2012年BEC商务英语高级阅读题精讲
BEC高级阅读作业精讲4课件
Part 3 [H0403] 商业人物第一段1.Precocious早熟的2.Revive v. 复兴3.Illustrious a.著名的，杰出的4.Audacious大胆的5.Takeover n. 收购第二段1.Approximately:大约2.Offer 报价3.Boast v. 吹嘘，自夸，自吹自擂4.Attach importance to 重视n. attachment5.Remuneration n. 报酬，酬劳6.Initially 最初地7.Wary 小心的，谨慎的8.Hands-off 不干涉的，不插手的9.Fortnight:=two weeks第三段1.Be credited with 有功劳2.Turn around（生意，经济）好转3.In progress在进展中4.Institute v. 制定，创立，实行n. 协会，研究所5.Shake-upA shake-up is a major set of changes in an organization or a system.(组织) 大改组; (体系) 剧变6.Big-hitter 重磅人物，有影响力的人第四段1.By no means决不2.Deteriorate v. 恶化3.Smooth 顺利的，光滑的SmoothieMilkshake4.VentureIf you venture a question or statement, you say it in an uncertain way because you are afraid it might be stupid or wrong.试探地提出 (问题或观点)5.Hypothesis 假设第五段1.High-profile高调的2.首句长难句分析强调句：it may have been…that…Rather than = notInterviews on: on后面引出interview的内容3.Acutely强烈地，深深地4.Nurture培养5.Dictum格言，正式声明6.Genuine真实的Genuine leather 真皮7.Arrogant傲慢的8.Ferociously Ad. 残忍地，凶残地9.Intimidating 令人惊恐的，令人胆怯的10.Grovel 卑躬屈膝11.Affable friendly and easy to talk to和蔼可亲的，平易近人的第六段1.Turnover人事变动率，人员流动率2.Collegiate Relating to college大学的3.Ethos理念4.Meritocracy贤能社会, 精英管理（制度），贤能统治meritocracy is a society or social system in which people get status orrewards because of what they achieve, rather than because of their wealth or social status.a social system that gives the greatest power and highest social positionsto people with the most abilityAristocracy贵族阶级a class of people in some countries who have a high social rank andspecial titles5.Heavy-handedtaking too much action or extreme action, especially without thinking about other people’s feelings粗暴的；严厉的；高压的6.Casualty死伤者，受害者Part 3 [H0404]导读：Stretch伸展，延伸 Brand stretching 品牌延伸第一段1.Electronics电子产品2.Attribute特质，特性3.jet-setter乘喷气式飞机到处旅游的富豪；名流人物第二段1.Roughly大致上，粗略地第三段1.Counter v. 对抗，反对 n. 柜台2.Revenue（公司，机构）收入，收益;（政府）税收3.Exposure暴露，曝光, 宣传4.Lifespan寿命，使用期限第四段1.Elasticity弹性，灵活性2.Spectrum光谱; 范围，幅度3.Infrastructure基础设施4.Leisure n. / a. 空闲，闲暇5.Maximum Opp. Minimum第五段1.Merchandise 商品=Goods, commodity, product2.make sense讲得通，有道理3.Accessory 配件，附属品; 装饰物（如首饰。
商务英语BEC高级阅读题精讲
商务英语BEC高级阅读题精讲商务英语BEC高级阅读题精讲(1)In the last few years, managers throughout industry have seen more changesthan many of them could have expected to see in their entire working liveshaving to municate information which often leads to feelings of insecurityhas bee a key activity. From being regarded as relatively unimportant in manypanies , management employee munication has bee a central corporateneed.Concordia International provides a good exle of a pany that hasadjusted well to the changing needs for munication . since 1995 , Concordiahas been turned inside-out and upside-down, to ensure that it is a marketing–led, customer-responsive business, one that looks outwards at customers andpetitors, rather than inwards at its own processes and the way things weredone in the past. In the last eight years, Concordia has reduced its workforceby more than 80.000 people - or 35% -on a voluntary basis, with furtherdownsizing anticipated.From being an engineering pany, Concordia is now remaking itself as aservice pany. The role of employee munication in such a context is tobuild people’s self-confidence, to persuade them that, although it is inevitablethat the changes will go ahead, they also bring with them new opportunities foremployees. However, this is not an easy task. People tend to be skeptical ofthese claims and to feel that they are losing touch with the pany they haveworked for over many years. This is understandable, since many of the oldcertainties are being swept away , including the core activities of the panythey work for. Above all , they have had to faceup to the fact that they nolonger have a job for life.Research indicates that people respond to this predicament in a variety ofways. The bulk of employees fall into two main categories in terms of theirresponse to the new situation: on the one hand there are the “ pragmatists” andon the other “ the highly anxious” the formersee their job as a means to an endand have a relatively short-term perspective, with strong loyalty to their localterm , rather than the pany as a whole . The second category, usually themajority, may respond to threatened changes with a feeling of having been letdown, and even feel anger at the pany for what they see as changing the termsof their employment.