商务英语初级模拟试题(17)

BEC初级商务英语考试模拟试题练习完整拼出下列句中空格处的单词,注意:是完整拼出.1. Although he was a f( )e at school, he became a successful man later. 失败者2. He was so c( )s to know what was in the letter that he opened it ,even though it was addressed to his sister. 好奇的3. Will you be quite f( )k with me about this matter? 坦白的4. In their school they have an i( )l of ten minutes for recess. 间隔的时间5. The police watched the cafe to which the robber was known to r( )t. 常去参考答案：1. 正确答案:failure 题目翻译:尽管他在学校是个失败者,后他还是成了一个成功的人.2. 正确答案:curious 题目翻译:他太好奇信里是什么,就打开了,尽管是寄给他姐姐的.3. 正确答案:frank 题目翻译:你能非常坦白的告诉我这件事吗?4. 正确答案:interval 题目翻译:在学校里,有十分钟的休息时间.5. 正确答案:resort 题目翻译:警察们监视了强盗们常去的咖啡馆.找出一个与其它三个不相关的单词.1. pliment mendation c.approach d.praise2. a.attend b.draw c.haul d.drag3. a.candid b.curious c.frank d.honest4. a.interval b.omit c.break d.pause5. a.splendid b.neutral c.magnificent d.grand6. a.race b.situation c.condition d.case7. a.aching b.painful c.delicious d.sore8. a.conflict b.event c.struggle d.fight9. a.obey mand c.conduct d.direct10. a.happening b.event c.incident d.pioneer 1. 正确答案:c选项翻译:a.称赞b.称赞c.靠近d.表扬2. 正确答案:a选项翻译:a.出席b.拉,拖c.拉d.阻力3. 正确答案:b选项翻译:a.坦白b.好奇的c.坦白的d.诚实的4. 正确答案:b选项翻译:a.时间间隔b.漏掉c.暂停d.暂停5. 正确答案:b选项翻译:a.壮丽的b.中立的c.华丽的d.豪华的6. 正确答案:a选项翻译:a.比赛b.形势c.情况d.案件7. 正确答案:c选项翻译:a.疼痛的b.疼痛的c.美味的d.疼痛8. 正确答案:b选项翻译:a.冲突,争斗b.事件c.冲突d.战争9. 正确答案:a选项翻译:a.服从b.命令c.领导d.指挥,管理10. 正确答案:d选项翻译:a.发生b.事件c.事件,事变d.先锋这套试卷的完整版在哪里有？正确答案：1. 百度达聪学习网，2. 搜索bec初级，选择相应的题库就好了。

剑桥商务英语考试初级的模拟试题剑桥商务英语考试初级的模拟试题篇一：Sir,You state on February 13 th that New Mexico has “few natural resources”, ____ example____ In 1991 New Mexico ranked fourth in the United States in production of natural gas, seventh in oil and tenth in non-fuel minerals ____8____ Non-fuel minerals contributed about $ 1 billion and coal $ 509 million.Taxes from production of fuels and minerals, and lease payments on state lands have been set aside by legislative acts to endow two permanent funds worth about $ 5.65 billion, ____9____ In addition, during fiscal year 1991 , payments to New Mexico from taxes on federal lands were S 108 million, all earmarked for public education.____10____ About $566 million came from taxes and permanent-fund earnings attributable to oil and gas production. ____11____ Tourism is an important industry in Mew Mexico, yet its economic impact on the public sector is dwarfed by that of mineral production.New Mexico came through the recent recession in much better shape than most other states. It does not have a deficit. ____12____ States that rely primarily on a sales tax or on an income tax have big problems during economic downturns. Income growth per head in New Mexico averaged 6.1/00 in the year to October 1992-one if the fastest growth rates in the United States.Charles ChapinExample: CA. That it has a broadly based tax structure is an importantpoint.B. In 1992 it produced more oil than Colorado and Kansas combined.C. However, the extractive mineral industry in New Mexico is one of the state’s strongest economic forces.D. During fiscal year 1992 New Mexico raised permanent funds worth about $6.1 billion.E. The combined value of oil and gas production was $ 2.8 billion.F. Some 16,000 employees work in the extractive industries and their wages are among the highest of any major industry.G. The $39 million earned by these funds in 1991 was used to finance education and other public services.H. Only S 25 million came from agricultural taxes.I. New Mexico’s extractive mineral industries contribute about a third of the state’s $ 1.9 billion general-fund income in fiscal year 1991.答案：8. E 9. G 10.I 11. F 12. A。

