(完整版)高級(jí)商務(wù)英語(yǔ)BEC考試歷年真題

技術(shù)資料分享技術(shù)資料分享高級(jí)商務(wù)英語(yǔ)(BEC)考試歷年真題BEC商務(wù)英語(yǔ)高級(jí)考試歷年真題(1)TheNegotiatingTableYoucannegotiatevirtuallyanything.Projects,resources,expectationsanddeadlinesarealloutcomesofnegotiation.Somepeoplenegotiatedealsforaliving.DrHerbCohenisoneoftheseprofessionaltalkers,calledinbycompaniestonegotiateontheir??behalf.Heapproachestheartofnegotiationasagamebecause,asheisusuallynegotiatingforsomebodyelse,hesaysthishelpshimdraintheemotionalcontentfromhisconversation.Heisworkinginacompetitivefieldandneedstoavoidbeingtooadversarial.Whetherhesucceedsornot,itisimportanttohimtomakeagoodimpressionsothatpeoplewillrecommendhim.Thestartingpointforanydeal,hebelieves,istoidentifyexactlywhatyouwantfromeachother.Moreoftenthannot,onepartywillbetryingtopersuadetheotherroundtotheirpointofview.Negotiationrequirestwopeopleattheendsaying‘yes”.Thiscanbeaproblembecauseoneofthemusuallybeginsbysaying“no”.However,althoughthiscanmaketalksmoredifficult,thisisoftenjustastartingpointinthenegotiationgame.Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.Itisamisconceptionthatskillednegotiatorsaresmoothoperatorsinsmartsuits.DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.Pitchyourlooktosuityourcustomer.Youdonotneedtomakethemfeelbetterthanyoubut,Forexample,dressinginastylethatisnotovertlyexpensiveorsuccessfulwillmakeyoumoreapproachable.Peoplewillgenerallyfeelmorecomfortablewithsomebodywhoappearstobelikethemratherthansuperiortothem.Theymaynotlikeyoubuttheywillfeeltheycantrustyou.DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintotheworldoftheotherside.Askquestionsratherthangiveanswersandtakeaninterestinwhattheotherpersonissaying,evenifyouthinkwhattheyaresayingissilly.Youdonotneedtobecometheirbestfriendsbutbeingtoocleverwillalienatethem.Alotofdealsaremadeonimpressions.Donotrushwhatyouaresaying---putafewhesitationsin,donottrytoblindthemwithyourverbaldexterity.Also,youshouldrepeatbacktothemwhattheyhavesaidtoshowyoutakethemseriouslyInevitablysomedealswillnotsucceed.Generallythelongerthenegotiationsgoon,thebetterchancetheyhavebecausepeopledonotwanttothinktheirinvestmentandenergieshavegonetowaste.However,jointventurecanmeanjointriskandsometimes,ifthisbecomestoogreat,neitherpartymaybepreparedtoseethedealthrough.Morecommonisacorporatecultureclashbetweencompanies,whichcanputpaidtoanydeal.Evenhavingagreedadeal,thingsmaynotbetiedupquicklybecausewhenthelawyersgetinvolved,everythinggetssloweddownastheyargueaboutsmalldetails.DeCohenthinksthatchildrenarethemastersofnegotiation.Theirgoalsaretotallyselfish.Theyunderstandthedecision-makingprocesswithinfamiliesperfectly.IfMumrefusestheirrequest,theywilltroopalongtoDadandpressurehim.Ifalelsefails,theywilltrythegrandparents,usingsomeemotionalblackmail.Theycanalsobeverysingle-mindedandhaveaninexhaustiblesupplyofenergyforthecausetheyarepursuing.Sotherearelessontobelearnedfromwatchingandlisteningtochildren.DrCohentreatsnegotiationasagameinordertoAputpeopleateaseBremaindetachedCbecompetitiveDimpressrivalsManypeoplesay“no”toasuggestioninthebeginningtoAconvincetheotherpartyoftheirpointofviewBshowtheyarenotreallyinterestedCindicatetheywishtotaketheeasyoptionDprotecttheircompany'ssituationDrCohensaysthatwhenyouaretryingtonegotiateyoushouldAadaptyourstyletothepeopleyouaretalkingtoBmaketheothersidefeelsuperiortoyouCdressinawaytomakeyoufeelcomfortable.DtrytomaketheothersidelikeyouAccordingtoDrCohen,understandingtheotherpersonwillhelpyoutoAgaintheirfriendshipBspeedupthenegotiationsCplanyournextmove.DconvincethemofyourpointofviewDealssometimesfailbecauseAnegotiationshavegoneontoolongBthecompaniesoperateindifferentwaysConepartyrisksmorethantheother.DthelawyersworktooslowlyDrCohenmentionschildren'snegotiationtechniquestoshowthatyoushouldAbepreparedtotryeveryrouteBtrynottomakepeoplefeelguiltyCbecarefulnottoexhaustyourselfDcontrolthedecision-makingprocess.關(guān)于negotiatingtechniques的文章。傳統(tǒng)的閱讀題型，相對(duì)比較容易。15題，答案很明顯：hesaysthishelpshimdraintheemotionalcontentfromhisconversation。幫助他抽離他的談話中的感情成分。