BEC閱讀真題詳解：Youcannegotiatevirtuallyanything

大家還在苦惱找不着bec的真題嗎？爲了幫助大家備考，下面小編給大家帶來BEC閱讀真題詳解：You can negotiate virtually anything。

BEC閱讀真題詳解：You can negotiate virtually anything

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 le 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 arre 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 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 　　B try not to make people feel guilty 　　C be careful not to exhaust yourself 　　D control the decision-making process.

　　BEC商務英語中級閱讀詞彙1

man n.領班;工長;工頭

【商務用語】head foreman (車間的)工長

e v.僞造文書

【商務用語】forge a signature 僞造簽名

ery n.僞造簽章，僞造文件或票據，僞造物;僞造罪

【例句】The painting was a very clever forgery 這幅畫是一張很能以假亂真的僞造品。

ality n.禮節，儀式;(pl.)規定的程序

【商務用語】customa formality 報關手續

customs formality and requirements 海關手續和規定

export formality 出口手續

【例句】That’s the formalities of judical process. 這是司法程序的規定。

ulate vt.制定;有系統闡述

【商務用語】formulate strategy 制定策略

　　BEC商務英語中級閱讀詞彙2

m n. 座談會，研討會

【例句】APEC is a vital ecomomic forum in the present world. 亞太經合組織是當今世界一個重要的經濟論壇。

arder n.貨運承攬業者，貨運承攬業;代運人，轉運公司

【商務用語】air freight forwarder 空運運輸行

forwarder receipt 貨運代理行收據

arding n.寄送，託運;轉運;運輸，運輸業務

【商務用語】forwarding agency 運輸行

forwarding agent 運輸商

forwarding business 運輸業

adj.犯規的;不正當的 adv.不正當地

【商務用語】foul play 違規行爲

chising n.特許制,一般有產品特許

【相關詞組】product franchising 產品型特許經營

business-format franchising 兩種形式

　　BEC商務英語中級閱讀詞彙3

chisor n.授予特許者

【例句】The franchisor could receive a royalty fee from the franchisees. 授予特許者可向特許經營者收取特許費。

co adj.免費的，免費投遞的 n.全部費用在內價

【商務用語】Franco( franco domicile, free, rendu) price 含全部費用價格

dulent adj.欺騙性的,欺詐的,騙得的

【商務用語】frandulent business practices 構成欺騙的交易行爲

lance adj.自由職業的;特約的 vt.作爲自由職業者提供

【例句】She freelanced pieces for British publications. 她作爲自由擬稿人向一些英國出版物擬稿。

uency n.(基本工資以外的)福利 adj.次要的;附加的

【商務用語】fringe industries 次要的工業部門

fringe benefit(工資外的)補貼(如年金，假期照付的工資，保險金等)

【例句】Part of the sum was reserved for fringes.

這筆款子中有一部分留作福利金。

ge n.(基本工資以外的)福利 adj.次要的;附加的

【商務用語】fringe industries 次要的工業部門

fringe benefit (工資外的)補貼(如年金、假期、照付的工資、保險金等)

【例句】Part of the sum was reserved for fringes.

這筆款子中有一部分留作福利金。

t-line adj.前線的，第一線的

【商務用語】front-line staff 一線員工，精通業務的員工

【例句】The stock market crash finished many speculators.

BEC閱讀真題詳解：You can negotiate virtually anything