BEC商務(wù)英語歷年高級真題
BEC商務(wù)英語歷年高級真題(一)
The Negotiating Table
You can negotiate virtually anything. Projects,resources, expectations and deadlines are alloutcomes of negotiation. Some people negotiatedeals for a living. Dr Herb Cohen is one of theseprofessional talkers, called in by companies tonegotiate on their??behalf . He approaches the art ofnegotiation as a game because, as he is usuallynegotiating for somebody else, he says this helpshim drain the emotional content from hisconversation. He is working in a competitive fieldand needs to avoid being too adversarial. Whether he succeeds or not, it is important to himto 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 eachother. More often than not, one party will be trying to persuade the other round to their pointof view. Negotiation requires two people at the end saying ‘yes”. This can be a problem becauseone 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 rejectthe idea initially because it is the safer option but they would not be there if they were notinterested.
It is a misconception that skilled negotiators are smooth operators in smart suits. DrCohen 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 moreapproachable. People will generally feel more comfortable with somebody who appears to be likethem 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 ofthe other side. Ask questions rather than give answers and take an interest in what the otherperson is saying, even if you think what they are saying is silly. You do not need to becometheir best friends but being too clever will alienate them. A lot of deals are made onimpressions. Do not rush what you are saying---put a few hesitations in , do not try to blindthem with your verbal dexterity. Also, you should repeat back to them what they have said toshow you take them seriously.
Inevitably some deals will not succeed. Generally the longer the negotiations go on, thebetter chance they have because people do not want to think their investment and energieshave gone to waste. However , joint venture can mean joint risk and sometimes , if thisbecomes too great , neither party may be prepared to see the deal through . More common is acorporate culture clash between companies, which can put paid to any deal. Even havingagreed 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 totallyselfish. They understand the decision-making process within families perfectly. If Mum refusestheir request , they will troop along to Dad and pressure him. If al else fails, they will try thegrandparents, using some emotional blackmail. They can also be very single-minded and havean inexhaustible supply of energy for the cause they are pursuing. So there are lesson to belearned from watching and listening 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 route
B try not to make people feel guilty
C be careful not to exhaust yourself
D control the decision-making process.
關(guān)于negotiating techniques的文章。 傳統(tǒng)的閱讀題型，相對比較容易。
15題，答案很明顯：he says this helps him drain the emotional content from hisconversation。幫助他抽離他的談話中的感情成分。要想選對，只需要知道選項B中detached的含義：notreacting to or becoming involved in something in an emotional way
16題，這題貌似只能采取排除法。因為幾個選項和原文的對應(yīng)都不是太明顯。問為什么很多人在一開始要對一個建議說“不”。答案是第二段的最后一句：Top management may well reject the idea initiallybecause it is the safer option but they would not be there if they were not interested.。最高管理層在一開始可能會拒絕這個建議，因為這樣是一個更安全的選擇。但是如果他們真的不感興趣的話，他們就不會在那里(談判)了。A在這段文字中沒有提到，B不對，他們肯定是感興趣的，C也不對沒有提到，原文說的是safer option。選D，之所以會拒絕，因為從維護公司利益的角度，這樣是一個safer option。
17題，答案也很明顯：Dr Cohen says that one of his strategies is to dress down so that theother side can relate to you.這里的兩個詞組可以解釋下：
dress down: to wear clothes that are more informal than the ones you would usually wearrelate to :to feel that you understand someone's problem, situation etc
所以這個句子意思是穿的不那么正式，這樣可以讓另一方接近你。也就是A說的是你的風(fēng)格適應(yīng)你的談判對象。C不對，不是make you feel comfortable，而是make others feel comfortable。D也不對，可能會誤選，不是讓別人喜歡你，like太夸張了，只是容易接近。
18題，答案在第四段的第一句話：Dr Cohen suggests that the best way to sell your proposalis by getting into the world of the other side.。走進另一方的世界，就是原文說的understanding theother person，目的是為了sell your proposal，也就是讓對方接受你的建議，選D。
19題，談判失敗的原因，答案是第五段的這么一句：More common is a corporate culture clashbetween companies, which can put paid to any deal。公司文化沖突導(dǎo)致的。文化沖突，就是兩個公司在運作、理念等等上的不一致，選C：兩個公司以不同的方式運作。
20題，為什么要借鑒小孩子的辦法，原文最后一段提到小孩子的辦法就是，爸爸不行找媽媽，媽媽不行就在感情上敲詐爺爺奶奶。此路不通就換另一條，就是A說的嘗試每一條路線。B沒有提到，C不對，原文說小孩子有inexhaustible supply of energy。D也沒有提到。
BEC商務(wù)英語歷年高級真題(二)
The Scientific Approach to Recruitment
When it (0) to selecting candidates throughinterview, more often than not the decision ismade within the first five minutes of a meeting.??Yetemployers like to (21) themselves that they are beingexceptionally thorough in their selectionprocesses. In today’s competitive market place, the(22) of staff in many organizations is fundamentalto the company’s success and, as a result ,recruiters use all means at their disposal to (23) thebest in the field.