` The employee munication process needs to be capable of accuratelydirecting its messages at a variety of employee groups and departments withinthe workforce . this is why middle managers and line managers are so key tomunication. They are the people who know about the full rage of concernsamong the workforce. The problem in the past was that this crucial area wasoften the responsibility of a separate, relatively isolated unit. Concordia putsresponsibility for munication firmly on line managers. All their researchpoints to the same conclusion: people prefer to get their informationface-to-face from their line managers. That is the key relationship and wherearguments and hearts and minds –are lost.The general rule in pany munication is to tell employees as much asyou can as soon as you can. If you can’t provide details, then at least put thenews in context and mit yourself to providing greater detail when it beesavailable another rule of pany munication is that there must be a fitbetween what the pany is telling its employees and what it is telling itsshareholders.15 In the last eight years, Concordia has15 A made over 80.000 employees reduncdantB pleted a period of downsizingC reduced its workforce of 80.000 by 35%D given 35% of departing employees voluntary redundancy16 From Concordia’s point of view, the role of munication is toA win employee support before going ahead with the changesB change the pany’s core activities.C emphasise the positive aspects of the changesD explain the need for the changes17 what does research show about most employees’ response to change?A they expect it to have a bad effect on the panyB they feel pletely powerlessC they bee less loyalD they fell they have been treated unfairly18 Concordia’s munication process mainly relies onA printed municationB departmental headsC personal municationD a separate, specialized unit19 According to the writer, what is the guiding principle about givinginformation within an organization?A Never make promises about future developmentsB Give people an overall view at the earliest possible stageC always include plenty of hard informationD Hold back until all the details can be provided20 which of the following would be the most suitable title for thearticle?A employee attitudes to pany municationB making pany munication more effectiveC Researching pany mmucationD Making employees feel less powerless文章取材自一本管理手册，说的是一个组织里的有效沟通问题。
商务英语BEC高级阅读训练题及答案
商务英语BEC高级阅读训练题及答案第一部分：阅读理解阅读理解一问题 1：根据文中的信息，请回答以下问题：（a）公司使用云计算可以带来哪些好处？（b）解决云计算安全问题的方法是什么？（c）在购买云计算服务之前，公司需要考虑哪些因素？答案：（a）公司使用云计算可以带来以下好处： - 提高效率和灵活性 - 节约成本 - 随时随地访问数据（b）解决云计算安全问题的方法包括以下几点： - 加强网络和数据安全 - 使用强密码和加密技术 - 定期备份数据（c）在购买云计算服务之前，公司需要考虑以下因素： - 服务提供商的信誉和安全记录 - 数据隐私保护政策 - 数据传输和存储的地理位置 - 协议和合同条款阅读理解二问题 2：根据文中的信息，请回答以下问题：（a）为什么企业需要进行风险评估？（b）企业进行风险评估的步骤是什么？（c）列举三个企业在风险评估中可能面临的挑战。
答案：（a）企业需要进行风险评估是因为它可以帮助企业识别和评估潜在风险，从而采取相应的措施进行风险管理和风险控制。
（b）企业进行风险评估的步骤包括： - 确定潜在风险和其可能导致的影响 - 评估风险的概率和严重程度 - 制定风险管理计划和控制措施 - 监测和追踪风险的发展和影响（c）企业在风险评估中可能面临以下挑战： - 获取准确和完整的信息 - 评估风险的不确定性和主观性 - 管理多个风险因素 - 制定可行的风险管理策略第二部分：答案解析阅读理解一问题 1：（a）公司使用云计算可以带来哪些好处？答案解析：公司使用云计算可以带来以下好处： - 提高效率和灵活性：云计算可以提供快速且灵活的计算和存储资源，企业可以根据需求随时调整资源的规模，并且可以减少时间和成本。
- 节约成本：云计算可以代替企业自己建设和维护服务器和硬件设备，从而节约成本。
- 随时随地访问数据：云计算可以让企业员工随时随地通过互联网访问和共享数据，提高工作效率和协作能力。
（b）解决云计算安全问题的方法是什么？答案解析：解决云计算安全问题的方法包括以下几点： - 加强网络和数据安全：企业可以采取防火墙、入侵检测和数据加密等措施加强网络和数据的安全性。
【精编范文】商务英语(BEC)考试高级阅读真题及答案-范文模板 (3页)
本文部分内容来自网络整理，本司不为其真实性负责，如有异议或侵权请及时联系，本司将立即删除！== 本文为word格式，下载后可方便编辑和修改！ ==商务英语(BEC)考试高级阅读真题及答案PART FOURQuestions 21 -30Read the text below about the improved performance of a car company.Choose the best word to fill each gap from (A, B, C or D) on the opposite page.For each question 21-30,mark one letter (A, B, C or D) on your Answer Sheet.There is an example at the beginning, (0)Improved performance at Carter& SonsThere was good news in Carter & Sons’ annual (0) yesterday. Three years of restructuring (21) in an upbeat statement from the company in advance of the official announcement of its interim (22) due early in August. The chairman, David Carter, reported a “ strong start to the year”, which, although helped by a rather weak (23) period last year, highlighted the logic of refocusing the group on growth sectors. Three years ago the company (24) a review of all its operations in view of the serious financial difficulties that it was (25) As a result of this, its car (26) business was sold to an American group, and its car sales and repair divisions were (27) down so as to allow the company to (28) on the sale of vans and heavy goods vehicles. Three new showrooms have been opened in the UK and Ireland , and the sales (29) has more than doubled in the last two years.Growth in business across the group has gone up by almost 12 per cent in the first half of the year. This should reassure investors that Carter & Sons is now on (30) to deliver increased earning in the years ahead.Example :A reportB NoticeC accountD information0 A B C D21 A terminated B culminated C accomplished D completed22 A economics B finances C outcomes D results23 A relative B alike C comparative D equivalent24 A commissioned B assigned C delegated D appointed25 A dealing B facing C undertaking D withstanding26 A additions B extras C accessories D supplements27 A scaled B marked C slowed D put28 A emphasise B concentrate C specialize D strengthen29 A bonus B pack c force D band30 A way B path C road D track参考答案：Part 421-25 B D D A B26-30 C A B C D讲解：21.根据这一句in an upbeat statement可以看出收到比较好的成效，A terminated和D completed不太合适。
商务英语BEC高级阅读题精讲
商务英语BEC高级阅读题精讲为了让大家更好的准备商务英语BEC考试，给大家整理了商务英语BEC高级阅读题精讲,下面就和大家分享，来欣赏一下吧。
商务英语BEC高级阅读题精讲(1)In the last few years, managers throughout industry have seen more changes than many of them could have expected to see in their entire working lives having to communicate information which often leads to feelings of insecurity has become a key activity. From being regarded as relatively unimportant in many companies , management employee communication has become a central corporate need.Concordia International provides a good example of a company that has adjusted well to the changing needs for communication . since 1995 , Concordia has been turned inside-out and upside-down, to ensure that it is a marketing –led,customer-responsive business, one that looks outwards at customers and competitors, rather than inwards at its own processes and the way things were done in the past. In the lasteight years, Concordia has reduced its workforce by more than 80.000 people - or 35% -on a voluntary basis, with further downsizing anticipated.From being an engineering company, Concordia is now remaking itself as a service company. The role of employee communication in such a context is to build people’sself-confidence, to persuade them that, although it is inevitable that the changes will go ahead, they also bring with them new opportunities for employees. However, this is not an easy task. People tend to be skeptical of these claims and to feel that they are losing touch with the company they have worked for over many years. This is understandable, since many of the old certainties are being swept away , including the core activities of the company they work for. Above all , they have had to face up to the fact that they no longer have a job for life.Research indicates that people respond to this predicament in a variety of ways. The bulk of employees fall into two main categories in terms of their response to the new situation: on the one hand there are the “ pragmatists” and on the other “ the highly anxiou s” the former see their job as a means to an end and have a relatively short-term perspective, with strong loyalty to their localterm , rather than the company as a whole . The second category, usually the majority, may respond to threatened changes with a feeling of having been let down, and even feel anger at the company for what they see as changing the terms of their employment.