bec商務英語高級考試歷年真題

1、BECBEC商務英語高級考試歷年真題（商務英語高級考試歷年真題（1）TheNegotiatingTableYoucannegotiatevirtuallyanything.Projectsresourcesexpectationsdeadlinesarealloutcomesofnegotiation.Somepeoplenegotiatedealsfaliving.DrHerbCohenisoneoftheseprofessional

2、talkerscalledinbycompaniestonegotiateontheirbehalf.Heapproachestheartofnegotiationasagamebecauseasheisusuallynegotiatingfsomebodyelsehesaysthishelpshimdraintheemotionalcontentfromhisconversation.Heiswkinginacompetitivefi

3、eldneedstoavoidbeingtooadversarial.Whetherhesucceedsnotitisimptanttohimtomakeagoodimpressionsothatpeoplewillrecommendhim.Thestartingpointfanydealhebelievesistoidentifyexactlywhatyouwantfromeachother.Meoftenthannotonepart

4、ywillbetryingtopersuadetheotherroundtotheirpointofview.Negotiationrequirestwopeopleattheendsaying‘yes”.Thiscanbeaproblembecauseoneofthemusuallybeginsbysaying“no”.Howeveralthoughthiscanmaketalksmedifficultthisisoftenjusta

5、startingpointinthenegotiationgame.Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.Itisamisconceptionthatskillednegotiatsaresmoothoperatsinsmartsuits.DrCohe

6、nsaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.Pitchyourlooktosuityourcustomer.YoudonotneedtomakethemfeelbetterthanyoubutFexampledressinginastylethatisnotovertlyexpensivesuccessfulwillmakeyoumea

7、pproachable.Peoplewillgenerallyfeelmecomftablewithsomebodywhoappearstobelikethemratherthansuperitothem.Theymaynotlikeyoubuttheywillfeeltheycantrustyou.DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintothewldo

8、ftheotherside.Askquestionsratherthangiveanswerstakeaninterestinwhattheotherpersonissayingevenifyouthinkwhattheyaresayingissilly.Youdonotneedtobecometheirbestfriendsbutbeingtoocleverwillalienatethem.Alotofdealsaremadeonim

9、pressions.Donotrushwhatyouaresayingputafewhesitationsindonottrytoblindthemwithyourverbaldexterity.Alsoyoushouldrepeatbacktothemwhattheyhavesaidtoshowyoutakethemseriously.Inevitablysomedealswillnotsucceed.Generallythelong

10、erthenegotiationsgoonthebetterchancetheyhavebecausepeopledonotwanttothinktheirinvestmentenergieshavegonetowaste.Howeverjointventurecanmeanjointrisksometimesifthisbecomestoogreatneitherpartymaybepreparedtoseethedealthroug

11、h.Mecommonisacpatecultureclashbetweencompanieswhichcanputpaidtoanydeal.Evenhavingagreedadealthingsmaynotbetiedupquicklybecausewhenthelawyersgetinvolvedeverythinggetssloweddownastheyargueaboutsmalldetails.么很多人在一開始要對一個建議說“

12、不”。答案是第二段的最后一句：Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.。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

13、對沒有提到，原文說的是saferoption。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saferoption。17題，答案也很明顯：DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.這里的兩個詞組可以解釋下：dressdown:towearclothesthataremeinfmalthantheonesyouwo

14、uldusuallywearrelateto:tofeelthatyouunderstsomeonesproblemsituationetc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說的是你的風格適應你的談判對象。C不對，不是makeyoufeelcomftable，而是makeothersfeelcomftable。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

15、一句話：DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintothewldoftheotherside.。走進另一方的世界，就是原文說的understingtheotherperson，目的是為了sellyourproposal，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：Mecommonisacpatecultureclashbe

16、tweencompanieswhichcanputpaidtoanydeal。公司文化沖突導致的。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inexhaustiblesupplyofenergy。D也沒有

17、提到。BECBEC商務英語高級考試歷年真題（商務英語高級考試歷年真題（2）TheScientificApproachtoRecruitmentWhenit(0)toingcidatesthroughinterviewmeoftenthannotthedecisionismadewithinthefirstfiveminutesofameeting.Yetemployersliketo(21)themselvesthattheyarebe

18、ingexceptionallythoughintheirionprocesses.Intoday’scompetitivemarketplacethe(22)ofstaffinmanyganizationsisfundamentaltothecompany’ssuccessasaresultrecruitersuseallmeansattheirdisposalto(23)thebestinthefield.Onemethodinpa

19、rticularthathas(24)inpopularityistestingeitherpsychometrictestingwhichattemptstodefinepsychologicalacteristicsability￡aptitudetesting(25)anganizationwithanextrawayofestablishingacidate’ssuitabilityfarole.It(26)companiest