商务英语BEC高级阅读理解精选商务英语口语900句Word格式文档下载.docx

1、 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 usu

2、ally 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 misconcepti

3、on 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

4、not overtly expensive or suessful will make you more approachable. People will generally feel more fortable 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 i

5、s 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 bee their best friends but being too clever will alienate them. A lot of deals are made o

6、n 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 sueed. Generally the longer the negotiations go on,

7、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 bees too great , neither party may be prepared to see the deal through . More mon is a corporate culture clash between

8、 panies, 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. T

9、hey 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 o

10、f energy for the cause they are pursuing. So there are lesson to be learned from watching and listening to children. 1. Dr Cohen treats negotiation as a game in order to A put people at ease B remain detached C be petitive D impress rivals 2. Many people say “no” to a suggestion in the beginning to

11、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 panys situation 3. 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

12、side feel superior to you C dress in a way to make you feel fortable. D try to make the other side like you 4. Aording 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 5. Deal

13、s sometimes fail because A negotiations have gone on too long B the panies operate in different ways C one party risks more than the other. D the lawyers work too slowly 6. Dr Cohen mentions childrens negotiation techniques to show that you should A be prepared to try every route B try not to make p

14、eople feel guilty C be careful not to exhaust yourself D control the decision-making process. For each question 7 12 , mark one letter （A, B, C or D ） on your Answer Sheet for the answer you choose. | 7 Dr Cohen treats negotiation as a game in order to 8 Many people say “no” to a suggestion in the b

15、eginning to 9 Dr Cohen says that when you are trying to negotiate you should 10 Aording to Dr Cohen, understanding the other person will help you to 11 Deals sometimes fail because 12 Dr Cohen mentions childrens negotiation techniques to show that you should 参考答案：1B 2D 3A 4D 5B 6A 15 B 16D 17A 18D 19B 20 A 15.第一段有这样一句话needs to avoid