初级商务英语试题及答案一、词汇题（每题1分，共10分）1. The company is looking for a new _______ to manage the sales team.A) directorB) secretaryC) accountantD) assistant2. The _______ of the product has been very positive, leading to increased sales.A) feedbackB) forecastC) budgetD) proposal3. The _______ of the meeting has been postponed until next week.A) conclusionB) cancellationC) scheduleD) agenda4. The _______ is responsible for the financial planning of the company.A) CEOB) CFOC) COOD) CTO5. We need to _______ the production process to meet the new deadline.A) accelerateB) decelerateC) stabilizeD) optimize6. The _______ of the company is to provide high-quality products to our customers.A) missionB) visionC) strategyD) policy7. The _______ of the project was completed on time and within budget.A) implementationB) initiationC) executionD) termination8. The _______ of the report should be concise and to the point.A) summaryB) analysisC) conclusionD) introduction9. The _______ of the company is to expand its market sharein the next five years.A) objectiveB) goalC) targetD) aim10. The _______ of the meeting will be sent out to all participants in advance.A) minutesB) notesC) scheduleD) agenda答案：1-5 A A C B A6-10 A C A B D二、阅读理解（每题2分，共10分）阅读下面的商务邮件，并回答问题。

商务英语BEC初级选择模拟试题商务英语BEC初级选择模拟试题一、Multiple choices. (15%)1. _____ these advantages we do not think there is any difficulty in pushing sale. A. With B. Together with C. Without D. As2. The goods are urgently needed. We ______ hope you will deliver them immediately. A. in the case B. hence C. therefore D. for3. The market report indicates there is ______ market in South America for about 40 tons a year. A. big B. no C. a D. the4. Thanks to the ______ work of our sales department, your last consignment has been all sold out. A. acceptable B. reasonable C. outstanding D. tolerable5. ______ our general agent, you would also have to look after the advertising. A. To be B. As C. Being D. For6. The brochure covers a wide range of products we ______. A. deal with B. deal in C. hand in D. hand over7. The goods have been dispatched and the shipping documents ______ consignment are with us. A. for B. of C. withD. to8. If you are interested, we will send you a sample lot ______ charge. A. within B. for C. with D. free of9. The exhibition has ______ to offer that you will find interesting. A. many B. much C. many a D. more10. Our market survey informs us that you are achieving great success ______ our chemical products. A. on B. to C. at D. with11. We are glad to receive your order of yesterday, ______regret that we can not supply ______ the end of May. A. but, by B. and, by C. but, for D. and, for12. Mr Brown decided that our estimate was ______ and asked us to begin work as from 1 January. A. delinquent B. managerial C. unfortunate D. acceptable13. We confirm that we agree ______ your suggestions made in our last letter. A. to B. on C. with D. that14. Whenever the price, time of shipment, payment terms, etc. are agreed ______, a transaction is concluded. A. with B. on C. to D. that15. The charges will be ______ by Asian Co. and us. A. heavyB. borneC. smallD. settled。

商务英语BEC初级模拟试题商务英语BEC初级模拟试题一、阅读理解In the following article, you will find information about the new product launch of a well-known company. Read the article carefully and answer the questions below.The company is pleased to announce the launch of its new product, a smartwatch designed specifically for fitness enthusiasts. The watch, which features a heart rate monitor and GPS tracking, is expected to hit the shelves in the next few months. Priced at $199, the smartwatch promises to be a great tool for anyone who is serious about their fitness goals.1、What is the name of the new product launched by the company?A. Smart Fitness WatchB. GPS Fitness WatchC. Heart Rate Fitness WatchD. Smartwatch for Fitness Enthusiasts2、What are the two main features of the new product? A. Price and battery life B. Heart rate monitor and GPS tracking C. Design and connectivity D. Waterproofing and durability3、How much does the new product cost? A. $99 B. $149 C. $199D. $2494、In which section of a store would you find this product? A. Electronics B. Fitness C. Sports D. Watches5、The article is likely to have been written by which of the following? A. A company spokesperson B. A fitness magazine editor C. A product reviewer D. An academic researcher二、写作任务You are a representative of a leading technology company and you have been asked to write a report on the future trends in technology that will affect your company and the industry in which it operates. In your report, you are required to address the following:1、Identify two key trends that are currently shaping the technology industry.2、Discuss how these trends will impact your company and the industry in which it operates.3、Propose two strategies that your company can adopt to leverage these trends and gain a competitive advantage.Write an introduction to the report that addresses the above requirements. Use the following sentence to start your introduction: "As a leading technology company, it is important for us to stay abreast of the latest trends in the industry and understand how these trends will shape our company and the industry in which we operate."。

xx年商务英语（BEC）考试初级模拟练习题xx年下半年BEC初级时间为xx年11月26日，还有不到一个月的备考时间，大家要抓紧时间备考，下面是网提供给大家关于(BEC)考试初级模拟练习题，希望对大家的备考有所帮助。

