商务英语高级考试历年真题
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 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.
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 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。
机密（C o n f i d e n t i a l）编号（N o.）：13-14-2-040349A 试题（Test） 课程名称（Subject）：体验商务英语2考核类别（Typeoftest）：考查 课程类别(Typeofcourse):专业必修考试形式(Testtype):大作业 sothecompanyhastokeepcostsaslowaspossibleinordertoremainprofitable. Inthenexttenyears,MarciaLeeplanstoexpandinEuropeandSouth-eastAsiasothatibecomesaglobalco mpany.Todothis,ithasdecidedtobuilditsownfactoryinanoverseascountry.Thefactorywillhaveappro ximately2000workerswhowillproducethejeans.Theworkerswillberecruitedlocally.Thecompanyisc https://www.doczj.com/doc/cf2364253.html,rmationabouteachcountryonpage105. YouwriteareporttotheCEOofthecompany,including: ●Discussthefourcountriesandranktheminorderofsuitabilityasalocation ●Discusstheadvantagesanddisadvantagesofeachlocation ●Decidewhichisthemostsuitablelocationforthenewjeansfactory. ● 来源：网络转载
Unit 4 Advertising Part I Business Vocabulary Directions: There are 20 incomplete sentences in this part. For each sentence there are four choices marked A, B, C and D. Choose the ONE that best completes the sentence. Then mark the corresponding letter on the Answer Sheet with a single line through the center. This part totals 20 points, one point for each sentence. C1 Outdoor advertising is one of the fastest growing _______________ in the market. A markets B sections C segments D sectors D2 The world of outdoor advertising billboards, transport and ‘street furniture’is ______ about $18 billion a year, just 6% of all the worl d’s spending on advertising. A worthwhile B worthy C valued D worth C3 The soaring costs of TV are ______________ clients to consider alternatives. A making B driving C prompting D letting A4 BMW ran a ‘teasers’ campaign in Britain on bus shelters. A exclusively B largely C greatly D inclusively C5 Placing an ad on a bus shelter for two weeks ________________ at about ￡90. A works on B works away C works out D calculates D6 We are facing a ________________ with our market share. What are we going to do about it? A promotion B sale C order D crisis A7 Focus, a large advertising agency based in Paris, has a reputation for creating imaginative and ____________ campaigns. A effective B efficient C effect D efficacious C8 Focus now needs to ________________ potential clients that it still has plenty of creative ideas to offer. A ensure B assure C convince D persuade B9 Focus has been asked to _________________ ideas for advertising campaigns to managements of the companies concerned. A offer B present C supply D furnish
教案 Unit 1 Teaching Objectives: 1. Discuss t he qualities about how to be successful in career 2. Learn some words related to careers 3. Expressing of future’s careers 4. Listening for information of interview and Listen to get information of interview trends; Teaching Focuses: 1. Discuss t he qualities about how to be successful in career 2. Listening for information of interview and Listen to get information of interview trends; Teaching Difficulties: Discuss t he qualities about how to be successful in career Teaching Time: 6 periods Teaching Procedures: Starting up More quotations about career: 1.For many people a job is more than an income – it's an important part of who we are. 2.Think not of yourself as the architect of your career but as the sculptor. You have to do a lot of hard hammering, chiseling, scraping and polishing. 3.What is the recipe for successful achievement? To my mind there are just four essential ingredients: Choose a career you love, give it the best there is in you, seize your opportunities, and be a member of the team. Discuss these questions: 1.Are you ambitious? Do you like ambitious people? Why 2.Do you have a career plan? Where do you want to be in 10 years’ time?