要想選對(duì)，只需要知道選項(xiàng)B中detached的含義：notreactingtoorbecominginvolvedinsomethinginanemotionalway16題，這題貌似只能采取排除法。因?yàn)閹讉€(gè)選項(xiàng)和原文的對(duì)應(yīng)都不是太明顯。問(wèn)為什么很多人在一開(kāi)始要對(duì)一個(gè)建議說(shuō)“不”。答案是第二段的最后一句Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.。最高管理層在一開(kāi)始可能會(huì)拒絕這個(gè)建議，因?yàn)檫@樣是一個(gè)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(huì)在那里(談判)了。A在這段文字中沒(méi)有提到，B不對(duì)，他們肯定是感興趣的，C也不對(duì)沒(méi)有提到，原文說(shuō)的是saferoption。選D,之所以會(huì)拒絕，因?yàn)閺木S護(hù)公司利益的角度，這樣是一個(gè)saferoption。17題，答案也很明顯：DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.這里的兩個(gè)詞組可以解釋下：dressdown:towearclothesthataremoreinformalthantheonesyouwouldusuallywearrelateto:tofeelthatyouunderstandsomeone'sproblem,situationetc所以這個(gè)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(shuō)的是你的風(fēng)格適應(yīng)你的談判對(duì)象。C不對(duì)，不是makeyoufeelcomfortable，而是makeothersfeelcomfortable。D也不對(duì)，可能會(huì)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：DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintotheworldoftheotherside。.走進(jìn)另一方的世界，就是原文說(shuō)的understandingtheotherperson,目的是為了sellyourproposal，也就是讓對(duì)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：Morecommonisacorporatecultureclashbetweencompanies,whichcanputpaidtoanydeal。公司文化沖突導(dǎo)致的。文化沖突，就是兩個(gè)公司在運(yùn)作、理念等等上的不一致，選C：兩個(gè)公司以不同的方式運(yùn)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(shuō)的嘗試每一條路線。沒(méi)有提到，C不對(duì)，原文說(shuō)小孩子有inexhaustiblesupplyofenergy。D也沒(méi)有提到。歷年商務(wù)英語(yǔ)考試BEC中級(jí)真題(2)Thesecretofsuccessinelectroniccommerceliesinplacinganewemphasisonawell-establishedarea.Thatareaiscustomerservice,whichisnowtheonlypointof(19)betweenabusinessandthebuyingpublic.Thereareanumberoffactorsinareal-worldshopthat(20)people'sperceptionsofabusiness:these(21)thelocationandtheappearanceofthepremises,thequalityandthepricingofthemerchandiseorservices'andthebehaviourofthestaff.However,ifacompanyistryingtomakeagoodimpressionwithonlinecustomers,mostofthesefactorsdonot(22)apart.Inthe(23)ofthesefactors,thewaycustomersare(24)whentheyhaveareasontocallhasafundamentaleffectonacompany'sabilitytoretainthemascustomers.Evenmorethanregulartelephoneorin-personcustomers,webcustomersareimpatient，easilyfrustratedandalwaysconsciousthattheyhaveotherplaceswheretheycan(25)theirbusiness.Preventingthemfromdoingthatmeansmeetingthemontheirown(26)andprovidingthemwithwhattheywant.外語(yǔ)學(xué)習(xí)網(wǎng)Thisnecessity,in(27)，meansthatcompaniesthatselloverthenetmustgetback-endfunctionsright.Imposing(28)requirementsoncustomerswillnotwork;abusinessthat(29)oncustomersemailingforassistanceinsteadofusingthephone,forexample,willloserepeatcustom.Ifthephoneisused,itmustbeanswered(30),andthestaffshouldlookforwaysofhelpingeventhemostawkwardcustomers(31),asismoreusual,tryingtofindsome(32)toblamethecustomerforanyproblem.Animportant，finalpointisthatitisvitalthatalladdresses，weblinksandphonenumbersworkproperlyandefficiently.Thisoughtto(33)withoutsaying.Experience，however,showsthatitdoesnot.19、ArelationshipBassociationC.meetingDcontact20、AforceBdetermineCdecideDfix21、AencloseBconsistCincludeDcontain22、AgetBrunCplayDhave23、AabsenceBlackCneedDscarcity24、AcaredBtreatedCdealtDconsidered25、AdeliverBbringCmoveDtake26、ApoliciesBstandardsCtermsDconditions27、AturnBsequenceClineDorder28、AdenseBrigidCdeepDsolid29、AdemandsBinsistsCexpectsDinstructs30、ApunctuallyBpreciselyCpromptlyDpresently31、AapartfromBotherthanCexceptforDratherthan32、AcaseBexcuseCfaultDpurpose33、AdoBmakeCgoDcome歷年商務(wù)英語(yǔ)考試BEC中級(jí)真題(3)0Regularmeetingswithclientsareimportanttoahealthycollaboration.They00maybesetupbytheclient,forexampletoreviewwiththeprogressofcurrentprojects,togivenewinstructionsthatmayhaveleadtoacontractvariationortodiscussanyconcerns.Theclientmeetingwhichcanalsobearrangedbyyouoranothermemberofyourcompanytoattractfromnewbusiness,toaddressaproblemunlessthatneedstobesolvedortogiveanupdateorstatusreportoncurrentbusinessventures.Yourpartisinthesemeetingswilldictatethekindofinformationyouneedandhowyoushouldprepareforthem.Ifyouwillberespondingtoquestionsputbyyourclient,thematerialyoupresentshoulddealin