| 商务英语考试BEC高级易错题（2018/8/8） |
| 第1、2、3、4、5、6题：You can negotiate virtually anything. Projects, resources, expectations and deadlines are all outcomes of negotiation. Some people negotiate deals for a living. Dr Herb Cohen is one of these professional talkers, called in by companies to negotiate on their behalf . He approaches the art of negotiation as a game because, as he is usually negotiating for somebody else, he says this helps him drain the emotional content from his conversation. He is working in a competitive field and needs to avoid being too adversarial. Whether he succeeds or not, it is important to him to make a good impression so that people will recommend him. 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 usually 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 misconception 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 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 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 is 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 become their best friends but being too clever will alienate them. A lot of deals are made on 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 succeed. Generally the longer the negotiations go on, 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 becomes too great , neither party may be prepared to see the deal through . More common is a corporate culture clash between companies, 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. 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, using some emotional blackmail. They can also be very single-minded and have an inexhaustible supply of 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 competitive D impress rivals 2. 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 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 side feel superior to you C dress in a way to make you feel comfortable. D try to make the other side like you 4. 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. D convince them of your point of view 5. 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 6. Dr Cohen mentions children’s negotiation techniques to show that you should A be prepared to try every route B try not to make people feel guilty C be careful not to exhaust yourself D control the decision-making process. |
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| 第7题：If a line is correct, write CORRECT on your Answer Sheet. If there is an extra word in the line ,write the extra word in CAPITAL LETTERS on your Answer Sheet . The exercise begins with two examples, (0) and (00) . Learn your lesson 0 Almost all schemes which claim to be able to transform /25 into / 175 overnight 00 are scams, to be put straight into the dustbin. The exception, however, it may 41 be a little-known new initiative from the government which also effectively does 42 just that. The Individual Learning Account scheme is by the latest government 43 scheme to persuade us of the value of whole life-long learning. The first million 44 people to apply –and there appears to be a long way to go before this limit is 45 reached---are eligible for a /150 grant towards the costs of studying ,but provided 46 that they contribute at least/25 of their own money . Even the offer covers 47 training courses which are obviously work-related but it also extends to more of 48 recreational activities . Whilst there will not be government money to encourage 49 you, for example, to do an evening class in the cake decorating, there could be 50 assistance if you are planning to update on your internet skills. There is also 51 the opportunity to benefit in future years from 20 per cent off the cost of training 52 for IT courses, the discount goes up to 80 per cent , a measure of the government’s Enthusiasm in ensuring we are prepared for the digital world. |
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| 第8、9、10、11、12、13、14、15、16、17题：The Scientific Approach to Recruitment When it (0) to selecting candidates through interview, more often than not the decision is made within the first five minutes of a meeting. Yet employers like to (21) themselves that they are being exceptionally thorough in their selection processes. In today’s competitive market place, the (22) of staff in many organizations is fundamental to the company’s success and, as a result , recruiters use all means at their disposal to (23) the best in the field. One method in particular that has (24) in popularity is testing , either psychometric testing, which attempts to define psychological characteristics , or ability￡aptitude testing (25) an organization with an extra way of establishing a candidate’s suitability for a role. It (26) companies to add value by identifying key elements of a position and then testing candidates to ascertain their ability against those identified elements. The employment of psychometric or ability testing as one (27) of the recruitment process may have some merit, but in reality there is no real (28), scientific or otherwise, of the potential future performance of any individual. The answer to this problem is experience in interview techniques and strong definition of the elements of each position to be (29) as the whole recruitment process is based on few real certainties, the instinctive decisions that many employers make, based on a CT and the first five minutes of a meeting, are probably no less valid than any other tool employed in the (30) of recruitment. Example : A have B decide C do D make 0A B C D 21.A suggest B convince C advise D believe 22.A worth B credit C quality D distinction 23.A secure B relies C attain D achieve 24.A lifted B enlarged C expanded D risen 25.A provides B offers C contributes D gives 26.A lets B enables C agrees D admits 27. A portion B member C share D component 28. A extent B size C amount D measure 29.A occupied B met C filled D appointed 30 A business B topic C point D affair |
