高级商务英语真题和答案.docx
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高级商务英语真题和答案
高级商务英语真题和答案
TheNegotiatingTable
Youcannegotiatevirtuallyanything.Projects,resources,e_pectationsanddeadlinesarealloutesofnegotiation.Somepeoplenegotiatedealsforaliving.DrHerbCohenisoneoftheseprofessionaltalkers,calledinbypaniestonegotiateontheirbehalf.Heapproachestheartofnegotiationasagamebecause,asheisusuallynegotiatingforsomebodyelse,hesaysthishelpshimdraintheemotionalcontentfromhisconversation.Heisworkinginapetitivefieldandneedstoavoidbeingtooadversarial.Whetherhesucceedsornot,itisimportanttohimtomakeagoodimpressionsothatpeoplewillremendhim.
Thestartingpointforanydeal,hebelieves,istoidentifye_actlywhatyouwantfromeachother.Moreoftenthannot,onepartywillbetryingtopersuadetheotherroundtotheirpointofview.Negotiationrequirestwopeopleattheendsayingyes.Thiscanbeaproblembecauseoneofthemusuallybeginsbysayingno.However,althoughthiscanmaketalksmoredifficult,thisisoftenjustastartingpointinthenegotiationgame.Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.
Itisamisconceptionthatskillednegotiatorsaresmoothoperatorsinsmartsuits.DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.Pitchyourlooktosuityourcustomer.Youdonotneedtomakethemfeelbetterthanyoubut,Fore_le,dressinginastylethatisnotovertlye_pensiveorsuccessfulwillmakeyoumoreapproachable.Peoplewillgenerallyfeelmorefortablewithsomebodywhoappearstobelikethemratherthansuperiortothem.Theymaynotlikeyoubuttheywillfeeltheycantrustyou.
DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintotheworldoftheotherside.Askquestionsratherthangiveanswersandtakeaninterestinwhattheotherpersonissaying,evenifyouthinkwhattheyaresayingissilly.Youdonotneedtobeetheirbestfriendsbutbeingtoocleverwillalienatethem.Alotofdealsaremadeonimpressions.Donotrushwhatyouaresaying---putafewhesitationsin,donottrytoblindthemwithyourverbalde_terity.Also,youshouldrepeatbacktothemwhattheyhavesaidtoshowyoutakethemseriously.
Inevitablysomedealswillnotsucceed.Generallythelongerthenegotiationsgoon,thebetterchancetheyhavebecausepeopledonotwanttothinktheirinvestmentandenergieshavegonetowaste.However,jointventurecanmeanjointriskandsometimes,ifthisbeestoogreat,neitherpartymaybepreparedtoseethedealthrough.Moremonisacorporatecultureclashbetweenpanies,whichcanputpaidtoanydeal.Evenhavingagreedadeal,thingsmaynotbetiedupquicklybecausewhenthelawyersgetinvolved,everythinggetssloweddownastheyargueaboutsmalldetails.
DeCohenthinksthatchildrenarethemastersofnegotiation.Theirgoalsaretotallyselfish.Theyunderstandthedecision-makingprocesswithinfamiliesperfectly.IfMumrefusestheirrequest,theywilltroopalongtoDadandpressurehim.Ifalelsefails,theywilltrythegrandparents,usingsomeemotionalblackmail.Theycanalsobeverysingle-mindedandhaveanine_haustiblesupplyofenergyforthecausetheyarepursuing.Sotherearelessontobelearnedfromwatchingandlisteningtochildren.
15DrCohentreatsnegotiationasagameinorderto
Aputpeopleatease
Bremaindetached
Cbepetitive
Dimpressrivals
16Manypeoplesaynotoasuggestioninthebeginningto
Aconvincetheotherpartyoftheirpointofview
Bshowtheyarenotreallyinterested
Cindicatetheywishtotaketheeasyoption
Dprotecttheirpanyssituation
17DrCohensaysthatwhenyouaretryingtonegotiateyoushould
Aadaptyourstyletothepeopleyouaretalkingto
Bmaketheothersidefeelsuperiortoyou
Cdressinawaytomakeyoufeelfortable.
Dtrytomaketheothersidelikeyou
18AccordingtoDrCohen,understandingtheotherpersonwillhelpyouto
Againtheirfriendship
Bspeedupthenegotiations
Cplanyourne_tmove.
Dconvincethemofyourpointofview
19Dealssometimesfailbecause
Anegotiationshavegoneontoolong
Bthepaniesoperateindifferentways
Conepartyrisksmorethantheother.
Dthelawyersworktooslowly
20DrCohenmentionschildrensnegotiationtechniquestoshowthatyoushould
Abepreparedtotryeveryroute
Btrynottomakepeoplefeelguilty
Cbecarefulnottoe_haustyourself
Dcontrolthedecision-makingprocess.