One method in particular that has (24) in popularity is testing , either psychometrictesting, 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 testingcandidates to ascertain their ability against those identified elements.
The employment of psychometric or ability testing as one (27) of the recruitment processmay have some merit, but in reality there is no real (28), scientific or otherwise, of thepotential future performance of any individual. The answer to this problem is experience ininterview techniques and strong definition of the elements of each position to be (29) as thewhole recruitment process is based on few real certainties, the instinctive decisions that manyemployers make, based on a CT and the first five minutes of a meeting, are probably no lessvalid than any other tool employed in the (30) of recruitment.
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
這篇完型比較簡單。完型填空也有兩種題型，兩種解題思路。一種是從意思上理解然后做出選擇，一種是根據(jù)單詞的用法。前者比較容易，后者很考驗語言功底。
21題，理解上下文的意思。前面說招人時的決定一般是在五分鐘以內(nèi)做出的。但是雇主們試圖使自己詳細相信他們在挑選過程中是經(jīng)過了深思熟慮的。Convince oneself，使確信。其他的詞沒有這個用法。
22題，員工的質(zhì)量對公司的成功是至關(guān)重要的。選quality。
23題，招人者試圖利用一切方法來抓住這個領(lǐng)域最好的(人才)，secure the best，抓住最好的。realise是實現(xiàn)，attain是獲得，后面不能接人，achieve是實現(xiàn)一個目標(biāo)。
24題，rise in popularity，固定搭配，popularity是知名度的意思，這個詞組應(yīng)該可以翻譯成聲名鵲起。
25題，provides with,提供。給組織提供另外一種方法。offer的用法是offer sb sth，contribute在這里意思不對。
26題，是公司能夠增加價值，enable
27題，這題的意思很明顯，測試(testing)作為招聘過程的一個組成部分，要區(qū)分選項的幾個單詞，尤其是portion和component，看英英解釋。
Component：one of several parts that together make up a whole machine, system etc
Portion：a part of something larger, especially a part that is different from the other parts
這里強調(diào)testing是一個組成部分，沒有說明特殊的地方，選component。
28題，對每個人未來的可能表現(xiàn)沒有一個真正的衡量。選measure。
29題，fill a position，填補空位，fill在這里的意思是to perform a particular job, activity, orpurpose in an organization, or to find someone or something to do this。不能選occupy，因為occupy更強調(diào)人的一種主動，而這里只是客觀說某個需要填補的職位。
30題，in the business of，也是一種固定的說法，在什么的過程中。很多場合都可以使用。可以多看幾個例句：
We’re in the business of stimulating the economy(By Obama)
Energetics is a specialist management consultancy in the business of climate change。
BEC商務(wù)英語歷年高級真題(三)
Sweet smell of excess-for just ￡ 47.874 a bottle
The marketing says it is the “ ultimate symbolof indulgence and truly impeccable taste”. A newscent, named V1, has (0) launched for Christmas-retailing at just ￡47.874 . The makers are proudlypromoting it (31) ,the “ world’s most expensiveperfume” and are confident of selling the limitededition of 173 bottles-(32) it should be exactly 173bottles is not made clear in the publicity for theproduct.