` The employee communication process needs to be capable of accurately directing its messages at a variety of employee groups and departments within the workforce . this is why middle managers and line managers are so key to communication. They are the people who know about the full rage of concerns among the workforce. The problem in the past was that this crucial area was often the responsibility of a separate, relatively isolated unit. Concordia puts responsibility for communication firmly on line managers. All their research points to the same conclusion: people prefer to get their information face-to-face from their line managers. That is the key relationship and where arguments and hearts and minds –are lost.The general rule in company communication is to tell employees as much as you can as soon as you can. If you can’t provide details, then at least put the news in context and commit yourself to providing greater detail when it becomes availableanother rule of company communication is that there must be a fit between what the company is telling its employees and what it is telling its shareholders.15 In the last eight years, Concordia has 15A made over 80.000 employees reduncdantB completed a period of downsizingC reduced its workforce of 80.000 by 35%D given 35% of departing employees voluntary redundancy16 From Concordia’s point of view, the role of com munication is toA win employee support before going ahead with the changesB change the company’s core activities.C emphasise the positive aspects of the changesD explain the need for the changes17 what does research show about most employees’ response to change?A they expect it to have a bad effect on the companyB they feel completely powerlessC they become less loyalD they fell they have been treated unfairly18 Concordia’s communication process mainly relies onA printed communicationB departmental headsC personal communicationD a separate, specialized unit19 According to the writer, what is the guiding principle about giving information within an organization?A Never make promises about future developmentsB Give people an overall view at the earliest possible stageC always include plenty of hard informationD Hold back until all the details can be provided20 which of the following would be the most suitable title for the article?A employee attitudes to company communicationB making company communication more effectiveC Researching company commmucationD Making employees feel less powerless*取材自一本管理手册，说的是一个组织里的有效沟通问题。
BEC高级阅读精选练习及解析
BEC高级阅读精选练习及解析bec的阅读题相对来说不难拿分，为了帮助大家积累更多做题经验，下面小编给大家带来BEC高级阅读精选练习及解析。
BEC高级阅读精选练习Look at the statements below and the advice to businesses on the opposite page about using other companies to run their IT services.1、the need to teach skills to employees working on the outsourced process2、remembering the initial reason for setting up the outsourced project3、the need to draw up agreements that set out how integration is to be achieved4、addressing the issue of staff who work on the outsourced process being at a distant site5、the importance of making someone responsible for the integration process6、staff on the outsourced project familiarising themselves with various details of the business7、problems being associated with an alternative to outsourcingWhen a business decides to outsource its IT services, it needs to consider the question of integration. Four experts give their views.A.Gianluca Tramcere, Silica SystemsAn outsourced IT service is never a fully independent entity. It is tied to the home company's previous and continuing systems of working. But despite the added responsibility of managing new ways of working, many businesses ignore the integrationprocess. They fail to establish contracts that define the ways in which the two companies will work alongside one another, and focus solely on the technological aspects of service delivery.B.Kevin Rayner, DomolaBusinesses need to build integration competency centres dedicated to managing the integration effort. It is critical to have an individual in charge to check that the external and internal business operations work together. Although companies often think of outsourcing as a way of getting rid of people and assets, they need to remember that, at the same time, outsourcing involves gaining people. Because there is a new operation being carried out in a different way outside of the home business, this creates a training element.C.Clayton Locke, Digital SolutionsCommunication is the key to success, and outsourcing to other regions or countries can lead to a range of problems. For any such initiative, it