关于negotiatingtechniques的文章。
传统的阅读题型,相对比较容易。
15题,答案很明显:
hesaysthishelpshimdraintheemotionalcontentfromhisconversation。
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:
notreactingtoorbeinginvolvedinsomethinginanemotionalway
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:
Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.。
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saferoption。
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saferoption。
17题,答案也很明显:
DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.这里的两个词组可以解释下:
dressdown:
towearclothesthataremoreinformalthantheonesyouwouldusuallywearrelateto:
tofeelthatyouunderstandsomeonesproblem,situationetc
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makeyoufeelfortable,而是makeothersfeelfortable。
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:
DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintotheworldoftheotherside.。
走进另一方的世界,就是原文说的understandingtheotherperson,目的是为了sellyourproposal,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:
Moremonisacorporatecultureclashbetweenpanies,whichcanputpaidtoanydeal。
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ine_haustiblesupplyofenergy。
D也没有提到。
TheScientificApproachtoRecruitment
Whenit(0)toselectingcandidatesthroughinterview,moreoftenthannotthedecisionismadewithinthefirstfiveminutesofameeting.Yetemployersliketo(21)themselvesthattheyarebeinge_ceptionallythoroughintheirselectionprocesses.Intodayspetitivemarketplace,the(22)ofstaffinmanyorganizationsisfundamentaltothepanyssuccessand,asaresult,recruitersuseallmeansattheirdisposalto(23)thebestinthefield.
Onemethodinparticularthathas(24)inpopularityistesting,eitherpsychometrictesting,whichattemptstodefinepsychologicalcharacteristics,orability£aptitudetesting(25)anorganizationwithane_trawayofestablishingacandidatessuitabilityforarole.It(26)paniestoaddvaluebyidentifyingkeyelementsofapositionandthentestingcandidatestoascertaintheirabilityagainstthoseidentifiedelements.
Theemploymentofpsychometricorabilitytestingasone(27)oftherecruitmentprocessmayhavesomemerit,butinrealitythereisnoreal(28),scientificorotherwise,ofthepotentialfutureperformanceofanyindividual.Theanswertothisproblemise_perienceininterviewtechniquesandstrongdefinitionoftheelementsofeachpositiontobe(29)asthewholerecruitmentprocessisbasedonfewrealcertainties,theinstinctivedecisionsthatmanyemployersmake,basedonaCTandthefirstfiveminutesofameeting,areprobablynolessvalidthananyothertoolemployedinthe(30)ofrecruitment.
21.Asuggest Bconvince Cadvise Dbelieve
22.Aworth Bcredit Cquality Ddistinction
23.Asecure Brelies Cattain Dachieve
24.Alifted Benlarged Ce_panded Drisen
25.Aprovides Boffers Ccontributes Dgives
26.AletsBenables Cagrees Dadmits
27.AportionBmember CshareDponent
28.Ae_tent Bsize Camount Dmeasure
29.Aoccupied Bmet Cfilled Dappointed
30Abusiness Btopic Cpoint Daffair
《Thescientificapproachtorecruitment》,招人的科学方法。
这篇完型比较简单。
完型填空也有两种题型,两种解题思路。
一种是从意思上理解然后做出选择,一种是根据单词的用法。
前者比较容易,后者很考验语言功底。
21题,理解上下文的意思。
前面说招人时的决定一般是在五分钟以内做出的。
但是雇主们试图使自己详细相信他们在挑选过程中是经过了深思熟虑的。
Convinceoneself,使确信。
其他的词没有这个用法。
22题,员工的质量对公司的成功是至关重要的。
选quality。
23题,招人者试图利用一切方法来抓住这个领域最好的(人才),securethebest,抓住最好的。
realise是实现,attain是获得,后面不能接人,achieve是实现一个目标。
24题,riseinpopularity,固定搭配,popularity是知名度的意思,这个词组应该可以翻译成声名鹊起。
25题,provideswith,提供。
给组织提供另外一种方法。
offer的用法是offersbsth,contribute在这里意思不对。
26题,是公司能够增加价值,enable
27题,这题的意思很明显,测试(testing)作为招聘过程的一个组成部分,要区分选项的几个单词,尤其是portion和ponent,看英英解释。
ponent:
oneofseveralpartsthattogethermakeupawholemachine,systemetc
Portion:
apartofsomethinglarger,especiallyapartthatisdifferentfromtheotherparts
这里强调testing是一个组成部分,没有说明特殊的地方,选ponent。
28题,对每个人未来的可能表现没有一个真正的衡量。
选measure。
29题,fillaposition,填补空位,fill在这里的意思是toperformaparticularjob,activity,orpurposeinanorganization,ortofindsomeoneorsomethingtodothis。
不能选occupy,因为occupy更强调人的一种主动,而这里只是客观说某个需要填补的职位。
30题,inthebusinessof,也是一种固定的说法,在什么的过程中。
很多场合都可以使用。
可以多看几个例句:
Wereinthebusinessofstimulatingtheeconomy(ByObama)