Although carefully priced at just under the ￡50.000 mark, this perfume is clearly (33)something for anyone who considers ￡30 too much to pay for a bottle of eau-de-toilette.Those (34) are potential customers will certainly be reassured to learn that a case covered inrubies and diamonds is included free (35) charge. Purchasers are assured of further savings,with unlimited scent refills guaranteed indefinitely- at no extra cost.
The fragrance is the idea of Arfaq Hussain, a 27-year-old clothes designer who first madea name (36) himself with an air-conditioned jacket he was asked to make by the singer MichaelJackson (37) far, Mr Jackson is the only person to (38) placed an order- he wants two,according to Mr Hussain.
Mr Hussain is unconcerned at having no previous experience of perfumery . “ It’s so (39)more than a perfume ---- it’s a piece of jewellery, too. ” explained Mr Hussain. He attempted todescribe the ￡47.874 sensation . “ it is delicate , fragrant and quite unique. When youopen the lid, it takes you totally away . It’s just (40) being surrounded by thousands of wildflowers and roses.
這是高級閱讀部分的一個新題型。不僅中級里面沒有，一般的英語考試也沒有。填詞版的完形填空。乍一看會覺得很難，有點像是主觀題。其實題型什么的都是次要的，都是借著題型這個外殼考察語言功底。只要基本功夠扎實，完全可以通過摸準(zhǔn)不同題型的特點來做出正確的答案。
具體說BEC H里的填詞版完型，里面填入的`詞主要是連詞、介詞和代詞，一般不會讓你填入那種需要發(fā)揮超級想象力才能想得出的形容詞和動詞。做題的思路有兩種，一種是固定用法、常見表達，一種是從語法角度分析句子結(jié)構(gòu)，來判斷句子缺失的成分。
這篇文章講的是一種昂貴的新型香水，走的是高端路線。
31題，這題答案很明顯。圣誕發(fā)布的香水，制作者打算將它開發(fā)成“世界上最昂貴的香水”(mostexpensive perfume)，promote….as，將什么給開發(fā)成什么。
32題，要從意思和句子結(jié)構(gòu)上進行分析。前面說發(fā)售限量版的173瓶香水，后面一個破折號做進一步的說明。從意思上看，詞組made clear很關(guān)鍵，表原因的;而從句子成分上看，這里就是關(guān)系代詞引導(dǎo)的從句在句子中充當(dāng)補充成分。而能夠表示原因的關(guān)系代詞，是why。
33，34，35,這三道題也很明顯。33題從意思上做，這個香水肯定是不適合認為30英鎊的香水很貴的人，所以是填not，表否定;34題，those who的搭配，應(yīng)該夠的上條件反射的級別，those who arepotential customer，那些是潛在客戶的人;35題，free of charge，免費，固定搭配。
36題，這題考察的也是一個固定搭配，make a name for oneself，使…出名。這個香水的創(chuàng)意來自一個服裝設(shè)計師，而此人最早出名是因為邁天王讓他制作了一件空調(diào)夾克(air-conditioned jacket)。
37題，截止目前邁天王是唯一的下了訂單的人。So far，截止目前。
38題，下了訂單。have done，表示完成的意思。
39題，理解句子的意思+固定用法的使用。這個句子的意思很明顯：它不僅僅是一瓶香水，它還是一件珠寶。所以空格前后搭配的意思應(yīng)該是不僅僅。用so much more than。例如：so much more than just ahome。
40題，最后幾句話都是夸贊這個香水的。多么的精致獨特。而當(dāng)你打開香水的時候，你整個人都被takeaway了，就像是被成千上萬的野花和玫瑰簇擁著。說香水，卻扯到wild flowers和rose上面去了，所以是比喻，用like。
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