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
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Thestartingpointforanydeal,hebelieves,istoidentifyexactlywhatyouwantfromeachother.Moreoftenthannot,onepartywillbetryingtopersuadetheotherroundtotheirpointofview.Negotiationrequirestwopeopleattheendsaying‘yes”.Thiscanbeaproblembecauseoneofthemusuallybeginsbysaying“no”.However,althoughthiscanmaketalksmoredifficult,thisisoftenjustastartingpointinthenegotiationgame.Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.
Itisamisconceptionthatskillednegotiatorsaresmoothoperatorsinsmartsuits.DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.Pitchyourlooktosuityourcustomer.Youdonotneedtomakethemfeelbetterthanyoubut,Forexample,dressinginastylethatisnotovertlyexpensiveorsuessfulwillmakeyoumoreapproachable.Peoplewillgenerallyfeelmorefortablewithsomebodywhoappearstobelikethemratherthansuperiortothem.Theymaynotlikeyoubuttheywillfeeltheycantrustyou.
DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintotheworldoftheotherside.Askquestionsratherthangiveanswersandtakeaninterestinwhattheotherpersonissaying,evenifyouthinkwhattheyaresayingissilly.Youdonotneedtobeetheirbestfriendsbutbeingtoocleverwillalienatethem.Alotofdealsaremadeonimpressions.Donotrushwhatyouaresaying---putafewhesitationsin,donottrytoblindthemwithyourverbaldexterity.Also,youshouldrepeatbacktothemwhattheyhavesaidtoshowyoutakethemseriously.
Inevitablysomedealswillnotsueed.Generallythelongerthenegotiationsgoon,thebetterchancetheyhavebecausepeopledonotwanttothinktheirinvestmentandenergieshavegonetowaste.However,jointventurecanmeanjointriskandsometimes,ifthisbeestoogreat,neitherpartymaybepreparedtoseethedealthrough.Moremonisacorporatecultureclashbetweenpanies,whichcanputpaidtoanydeal.Evenhavingagreedadeal,thingsmaynotbetiedupquicklybecausewhenthelawyersgetinvolved,everythinggetssloweddownastheyargueaboutsmalldetails.
DeCohenthinksthatchildrenarethemastersofnegotiation.Theirgoalsaretotallyselfish.Theyunderstandthedecision-makingprocesswithinfamiliesperfectly.IfMumrefusestheirrequest,theywilltroopalongtoDadandpressurehim.Ifalelsefails,theywilltrythegrandparents,usingsomeemotionalblackmail.Theycanalsobeverysingle-mindedandhaveaninexhaustiblesupplyofenergyforthecausetheyarepursuing.Sotherearelessontobelearnedfromwatchingandlisteningtochildren.
1.DrCohentreatsnegotiationasagameinorderto
Aputpeopleatease
Bremaindetached
Cbepetitive
Dimpressrivals
2.Manypeoplesay“no”toasuggestioninthebeginningto
Aconvincetheotherpartyoftheirpointofview
Bshowtheyarenotreallyinterested
Cindicatetheywishtotaketheeasyoption
Dprotecttheirpany’ssituation
3.DrCohensaysthatwhenyouaretryingtonegotiateyoushould
Aadaptyourstyletothepeopleyouaretalkingto
Bmaketheothersidefeelsuperiortoyou
Cdressinawaytomakeyoufeelfortable.
Dtrytomaketheothersidelikeyou
4.AordingtoDrCohen,understandingtheotherpersonwillhelpyouto
Againtheirfriendship
Bspeedupthenegotiations
Cplanyournextmove.
Dconvincethemofyourpointofview
5.Dealssometimesfailbecause
Anegotiationshavegoneontoolong
Bthepaniesoperateindifferentways
Conepartyrisksmorethantheother.
Dthelawyersworktooslowly
6.DrCohenmentionschildren’snegotiationtechniquestoshowthatyoushould
Abepreparedtotryeveryroute
Btrynottomakepeoplefeelguilty
Cbecarefulnottoexhaustyourself
Dcontrolthedecision-makingprocess.
Foreachquestion7–12,markoneletter(A,B,CorD)onyourAnswerSheetfortheansweryouchoose.
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7DrCohentreatsnegotiationasagameinorderto
8Manypeoplesay“no”toasuggestioninthebeginningto
9DrCohensaysthatwhenyouaretryingtonegotiateyoushould
10AordingtoDrCohen,understandingtheotherpersonwillhelpyouto
11Dealssometimesfailbecause
12DrCohenmentionschildren’snegotiationtechniquestoshowthatyoushould
参考答案:
1B2D3A4D5B6A
15B16D17A18D19B20A
15.第一段有这样一句话needstoavoid