BEC商务英语历年高级真题
BEC商务英语历年高级真题(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.
关于negotiating techniques的文章。 传统的阅读题型，相对比较容易。
15题，答案很明显：he says this helps him drain the emotional content from hisconversation。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：notreacting to or becoming involved in something in an emotional way
16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：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safer option。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safer option。
17题，答案也很明显：Dr Cohen says that one of his strategies is to dress down so that theother side can relate to you.这里的两个词组可以解释下：
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make you feel comfortable，而是make others feel comfortable。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：Dr Cohen suggests that the best way to sell your proposalis by getting into the world of the other side.。走进另一方的世界，就是原文说的understanding theother person，目的是为了sell your proposal，也就是让对方接受你的建议，选D。
19题，谈判失败的原因，答案是第五段的这么一句：More common is a corporate culture clashbetween companies, which can put paid to any deal。公司文化冲突导致的。文化冲突，就是两个公司在运作、理念等等上的不一致，选C：两个公司以不同的方式运作。
20题，为什么要借鉴小孩子的办法，原文最后一段提到小孩子的办法就是，爸爸不行找妈妈，妈妈不行就在感情上敲诈爷爷奶奶。此路不通就换另一条，就是A说的尝试每一条路线。B没有提到，C不对，原文说小孩子有inexhaustible supply of energy。D也没有提到。
BEC商务英语历年高级真题(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
这篇完型比较简单。完型填空也有两种题型，两种解题思路。一种是从意思上理解然后做出选择，一种是根据单词的用法。前者比较容易，后者很考验语言功底。
21题，理解上下文的意思。前面说招人时的决定一般是在五分钟以内做出的。但是雇主们试图使自己详细相信他们在挑选过程中是经过了深思熟虑的。Convince oneself，使确信。其他的词没有这个用法。
22题，员工的质量对公司的成功是至关重要的。选quality。
23题，招人者试图利用一切方法来抓住这个领域最好的(人才)，secure the best，抓住最好的。realise是实现，attain是获得，后面不能接人，achieve是实现一个目标。
24题，rise in popularity，固定搭配，popularity是知名度的意思，这个词组应该可以翻译成声名鹊起。
25题，provides with,提供。给组织提供另外一种方法。offer的用法是offer sb sth，contribute在这里意思不对。
26题，是公司能够增加价值，enable
27题，这题的意思很明显，测试(testing)作为招聘过程的一个组成部分，要区分选项的几个单词，尤其是portion和component，看英英解释。
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
这里强调testing是一个组成部分，没有说明特殊的地方，选component。
28题，对每个人未来的可能表现没有一个真正的衡量。选measure。
29题，fill a position，填补空位，fill在这里的意思是to perform a particular job, activity, orpurpose in an organization, or to find someone or something to do this。不能选occupy，因为occupy更强调人的一种主动，而这里只是客观说某个需要填补的职位。
30题，in the business of，也是一种固定的说法，在什么的过程中。很多场合都可以使用。可以多看几个例句：
We’re in the business of stimulating the economy(By Obama)
Energetics is a specialist management consultancy in the business of climate change。
BEC商务英语历年高级真题(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.
这是高级阅读部分的一个新题型。不仅中级里面没有，一般的英语考试也没有。填词版的完形填空。乍一看会觉得很难，有点像是主观题。其实题型什么的都是次要的，都是借着题型这个外壳考察语言功底。只要基本功够扎实，完全可以通过摸准不同题型的特点来做出正确的答案。
具体说BEC H里的填词版完型，里面填入的`词主要是连词、介词和代词，一般不会让你填入那种需要发挥超级想象力才能想得出的形容词和动词。做题的思路有两种，一种是固定用法、常见表达，一种是从语法角度分析句子结构，来判断句子缺失的成分。
这篇文章讲的是一种昂贵的新型香水，走的是高端路线。
31题，这题答案很明显。圣诞发布的香水，制作者打算将它开发成“世界上最昂贵的香水”(mostexpensive perfume)，promote….as，将什么给开发成什么。
32题，要从意思和句子结构上进行分析。前面说发售限量版的173瓶香水，后面一个破折号做进一步的说明。从意思上看，词组made clear很关键，表原因的;而从句子成分上看，这里就是关系代词引导的从句在句子中充当补充成分。而能够表示原因的关系代词，是why。
33，34，35,这三道题也很明显。33题从意思上做，这个香水肯定是不适合认为30英镑的香水很贵的人，所以是填not，表否定;34题，those who的搭配，应该够的上条件反射的级别，those who arepotential customer，那些是潜在客户的人;35题，free of charge，免费，固定搭配。
36题，这题考察的也是一个固定搭配，make a name for oneself，使…出名。这个香水的创意来自一个服装设计师，而此人最早出名是因为迈天王让他制作了一件空调夹克(air-conditioned jacket)。
37题，截止目前迈天王是唯一的下了订单的人。So far，截止目前。
38题，下了订单。have done，表示完成的意思。
39题，理解句子的意思+固定用法的使用。这个句子的意思很明显：它不仅仅是一瓶香水，它还是一件珠宝。所以空格前后搭配的意思应该是不仅仅。用so much more than。例如：so much more than just ahome。
40题，最后几句话都是夸赞这个香水的。多么的精致独特。而当你打开香水的时候，你整个人都被takeaway了，就像是被成千上万的野花和玫瑰簇拥着。说香水，却扯到wild flowers和rose上面去了，所以是比喻，用like。
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