2017年BEC浏览测验试题教导

　　天赋毫不应轻视勤恳。以下是小编为大师搜刮清算的2017年BEC浏览测验试题教导，但愿能给大师带来赞助!更多出色内容请实时存眷咱们应届毕业生测验网!

　　You can negotiate virtually anything. Projects,resources, expectations and deadlines are all outcomes ofnegotiation. Some people negotiate deals for a living. Dr HerbCohen is one of these professional talkers, called in bycompanies to negotiate on their??behalf . He approaches the artof negotiation as a game because, as he is usually negotiatingfor somebody else, he says this helps him drain the emotionalcontent from his conversation. He is working in a competitive field and needs to avoid being tooadversarial. Whether he succeeds or not, it is important to him to make a good impression so thatpeople will recommend him.

　　The starting point for any deal, he believes, is to identify exactly what you want from eachother. More often than not, one party will be trying to persuade the other round to their point ofview. Negotiation requires two people at the end saying ‘yes”. This can be a problem because oneof them usually begins by saying “no”. However, although this can make talks more difficult, this isoften just a starting point in the negotiation game. Top management may well reject the ideainitially 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 Cohensays that one of his strategies is to dress down so that the other side can relate to you. Pitch yourlook 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 thansuperior 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 theother side. Ask questions rather than give answers and take an interest in what the other person issaying, even if you think what they are saying is silly. You do not need to become their best friendsbut being too clever will alienate them. A lot of deals are made on impressions. Do not rush whatyou 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 betterchance they have because people do not want to think their investment and energies have goneto 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 clashbetween companies, which can put paid to any deal. Even having agreed a deal, things may notbe tied up quickly because when the lawyers get involved, everything gets slowed down as theyargue 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, usingsome emotional blackmail. They can also be very single-minded and have an inexhaustible supplyof energy for the cause they are pursuing. So there are lesson to be learned from watching andlistening 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 routewww.Examw.com

　　B try not to make people feel guilty

　　C be careful not to exhaust yourself

　　D control the decision-making process.

　　对于negotiating techniques的文章。 传统的浏览题型，绝对比拟轻易。

　　15题，谜底很较着：he says this helps him drain the emotional content from his conversation。赞助他抽离他的说话中的豪情成份。要想选对，只要要晓得选项B中detached的寄义：not reacting to or becoming involved in something in an emotional way

　　16题，这题貌似只能采用解除法。由于几个选项和原文的对应都不是太较着。问为甚么良多人在一起头要对一个倡议说“不”。谜底是第二段的最初一句：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.。最高办理层在一起头能够会谢绝这个倡议，由于如许是一个更宁静的挑选。可是若是他们真的不感乐趣的话，他们就不会在那边(构和)了。A在这段笔墨中不提到，B错误，他们必定是感乐趣的，C也错误不提到，原文说的是safer option。选D，之以是会谢绝，由于从保护公司好处的角度，如许是一个safer option。

　　17题，谜底也很较着：Dr Cohen says that one of his strategies is to dress down so that the other side can relate to you.这里的两个词组能够诠释下：

　　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

　　以是这个句子意义是穿的不那末正式，如许能够让另外一方靠近你。也便是A说的是你的气概顺应你的构和工具。C错误，不是make you feel comfortable，而是make others feel comfortable。D也错误，能够会误选，不是让别人喜好你，like太夸大了，只是轻易靠近。

　　18题，谜底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.。走进另外一方的天下，便是原文说的understanding the other person，目标是为了sell your proposal，也便是让对方接管你的倡议，选D。

　　19题，构和失利的缘由，谜底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。公司文明抵触致使的。文明抵触，便是两个公司在运作、理念等等上的不分歧，选C：两个公司以差别的体例运作。

　　20题，为甚么要鉴戒小孩子的方法，原文最初一段提到小孩子的方法便是，爸爸不行找妈妈，妈妈不行就在豪情上欺诈爷爷奶奶。此路不通就换另外一条，便是A说的测验测验每条线路。B 不提到，C错误，原文说小孩子有inexhaustible supply of energy。D也不提到。

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