Special Introductory Offer!Gain a working knowledge of the topBusiness books – rapidly and easilyNow you can read the best business books - in just 15 minutes each!It's the executive dilemma of the Niies: information overload. (example). There should be a simpler way to keep track of the latest ideas. And there is.A systematic solution:Suppose you had an assistant who screened and selected only the quality books for you. (8) . So you could obtain a working knowledge of the book’s contents in a fraction of the time. Now you can have that assistant with Executive Book Summaries. Every month, you receive quick-reading, time-saving summaries of the best new business books. (9) . This means that rather than taking five to ten hours to read, it takes just 15 minutes!How you'll benefit.Executive Book Summaries, designed for the busy executive, are a solution to the growing management problem of too much to read and too little lime to do it.? Improve your business confidence.You gain a real understanding of the key points of the best new business books.? Learn more, remember more.We've taken aount of extensive research into the memory functions of the human brain (10) .? Get ideas you can use.(11) . In a summary, these ideas are more aessible and ‘actionable’.? Cut hundreds of hours off your reading load.How often have you opened a new book with great expectations - only to find it a huge disappointment? (12) The books we summarise cover just about every subject you need to know, from management techniques to guidance on your career.A) These introductory texts are the most important books and using them can pay big dividends.B) Discover practical tips and techniques you can apply without delay.C) In order to avoid this problem, we select for you only the truly worthwhile titles and reject the rest.D) Aording to studies published in psychology journals, you retain the content of a summary better than a book.E) He or she would take the most important ideas from each one, and pile them into a neat executive summary.F) With the breadth and depth of knowledge gained from books, it is less likely that you'll be caught off guard.G) Each contains all the key points in the original book, but instead of 200 to 500 pages there are only eight pages.H) There's a sample of the superb business titles that we summarise for you.I) With all the reading you have to do in the normal course of your work, you find it impossible to keep up with all the new business books.。

剑桥商务英语考试初级模拟练习题剑桥商务英语考试初级模拟练习题转眼2016下半年的.商务英语初级考试就要到了，为了帮助大家做好最后的备考工作，下面是yjbys网店铺提供给大家关于商务英语考试初级模拟练习题，希望对大家的备考有所帮助。

MarketingIn the past, the concept of marketing emphasised sales. The producer or manufacturer made a product he wanted to sell. ____ example ____ . Basically, selling the product would be accomplished by sales promotion, which included advertising and personal selling ____ (8) ____ Distribution consisted of transportation, storage, and related services such as financing, standardisation and grading, and the related risks.The modern marketing concept encompasses all of the activities mentioned, but it is based on a different set of principles ____ (9) ____ In other words, goods should be produced only if they can be sold. Therefore, the producer should consider who is going to buy the product ------ or what the market for the product is ---- before production begins.Marketing now involves first deciding what the customer wants, and designing and producing a product that satisfies these wants at a profit to the company ____(11)____ This is much more difficult since it involves human behaviour. ____(12)____ Thus, demand and market forces are still an important aspect of modern marketing, but they are considered prior to the production process.Example: CA. It subscribes to the notion that production can be economically justified only by consumption.B. Marketing was the task of figuring out how to sell the product.C. Marke ting is as important in today’s economy as the production of goods and services.D. Production, on the other hand, is mostly an engineering problem.E. Such markets must be created and stimulated by managers.F. This is very different from making a product and then thinking about how to sell it.G. More than half the cost of consumer goods can be traced to marketing activities.H. In addition to sales promotion, marketing also involved the physical distribution of theproduct to the places where it was actually sold.I. Instead of concentrating solely on production, the company must consider the desires of theconsumer.答案：Questions 8 - 12: H, A, F, I, D【剑桥商务英语考试初级模拟练习题】。

