公司绝密高级商务英语真题和答案TheNegotiatingTableYoucannegotiatevirtuallyanything.Projects,resources,expectationsanddeadlinesarealloutesofnegotiation.Somepeoplenegotiatedealsforaliving.DrHerbCohenisoneoftheseprofessionaltalkers,calledinbypaniestonegotiateontheirbehalf.Heapproachestheartofnegotiationasagamebecause,asheisusuallynegotiatingforsomebodyelse,hesaysthishelpshimdraintheemotionalcontentfromhisconversation.Heisworkinginapetitivefieldandneedstoavoidbeingtooadversarial.Whetherhesucceedsornot,itisimportanttohimtomakeagoodimpressionsothatpeoplewillremendhim.Thestartingpointforanydeal,hebelieves,istoidentifyexactlywhatyouwantfromeachother.Moreoftenthannot,onepartywillbetryingtopersuadetheotherroundtotheirpointofview.Negotiationrequirestwopeopleattheendsayingyes.Thiscanbeaproblembecauseoneofthemusuallybeginsbysayingno.However,althoughthiscanmaketalksmoredifficult,thisisoftenjustastartingpointinthenegotiationgame.Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.Itisamisconceptionthatskillednegotiatorsaresmoothoperatorsinsmartsuits.DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.Pitchyourlooktosuityourcustomer.Youdonotneedtomakethemfeelbetterthanyoubut,Forexample,dressinginastylethatisnotovertlyexpensiveorsuccessfulwillmakeyoumoreapproachable.Peoplewillgenerallyfeelmorefortablewithsomebodywhoappearstobelikethemratherthansuperiortothem.Theymaynotlikeyoubuttheywillfeeltheycantrustyou.DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintotheworldoftheotherside.Askquestionsratherthangiveanswersandtakeaninterestinwhattheotherpersonissaying,evenifyouthinkwhattheyaresayingissilly.Youdonotneedtobeetheirbestfriendsbutbeingtoocleverwillalienatethem.Alotofdealsaremadeonimpressions.Donotrushwhatyouaresaying-putafewhesitationsin,donottrytoblindthemwithyourverbaldexterity.Also,youshouldrepeatbacktothemwhattheyhavesaidtoshowyoutakethemseriously.Inevitablysomedealswillnotsucceed.Generallythelongerthenegotiationsgoon,thebetterchancetheyhavebecausepeopledonotwanttothinktheirinvestmentandenergieshavegonetowaste.However,jointventurecanmeanjointriskandsometimes,ifthisbeestoogreat,neitherpartymaybepreparedtoseethedealthrough.Moremonisacorporatecultureclashbetweenpanies,whichcanputpaidtoanydeal.Evenhavingagreedadeal,thingsmaynotbetiedupquicklybecausewhenthelawyersgetinvolved,everythinggetssloweddownastheyargueaboutsmalldetails.DeCohenthinksthatchildrenarethemastersofnegotiation.Theirgoalsaretotallyselfish.Theyunderstandthedecision-makingprocesswithinfamiliesperfectly.IfMumrefusestheirrequest,theywilltroopalongtoDadandpressurehim.Ifalelsefails,theywilltrythegrandparents,usingsomeemotionalblackmail.Theycanalsobeverysingle-mindedandhaveaninexhaustiblesupplyofenergyforthecausetheyarepursuing.Sotherearelessontobelearnedfromwatchingandlisteningtochildren.15DrCohentreatsnegotiationasagameinordertoAputpeopleateaseBremaindetachedCbepetitiveDimpressrivals16ManypeoplesaynotoasuggestioninthebeginningtoAconvincetheotherpartyoftheirpointofviewBshowtheyarenotreallyinterestedCindicatetheywishtotaketheeasyoptionDprotecttheirpanyssituation17DrCohensaysthatwhenyouaretryingtonegotiateyoushouldAadaptyourstyletothepeopleyouaretalkingtoBmaketheothersidefeelsuperiortoyouCdressinawaytomakeyoufeelfortable.Dtrytomaketheothersidelikeyou18AccordingtoDrCohen,understandingtheotherpersonwillhelpyoutoAgaintheirfriendshipBspeedupthenegotiationsCplanyournextmove.Dconvincethemofyourpointofview19DealssometimesfailbecauseAnegotiationshavegoneontoolongBthepaniesoperateindifferentwaysConepartyrisksmorethantheother.Dthelawyersworktooslowly20DrCohenmentionschildrensnegotiationtechniquestoshowthatyoushouldAbepreparedtotryeveryrouteBtrynottomakepeoplefeelguiltyCbecarefulnottoexhaustyourselfDcontrolthedecision-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:notreactingtoorbeinginvolvedinsomethinginanemotionalway16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