is necessary to create a team where there is good, open communication and a clear understanding of objectives and incentives. Bringing people to the home location from the outsourced centre is necessary, since it can aid understanding of the complexities of the existing system. To integrate efficiently, outsourcing personnel have to talk to the home company's executives and users to understand their experiences.D.Kim Noon, J G TechOne way to avoid the difficulties of integration is to create a joint-venture company with the outsourcer. Thus, a company can swap its assets for a share of the profits. Yet joint ventures bring potential troubles, and companies should be careful not to lose sight of the original rationale for outsourcing: to gain costefficiencies and quality of service in an area that for some reason could not be carried out entirely in-house. The complexities and costs of a joint-venture initiative should not be underestimated.BEC高级阅读精选练习解析这篇文章讲的是外购(outsourcing),分别有四位专家就这个问题给出了自己的看法。
BEC精选高级阅读题目讲解
BEC精选高级阅读题目讲解俗话说，熟能生巧，多做一些考前练习题可以帮助我们得到一些做题经验，为了方便大家备考，下面小编给大家带来BEC精选高级阅读题目讲解。
BEC精选高级阅读题目THE ART OF PERSUASION'Let me send you our brochure' is probably the most commonly used phrase in business. But all too often, it can spell the end of a customer enquiry because many brochures appear to be produced not to clarify and to excite but to confuse. So what goes wrong and how can it be put right? T oo often, businesses fail to ask themselves critical questions like, 'Who will the brochure be sent to?' 'What do we want to achieve with it?' The truth is that a brochure has usually been produced for no other reason than that the competition has one.However, with a little research, it often transpires that what the client wants is a mixture: part mail shot, part glossy corporate brochure and part product catalogue - a combination rarely found. Having said that, the budget is likely to be finite. There may not be enough money to meet all three marketing needs, so the first task is to plan the brochure, taking into account the most significant of these. The other requirements will have to be met in a different way. After all, introducing the company's product range to new customers by mail is a different task from selling a new season's collection to existing customers.The second task is to get the content right. In 95 per cent of cases, a company will hire a designer to oversee the layout, so the final product looks stylish, interesting and professional; but they don't get a copywriter or someone with the right expertiseto produce the text, or at least tidy it up - and this shows. A bigger failing is to produce a brochure that is not customer focused. Your brochure should cover areas of interest to the customer, concentrating on the benefits of buying from you.Instead, thousands of brochures start with a history lesson, 'Founded in 1987, we have been selling our products .. I can assure you that customers are never going to say to themselves, 'They've been around for 20 years - I'll buy from them.' It's not how long you've been in business that counts, it's what you've done in that time. The important point to get across at the beginning is that you have a good track record. Once this has been established, the rest of the brochure should aim to convince customers that your products are the best on the market.It is helpful with content to get inside the customer's head. If your audience is young and trendy, be creative and colourful. As always, create a list of the benefits that potential customers would gain from doing business with you, for example, product quality, breadth of range, expertise of staff and so on. But remember that it is not enough just to state these; in order to persuade, they need to be spelt out. One possibility is to quote recommendations from existing customers. This also makes the brochure personal to you, rather than it simply being a set of suppliers' photographs with your name on the front.At the design stage, there are many production features that can distinguish your brochure from the run of the mill. You may think that things like cutouts or pop-ups will do this for you and thus make you stand out, or you may think they just