2023年最新的2023年商务英语初级备考模拟试题(含答案)请用括号里的词或短语翻译下列句子。

1. 我打电话是想问一下贵公司的办公室存档设备的情况。

(enquire about, office filing system)2. 我想先核实一下尺寸大小。

(check on, dimensions)3. 标准件为3.5米宽。

(standard unit, wide)4. 实际上能安装几层架子(fit)5. 我需要知道它们突出来多少，换句话说，有多深。

(stick out, in other words, deep)6. 运费取决于收货人到我们仓库的距离。

(depend on)7. 我们离市中心大约十英里。

(centre)8. 那是我们的免费送货区，因此不另收费。

(free, extra charge)9. 我们保证两周内交货。

(guarantee)10. 鉴于订货较多，我们给5%的折扣。

(in view of, size of the order, offer)11. 通常有1年的保修期，但这种打印机的平均使用寿命至少10年。

(one-year guarantee, average life)Exercises-D请按提示完成下列两个对话。

1.Thickness: 3.7cm Wide: 75cm Length: 196cmA：Can you give me the Measurements How ___ is itB：It s 0.75 metres wide.A：And the ___B：1.96 metres.A：And what is the ___B：It s 3.7 centimetres ___.2.Long: 40cm High: 30cm Wide: 16cmA：What are the dimensions of the boxB：It s about 40 centimeters ___, 30 centimeters ___ and 16 centimeters ___.A：I see. And how much does it ___B：The ___ is about 10 kilos.Translation沃尔特先生来到一家办公用品公司。

商务英语BEC初级考试的模拟试题原文及答案商务英语BEC初级考试的模拟试题原文及答案Read the text taken from an article about the development of international managersChoose the best sentence from the opposite page to fill each of the gaps .For each gap 9– 14, mark one letter (A-H) on your Answer Sheet .Do not use any letter more than once .There is an example at the beginning .(0)Search for the “ worldly –wise” company executivesThe quest for international managers is underway in virtually every industrialized economy , the search has been made urgent by the globalization of world markets and the growth in crossborder mergers and acquisitions. (0) Many firms report being so stretched that they simply do not have enough of the high-quality people they require to lead their their global expansion.Other companies are having difficulties releasing experienced people from existing operations in order to lead new international ventures. There are indications that a shorftage of internationally skilled people may be an important constraint on firms’ international ambitions. (9) However, identifying the need for international managers is easier than developing them.So what makes an international manager? Paul Evans, a professor at INSEAD, the European business school, does not believe that any particular nationality produces a more international manager. Neither does he believe that it’s a matter of having the ability to cope with a lifestyle that involves workingin Madrid one day, London the next and Berlin the day after. (10) Rather, he believes that the secret of being a good international manger is being comfortable with managing diversity.Ford of Europe, which has encouraged the development of international managers for more than 20 years, says that its managers are globally-minded before they become global operators. (11) a car that you buy in the UK, for example, is going to be the same car that sells in Germany, Finland and Portugal, so the people who are involved in th e car’s development have to be aware of the market requirements in all those different countries.Generally, it seems that the only effective way to develop international skills and perspectives is through direct international experience. (12) Such experie nces open people’s minds to the fact that things are done differently lese where and encourages them to think in a wilder context..Formulating effective strategies for developing a company’s management resource is a demanding exercise, with conflicting issues to be solved (13) Another dilemma is whether to use local managers or expatriates.The recruitment and development of effective international managers requires considerable financial resources and can be hard to justify at budget meetings. (14) however , without them, companies will continue to find their expansion plans frustrated by a lack of internationally effective managers.A、from the moment they join the company, employees are faced with having to think internationallyB、This can be through involvement in international task forces or through living and working abroad.C、Should , for example, only an elite few receiveinternational experience in preparation for top jobs or should it be offered to a wider group?D、these problems mean that developing managers who think and operate globally is absolutely vital for companies operating in foreign markets.E、Language training , overseas visits and in-house management courses are all expensive to implement.F、Jet-setting between international operations merely creates a business equivalent of the over-packaged touristG、Companies are now emphasizing the human skills involved in managing other peopleH、These trends are pushing companies’ existing management resources to the limit参考答案： 9-10 DF 11-14 ABCE。

