于别人的位置上，既是智力上的也是情感上的。这里的put yourself in other person’s plac e就是seeing things from the speaker’s perspective。
2020年BEC剑桥商务英语高级阅读试题及答案（卷二） Lack of self-confidence will put you at a disadvantage in a negotiation . 1. This company has been involved in diversifying its business activities. 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 A Chemical Company Masterson’s interim pre-tax profits growth of 20% was somewhat inflated as a result of the income received from the disposal of several of the company’s subsidiaries. The underlying 8% rise in operating profits is a more realistic gauge of the company’s true progress. However,