look like designer whims that add cost. Go through all the options in detail. One of them might be that all-important magical ingredient.13 What point does the writer make about brochures in thefirst paragraph?A Customer expectations of them are too high.B They ought to be more straightforward in design.C Insufficient thought tends to go into producing them.D Companies should ensure they use them more widely.14 The writer's advice to companies in the second paragraph is toA produce a brochure to advertise new product lines.B use a brochure to extend the customer base.C accept that a brochure cannot fulfil every objective.D aim to get a bigger budget allocation for producing brochures.15 In the third paragraph, which of the following does the writer say would improve the majority of brochures?A better language and expressionB better overall appearanceC more up-to-date contentD more product information16 In the introduction to a brochure, the writer advises companies to focus onA their understanding of the business environment.B the range of products they offer.C their unique market position.D the reputation they have built up.17 When discussing brochure content in the fifth paragraph, the writer reminds companies toA consider old customers as well as new ones.B provide support for the claims they make.C avoid using their own photographs.D include details of quality certification.18 What does 'run of the mill' in line 67 mean?A eye-catchingB complicatedC stylishD ordinaryBEC精选高级阅读题目讲解《The art of persuasion》，劝说的艺术。
2012年商务英语BEC高级真题阅读精讲汇总
2012年商务英语BEC高级真题阅读精讲汇总The Negotiating TableYou 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.15Dr Cohen treats negotiation as a game in order toA put people at easeB remain detachedC be competitiveD impress rivals16Many people say“no”to a suggestion in the beginning toA convince the other party of their point of viewB show they are not really interestedC indicate they wish to take the easy optionD protect their company’s situation17Dr Cohen says that when you are trying to negotiate you shouldA adapt your style to the people you are talking toB make the other side feel superior to youC dress in a way to make you feel comfortable.D try to make the other side like you18According to Dr Cohen,understanding the other person will help you toA gain their friendshipB speed up the negotiationsC plan your next move.Dconvince them of your point of view19Deals sometimes fail becauseA negotiations have gone on too longB the companies operate in different waysC one party risks more than the other.D the lawyers work too slowly20Dr Cohen mentions children’s negotiation techniques to show that you shouldA be prepared to try every routeB try not to make people feel guiltyC be careful not to exhaust yourselfD control the decision-making process.关于negotiating techniques的文章。
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2012年BEC商务英语高级阅读题精讲The Negotiating TableYou 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 alsobe 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.15Dr Cohen treats negotiation as a game in order toA put people at easeB remain detachedC be competitiveD impress rivals16Many people say“no”to a suggestion in the beginning toA convince the other party of their point of viewB show they are not really interestedC indicate they wish to take the easy optionD protect their company’s situation17Dr Cohen says that when you are trying to negotiate you shouldA adapt your style to the people you are talking toB make the other side feel superior to youC dress in a way to make you feel comfortable.D try to make the other side like you18According to Dr Cohen,understanding the other person will help you toA gain their friendshipB speed up the negotiationsC plan your next move.Dconvince them of your point of view19Deals sometimes fail becauseA negotiations have gone on too longB the companies operate in different waysC one party risks more than the other.D the lawyers work too slowly20Dr Cohen mentions children’s negotiation techniques to show that you shouldA be prepared to try every routeB try not to make people feel guiltyC be careful not to exhaust yourselfD control the decision-making process.关于negotiating techniques的文章。