机密（Confidential）编号（No.）：13-14-2- 040349A 试题（Test） 课程名称（Subject）：体验商务英语2 考核类别（Type of test）：考查 课程类别(Type of course) : 专业必修考试形式(Test type) : 大作业 使用范围（Target group）：2013级财务管理1-8班、市场营销班、 人力资源管理专业1-2班 Finish the following two tasks: Task One(40%): Background: Fast-Track Inc., based in Boston, US, sells corporate training videos and management training courses. Fast-Track is looking for a new Sales Manager for its subsidiary in Warsaw, Poland. Fast-Track advertised the vacancy only inside the company as it believes in offering career opportunities to its staff. The subsidiary’s recent sales results were poor. Sales revenue was 30% below target. The reasons are: ●Sales representatives are not motivated and staff turnover is high. ●The previous manager had no clear strategy for developing sales in the area. ●Very few sales contracts were made. There are three candidates for the position. See page 13. Suppose you are Barbara( or Eva or Tadeusz). You need to write an application letter to the company. In the letter(at least 120 words), you write: ●The purpose of the letter ●Self-introduction
体验商务英语视听说答案 【篇一：体验商务英语4 综合教程】 lass=txt>一．课程基本信息 课程编号：0142524 课程类别：选修 总学时：36 课程简介：商务英语课程作为翻译专业的一门专业先选课程，主要 目标是培养学生掌握国际贸易的基础知识、基本技能，能独立从事 一般的对外贸易业务工作。具备听说读写译的基本技能，语音语调 正确、语法概念清楚，能用英语较熟练地从事外事接待、外贸业务 洽谈的口、笔译工作。在培养学生英语语言能力的同时让学生了解 和熟悉各种商务情景和商务活动，掌握相关的商务及商务文化知识，并使他们能够把所学的知识运用到各种商务活动中。 二．教材简介 教材名称：体验商务英语综合教程4 教材编者：david cotton;david falvey; simon kent;《体验商务英语》改编组出版社：高等教育出版社 教材情况简介：本教材话题紧跟国际经济发展形势，循序渐进地训 练学生用英语进行调研分析、归纳总结和使用正确语体作书面或口 头表述的能力。既可以帮助在校生了解真实的商务环境和话题，学 习地道的商务英语；也可以帮助从事各种经济活动的商务人员通过 语言技能综合训，较快地提高语言能力。将国际商务活动引入课堂，体验真实的商务世界。角色扮演和案例学习将体验式学习引向深入，教学设计严谨，为体验式学习打好基础。教学资源丰富，为体验式 教学提供有力支持。
三．课程教学内容 教学重点和难点 1. 重点：掌握各种商务活动情景对话中的语言要点及专业词汇 2. 难点：由于缺乏实战经验，学生难以理解不断涌现的商务方面的 新知识和商务活动的实战环节。 教学内容、目标和学时分配 教学内容教学目标课时分配 unit1communication 掌握4 unit2international marketing 掌握4 unit3building relationships 掌握4 unit 4 success掌握4 unit 5 job satisfaction掌握4 unit 6 risk了解0 unit 7 e-commerce掌握4 revision unit a unit 8team building了解 0 unit 9raising finance 了解 0 unit 10 customer service 了解 0 unit 11 crisis management了解 0 unit 12 management styles掌握 4 unit 13 takeovers and mergers 了解 0 unit 14 the future of business 了解 0 revision unit b 四．课程各教学环节的基本要求 课堂讲授：要求学生在课堂上就国际商务中的各种场景进行对话和 听力练习，并通过看录像、vcd及听录音和mp3等多媒体手段提高 学生的商务英语听说能力。作业：练习章节语言要点及专业词汇， 布置角色扮演任务。mp3或网络资源听力练习。 课程设计：本课程注重把语言技能的训练和专业知识有机结合起来。除了课堂讲解，有些练习属于开放式的，要求学生理论联系实际， 认真独立地思考问题、深入探究问题、最终解决问题。在这一过程 中学生的表达能力同时得以锻炼。 4）测试： 测试方法：测试；闭卷；口试（其中平时成绩占30%；测试成绩占70%） 五．教学参考书
Unit 1 Language review A: 1.c 2.h 3.d 4.a 5.b 6.e 7.f 8.g Unit 2 V ocabulary A:1. monetary regulations https://www.doczj.com/doc/cf2364253.html,ernment bureaucracy 3. political stability 4. buying habits 5. economic situation 6. income distribution C:1.d 2.b 3.c 4.b 5.c 6. d 7. d 8. c 9. d 10.d Reading F: 1 . a 2. a 3. a 4. a 5. a Unit 3 P23 vocabulary A Positive meaning:build up, cement, develop, encourage, establish, improve, maintain, promote, restore, resume, strengthen Negative meaning: the rest！！！！！ B Very bad Very good Stormy strained cool amicable friendly close excellent C 1—5: e d b a e P26 Language A a---J: 9 3 2 4 8 1 5 7 10 6 B 1—5get on count on build up hold on to put(it) off 6—10sounded out let(us)down set up draw up call(it)off Unit 4 P33 Language review 1—4: present simple past simple present continuous present perfect P34 Vocabulary C 1—5: overtook outstripped outbid outvote outmaneuvered
Name ______________________________ ___________ Class ____________________________ 1 New Market Leader Quick Placement Test Elementary to Pre-intermediate Try to answer all forty five questions. There is one mark per question. Choose one answer from the four possible answers. For example: What __c __ you do? a) doing b) are c) do d) is 1 – ‘Is Kenji a consultant?’ – ‘Yes, _____.’ a) he is b) it’s c) he’s d) consultant 2 Does Max _____ in China? a) working b) worked c) works d) work 3 _____ aren’t any flights on Friday afternoon. a) They b) There c) Those d) This 4 My friend Vittoria is _____ sales manager. a) a b) she c) it d) these 5 We have _____ new products. a) lot of b) a lot of c) lots d) lot 6 She didn’t _____ the factory yesterday. a) visited b) visits c) visit d) visiting 7 ‘Are Felisa and Ramon married?’ ‘No, _____.’ a) they’re no b) not c) they aren’t d) they not 8 The CEO wants to visit our branch _____ Monday. a) at b) in c) to d) on 9 _____ she talking to a customer? a) Does b) Is c) Are d) Do 10 How _____ do you travel abroad? a) many b) time c) often d) like 11 Sarayu goes _____ every Saturday. a) swim b) swimming c) for swimming d) to swimming 12 _____ you like a cup of tea before the meeting? a) Are b) Do c) Can d) Would 13 – ‘Is there a meeting next Monday?’ – ‘No, _____.’ a) there isn’t b) not there c) it isn’t d) is not