高级商务英语(BEC)考试历年真题

　BEC商务英语高级考试历年真题(1)

　　The Negotiating Table

　　You 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.

　　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 his conversation。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：not reacting 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 initially because 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 the other 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 wear relate 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 proposal is by getting into the world of the other side.。走进另一方的世界，就是原文说的understanding the other 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 clash between 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。

历年商务英语考试BEC中级真题(2)

　　The secret of success in electronic commerce lies in placing a new emphasis on a well-established area. That area is customer service, which is now the only point of (19) between a business and the buying public.

　　There are a number of factors in a real-world shop that (20) people's perceptions of a business: these (21)the location and the appearance of the premises,the quality and the pricing of the merchandise or services’and the behaviour of the staff.

　　However, if a company is trying to make a good impression with online customers,most of these factors do not (22) a part. In the (23) of these factors, the way customers are (24) when they have a reason to call has a fundamental effect on a company's ability to retain them as customers. Even more than regular telephone or in-person customers, web customers are impatient，easily frustrated and always conscious that they have other places where they can (25) their business.Preventing them from doing that means meeting them on their own(26)and providing them with what they want.外语学习网

　　This necessity, in(27)，means that companies that sell over the net must get back-end functions right. Imposing(28) requirements on customers will not work; a business that (29) on customers emailing for assistance instead of using the phone, for example, will lose repeat custom.

　　If the phone is used, it must be answered (30), and the staff should look for ways of helping even the most awkward customers(31), as is more usual,trying to find some(32) to blame the customer for any problem.

　　An important，final point is that it is vital that all addresses，web links and phone numbers work properly and efficiently. This ought to (33) without saying.Experience，however, shows that it does not.

　　19、A relationship B association C. meeting D contact

　　20、A force B determine C decide D fix

　　21、A enclose B consist C include D contain

　　22、A get B run C play D have

　　23、A absence B lack C need D scarcity

　　24、A cared B treated C dealt D considered

　　25、A deliver B bring C move D take

　　26、A policies B standards C terms D conditions

　　27、A turn B sequence C line D order

　　28、A dense B rigid C deep D solid

　　29、A demands B insists C expects D instructs

　　30、A punctually B precisely C promptly D presently

　　31、A apart from B other than C except for D rather than

　　32、A case B excuse C fault D purpose

　　33、A do B make C go D come

　历年商务英语考试BEC中级真题(3)

　　0 Regular meetings with clients are important to a healthy collaboration. They

　　00 may be set up by the client, for example to review with the progress of current

　　34 projects, to give new instructions that may have lead to a contract variation

　　35 or to discuss any concerns. The client meeting which can also be arranged

　　36 by you or another member of your company to attract from new business, to

　　37 address a problem unless that needs to be solved or to give an update or status

　　38 report on current business ventures. Your part is in these meetings will dictate

　　39 the kind of information you need and how you should prepare for them. If you

　　40 will be responding to questions put by your client, the material you present

　　41 should deal in specifically with the request that was made. The meeting should not

　　42 only move off the agenda without the permission of the person you are meeting.

　　43 If you have prepared properly, you should be able to anticipate both questions and

　　44 to respond properly. If you are put on the spot and asked for details you do not

　　45 have, respond honestly - do not speak about matters as you are not familiar with.

　　一般短文改错常出现的错误有短语搭配、语法，还有根据上下文含义选出不合适的词。所以想做好改错，要有一定的语言基础，还得从整体上把握整篇文章。

　　34题，如果这里有have，那么后面的lead应用分词形式led(may have done)，而且考虑这里的时态，并不是已经完成，而是表示可能导致的结果。所以去掉have。

　　35题，这里的which必须去掉，如果不去的话，这个句子就缺少谓语动词。

　　36题，attract是及物动词，后面不需要from。中华考试网(www.Examw。com)

　　37题，根据前后文的意思，unless是多余的。

　　38题，“your part...”这个句子里有两个谓语动词，必须去掉it。

　　39题是对的，不知会不会有人认为这里的how可以去掉。从语法上说how去留都行，但是从后面的意思看，每个人必须根据自己的角色来做准备工作，所以how必须保留。

　　41题，deal with是固定短语，in是多余的。

　　42题，从整个句子的意思和语法上看，only都是多余的。

　　43题，如果both要保留，and后面的内容就必须与questions并列，可这里and后面的内容是与前面的to anticipate并列，所以both去掉。

　　45题，后面的you are not familiar with是修饰matters的，as在这里很多余。