BEC初级模拟试题商务英语BEC初级模拟试题商务英语Text 1 Reading 1 hour PART ONE Questions 1 – 8 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. Which book (A, B, C,D or E) dose each statement 1 –8 refer to ? For each statement ! – 8, make one letter (A, B, C,D or E) on your Answer Sheet . You will need to use some of these letters more than once . Example : Lack of self-confidence will put you at a disadvantage in a negotiation . 0 A B C D E This company has been involved in diversifying its business act6ivities. Although this company is doing well, it has a number of internal difficulties to deal with This company has reduced the profits it makes on individual it ems One statistic is a less accurate guide to this company’s performance than another The conditions which have helped this company are likely to be less favourable in the future This company’s share price has been extremely volatile over the last twelve months This company is likely to be the subject of a takeover bid in the near future 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, Masterson’s impending merger with Bentley and Knight and its appointment of a new chief executive should mean that the company will be able to sustain growth for the foreseeable fut5ure. The shareprice has varied little during the course of the year and now stands at ￡ 6.75 B Hotel Group During the past year the Bowden Hotel Group has acquired 77 new properties, thus doubling in size . last week the group reported pre-tax profits of ￡ 88 million in the first six months of the year, ahead of expectations and helped by a strong performance from its London-based hotels and newly expanded US business. However. There is still some way to go. Integration of the new acquisitions is still not complete and, while the share price has risen recently, major problems with integration have yet to be solved. C High-tech Company This time last year a share in Usertech was worth just over ￡ 1. six months ago it was worth ￡ 40. today it is priced at under ￡ 8 . if proof were need, here is an illustration of how much of a lottery the technology market can be. But some technology companies are fighting back and Usertech is one of them . What has renewed excitement in the company is the opening of its new American offices in Dallas and its ambitious plans to expand its user base in both North and Latin America. D Building Company Renton’s share p rice has risen gradually over the past year from ￡2.4 to ￡ 3.8 . The company has been successful in choosing prime location for its buildings and has benefited from the buoyant demand for housing. Whilst this demand is expected to slow down somewhat during the next year, investors are encouraged by the company’s decision to move into building supermarkets. Work has already begun on two sites in London, and the company is expected to sign a contract within the next month for building four large supermarkets in Scotland. E Pottery Manufacturer Milton Dishes has been through a shake-up over the past year. The group, which has been cutting margins and improving marketing, may post a smallprofit this year. The many members of the Milton family, who between them own 58 per cent of the business, have been watching the share price rise steadily and several are looking to sell. Trade rival Ruskin has bought up just over 17 percent of the shares and could well be spurred into further action by the signs of a recovery at the firm.PART TWO Questions9–14 Read the text about career-planning services. Choose the best sentence from the opposite page to fill each of the gaps . For each gap 9– 14, mark one letter (A-H) on your Answer Sheet . Do not use any letter more than once . There is an example at the beginning .(0) Your Career Path Can Lead You Anywhere We used to be advised to plan our careers. We were told to make a plan during the later stages of our education and continue with it through our working lives.(0)_____ some people still see careers in this way. However, to pursue a single option for life has always been unrealistic. Planning for a single career assumes that we set out with a full understanding of our likes and dislikes and the employment opportunities open to us. (9)____ For most people this degree of certainty about the future does not exist. Our initial choice of career path and employer is often based on inadequate knowledge and false perceptions. But with age and experience, we develop new interests and aptitudes and our priorities alter. The structure of the employment market and, indeed of employment itself, is subject to change as both new technologies and new work systems are introduced (10) _____ We must face the uncertainties of a portfolio career. It is clear from the recent past that we cannot foresee the changes which will affect our working lives. The pace of change is accelerating , as a result of which traditional career plans will be of very limited use. (11)_____They will need updating to reflect changes in our own interests as well as in the external work environment. Flexible workers already account for about half the workforce. (12)______ We are likely to face periods as contract workers, self-employed freelances, consultants, temps or part-timers. Many employers encourage staff to write a personal development development (PDP) (13) Although some people use it only to review the skills needed for their job, a PDP could be the nucleus of wider career plan –setting out alternative long-term learning needs and a plan of self-development. A report issued by the Institute of Employment Studies advises people to enhance their employability by moving from traditional technical skills towards the attainment of a range of transferable skills. (14) Instead, special schemes should be established to encourage people to examine their effectiveness and to consider a wider range of needs. 0 A B C D E F G H A This dual effect means that the relationship between employers and workers has evolved to such and extent that we can no longer expect a long-term relationship with one employer. B. It carries an implicit assumption that we ourselves, and the jobs we enter, will change little during our working lives. C. This growth suggests that a career plan should not be expressed only in terms of full-time employment but should make provision for the possibility of becoming one of the.D this is a summary of one’s personal learning needs and an action plan to meet them.E Consequently, they must now accommodate a number of objectives and enable us to prepare for each on a contingency basis.F However, it warns that employers often identify training needs through formal appraisals, which take too narrow a view of development.G . Such a freelance of consultant would be constantly in demand. HWe were expected to work towards that one clear goal and to consider a career change as a bad thing.PART THREE Questions 15– 20 Read the following article on negotiating techniques and the question on the opposite page . 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”. Thi s 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 astyle 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 belearned 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 child ren’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.。