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| 第18、19、20、21、22题： You will need to use some of these letters more than once . 1、Successful leadership involves making sure that employees accept new ideas. 2、A good leader can bring success to a company in difficulties 3、Leaders should be assessed on the basis of their achievements 4、The personalities of good leaders are generally different from those of other managers 5、Patience is a valuable quality in a successful leader A Maurizio Verna Long-term, visionary business leaders must be prepared to invest to get what they want for their company. They know when and how to apply pressure and to take risks, when they need to display a more hands-off approach. I have a pretty clear view of my ideal business leader, and of course that’s where I ‘m trying to head: he or she should start up and grow a cash-rich, multi-interest international organization of tremendous strength and depth. B Sue Tucker The pace of technological change, and the rate at which businesses are changing , requires leaders to have a particular aptitude for technology and an understanding of the internet. A lot of people are aware of the opportunities here ,but awareness alone isn’t enough: in a true leader this needs to be coupled with clever marketing, product design and technological innovation, and keeping abreast of everything going on in the company. In fact the acid test , I think , is being able to use all of these skills to turn around a failing company. C Carol Godfrey Effective leaders stand out from the herd. They’re often idiosyncratic, even eccentric.They have the confidence to be themselves, and not to adopt the language and attributes of the run-of-the-mill professional managers and accountants. What’s crucial is having the charisma or whatever it is that gives their staff confidence in them, so they can keep everyone on board when they want to make innovations. So often these don’t get off the ground because of lack of leadership, because after all, our response to change is significantly affected by how it’s introduced. E Ana Costa Outstanding leaders understand both tactics and strategy, and are prepared to play a very long game to achieve their objectives. They understand that in negotiations they need the “ win-win” concept, because losers risk losing their dignity, which is no good for your long-term business relationship with them. Leaders must stay optimistic, whatever the odds, and keep up morale of their company, even when the going’s tough. It’s important to be very much hands-on, too. A good leader will champion ideas that keep the company in the forefront. |
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| 第23、24、25、26、27、28题： The Danish electronics manufacturer, Oticon, is a leader in the move towards the paperless office, In their cafeteria a huge glass pipe runs from ceiling to floor. When the mail comes in, it is immediately scanned into the computer, shredded, and thrown down the tube to the general cheers of the employees. (0) Having all mail and memos available only as computer files to be read on the screen makes it easy to dispense with large physical storage spaces for people who work at desks (9) Changing over to the paperless office required a rapid increase in computer literacy, but rather than set up a corporate training programme they turned the problem over to employees. Eight months before the system was installed , they offered each employee a powerful personal computer for use at home in exchange for training themselves to use it. (10) The big change was not the move from paper memos to computer messages. Oticon realised that the more radical transformation is from written to verbal communication.(11) that adds up to a large number of face-to-face exchanges, a big improvement over memos and the occasional multi-hour sit-down consultation typical of the old culture. People do not send each other memos, they talk. As the CEO puts it, “ We have jumped through the memo wall and gone right to action.” On the eighth of August 1991 , the company left their old wood-panelled offices .(12) Since then they have cut in half the “ time to market” on new products. The following year, sales and profits grew more than ever before. (13) in fact, despite a downsizing of 15 per cent employee satisfaction is hitting record highs. Oticon has created an organizational pattern that supports great freedom iof action for individuals and terms. They have tied it together with a minimum hierarchy. The first clear results to show up were in the greater efficiencies generated by the fact that less time needed to be spent on management activities . (14) they also have some investment in the success of the project they choose. Oticon has succeeded in breaking the mould mould and taking a lead in non-bureaucratic organizational design. Example : A This saving was possible because when people have real choice in the nature of their jobs, they commit themselves to being responsible for their areas of choice. B They were headed for a new building and a new era in communication. C Instead, they have large private areas on their hard disks for their correspondence. D In spite of this, the physical office layout at Oticon is one of its most charming features. E Over 90 per cent accepted , and they organized a club to help one another learn. F To facilitate this, the on-site coffee bars have now become the venue for about twenty meetings a day, averaging ten minutes and 2.7 participants each. G So, are people happy with the change” H Only about ten documents a day, items like legal contracts, escape this treatment. |
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