BEC商務(wù)英語初級考試歷年真題1TheScientificApproachtoRecruitmentWhenit(0)toselectingcandidatesthroughinterview,moreoftenthannotthedecisionismadewithinthefirstfiveminutesofameeting.??Yetemployersliketo(21)themselvesthattheyarebeingexceptionallythoroughintheirselectionprocesses.Intoday’scompetitivemarketplace,the(22)ofstaffinmanyorganizationsisfundamentaltothecompany’ssuccessand,asaresult,recruitersuseallmeansattheirdisposalto(23)thebestinthefield.Onemethodinparticularthathas(24)inpopularityistesting,eitherpsychometrictesting,whichattemptstodefinepsychologicalcharacteristics,orability￡aptitudetesting(25)anorganizationwithanextrawayofestablishingacandidate’ssuitabilityforarole.It(26)companiestoaddvaluebyidentifyingkeyelementsofapositionandthentestingcandidatestoascertaintheirabilityagainstthoseidentifiedelements.Theemploymentofpsychometricorabilitytestingasone(27)oftherecruitmentprocessmayhavesomemerit,butinrealitythereisnoreal(28),scientificorotherwise,ofthepotentialfutureperformanceofanyindividual.Theanswertothisproblemisexperienceininterviewtechniquesandstrongdefinitionoftheelementsofeachpositiontobe(29)asthewholerecruitmentprocessisbasedonfewrealcertainties,theinstinctivedecisionsthatmanyemployersmake,basedonaCTandthefirstfiveminutesofameeting,areprobablynolessvalidthananyothertoolemployedinthe(30)ofrecruitment.21.AsuggestBconvinceCadviseDbelieve22.AworthBcreditCqualityDdistinction23.AsecureBreliesCattainDachieve24.AliftedBenlargedCexpandedDrisen25.AprovidesBoffersCcontributesDgives26.AletsBenablesCagreesDadmits27.AportionBmemberCshareDcomponent28.AextentBsizeCamountDmeasure29.AoccupiedBmetCfilledDappointed30AbusinessBtopicCpointDaffair《Thescientificapproachtorecruitment》，招人的科學(xué)方法。這篇完型比較簡單。完型填空也有兩種題型，兩種解題思路。一種是從意思上理解然后做出選擇，一種是根據(jù)單詞的用法。前者比較容易，后者很考驗(yàn)語言功底。21題，理解上下文的意思。前面說招人時的決定一般是在五分鐘以內(nèi)做出的。但是雇主們試圖使自己詳細(xì)相信他們在挑選過程中是經(jīng)過了深思熟慮的。Convinceoneself，使確信。其他的詞沒有這個用法。22題，員工的質(zhì)量對公司的成功是至關(guān)重要的。選quality。23題，招人者試圖利用一切方法來抓住這個領(lǐng)域最好的（人才），securethebest，抓住最好的。realise是實(shí)現(xiàn)，attain是獲得，后面不能接人，achieve是實(shí)現(xiàn)一個目標(biāo)。24題，riseinpopularity，固定搭配，popularity是知名度的意思，這個詞組應(yīng)該可以翻譯成聲名鵲起。25題，provideswith,提供。給組織提供另外一種方法。offer的用法是offersbsth，contribute在這里意思不對。26題，是公司能夠增加價值，enable27題，這題的意思很明顯，測試（testing）作為招聘過程的一個組成部分，要區(qū)分選項(xiàng)的幾個單詞，尤其是portion和component，看英英解釋。Component：oneofseveralpartsthattogethermakeupawholemachine,systemetcPortion：apartofsomethinglarger,especiallyapartthatisdifferentfromtheotherparts這里強(qiáng)調(diào)testing是一個組成部分，沒有說明特殊的地方，選component。28題，對每個人未來的可能表現(xiàn)沒有一個真正的衡量。選measure。29題，fillaposition，填補(bǔ)空位，fill在這里的意思是toperformaparticularjob,activity,orpurposeinanorganization,ortofindsomeoneorsomethingtodothis。不能選occupy，因?yàn)閛ccupy更強(qiáng)調(diào)人的一種主動，而這里只是客觀說某個需要填補(bǔ)的職位。30題，inthebusinessof，也是一種固定的說法，在什么的過程中。很多場合都可以使用?？梢远嗫磶讉€例句：We’reinthebusinessofstimulatingtheeconomy（ByObama）EnergeticsisaspecialistmanagementconsultancyinthebusinessofclimatechangeBEC商務(wù)英語初級考試歷年真題2Thereisacommonlyheldviewthattheonlywaytoget(0)decentpayincreaseistomoveon:togooutintothejobmarketandfindsomeone(31)ispreparedtopayyouafiguremoreinline(32)thetalentsyoucanoffer.Whilstchangingemployersfromtime(33)timeissomethingweprobablyallneedtodotoadvanceourcareersinthedirectionswewantthemtotake,itisneverthelessanactivitythatcarriesquitedefiniterisks.Irrespectiveof(34)wellweresearchprospectiveemployers,anewjobisstilllargelyastepintotheunknown.Itmayturn(35)tobeagoodmoveoritcouldprovetobeacompletedisaster:mostofus(36)hadexperienceofboth.Thepointhere,though,isthatchangingemployersisnotsomethingwewanttobedoingallthetimeandcertainlynot(37)timewefeeltheurgeforbetterpay.We’d(38)takingmorerisksthanweneededtojusttoachieveapayrise.Gettingapayriseshouldalwaysbeviewed(39)aseriousbusiness.Therearenoquickfixesorgoldmethodswith“guaranteed“results.Quickfixesonlyservetotrivializetheissuesandcould(40)somecircumstancesgetyouintoveryseroustroubleindeed.答案及解析關(guān)于加薪的文章，教你怎么樣實(shí)現(xiàn)加薪。這道題目不難，但是拋開題目，單說文章里談的加薪的方法，各位還是要辯證的看。要想人生第一份工作就找到自己滿意的，是挺難，可是以加薪為目的跳槽，也未必是什么明智的好辦法。31題，太明顯的定語從句，前面是someone，那么當(dāng)然填入表示人的關(guān)系代詞who。32題，inlinewith，和什么一致，固定搭配，在中級的選詞版完型里?？嫉竭@個詞組。這句的意思是，找個一個愿意給你提供和你才能更加一致的薪水的人。33題，fromtimetotime，時不時的。changingemployersfromtimetotime，時不時的換老板。34題，Irrespectiveof，同regardlessof一樣，后面接讓步狀語從句，不管我們對可能的雇主研究的多么好，新的工作都是一個未知數(shù)。用howwell。35題，turnouttobe，固定用法。36題，換工作，要么是個好的舉措，要么將成為災(zāi)難。而我們大多數(shù)人這兩種經(jīng)歷都有。有這種經(jīng)歷，是過去完成時，用have+done。37題，理解前后文意思。換老板不是件我們經(jīng)常愿意做的事情，并且也不是一想要加薪就要換老板。用everytime，表示每次要加薪就準(zhǔn)備換老板。38題，這題有點(diǎn)難度，考驗(yàn)人的語法功底。首先這個句子是虛擬語氣，We’d是wewould的縮寫，而不是wehad。是表示對將來的假設(shè)，我們要承擔(dān)更多的風(fēng)險。所以用wouldbe。39題，比較明顯的，viewas，將什么視作什么。40題，和circumstance相關(guān)的詞組，很容易想到under/onsomecircumstance，在某種情況下。BEC商務(wù)英語初級考試歷年真題31Genuinefeedbackwouldreleaseresourcestobeusedelsewhere.2Managersareexpectedtoenabletheirstafftoworkeffectively.3Expertsareunlikelytofacilitateamovetogenuinefeedback.4Therearebenefitswhenmethodsofevaluatingperformancehavebeennegotiated.5Appraisalstendtofocusonthenatureoftheface-to-facerelationshipbetweenemployeesandtheirlinemanagers.6Theideathatemployeesareresponsibleforwhattheydoseemsreasonable.7Despiteexperts’assertion,managementstructurespreventgenuinefeedback8Anincreasingamountofeffortisbeingdedicatedtotheappraisalprocess.APerformanceappraisalisontheupandup.Itusedtorepresenttheonetimeofyearwhengettingonwiththeworkwasputonholdwhileenormousquantitiesofmanagementhourswerespentintheearnestritualofratingandrankingperformance.Nowthepracticeisevenmorefrequent.Thisofcoursemakesitallthemoreimportanthowappraisalisconducted.Humanresourcesprofessionalsclaimthatmanagersshouldstriveforobjectivityandthusforfeedbackratherthanjudgement.Butthesimplefactofthematteristhatthenatureofhierarchydistortstheconceptoffeedbackbecauseperformancemeasureareconceivedhierarchically.Unfortunately,alltoomanyworkerssufferfromtheinjusticesthatthisgenerates.BThenotionbehindperformanceappraisal-thatworkersshouldbeheldaccountablefortheirperformance-isplausible.However,theevidencesuggeststhatthepremiseiswrong.Contrarytoassumptionsappraisalisnotaneffectivemeansofperformanceimprovement-itisjudgementimposedratherthanfeedback,ajudgementimposedbythehierarchy.Usefulfeedback,ontheotherhand,wouldbeinformationthattoldboththemanagerandworkerhowwelltheworksystemfunctioned,andsuggestedwaystomakeitbetter.CWithintheproductionsystematthecarmanufacturerToyota,thereisnothingthatisrecognizableasperformanceappraisal.Everyoperationinthesystemhasanassociatedmeasure.Themeasurehasbeenworkedoutbetweentheoperatorsandtheirmanager.Ineverycase,themeasureisrelatedtothepurposeofthework.Thatmeasureisthebasisoffeedbacktothemanagerandworkeralike.Toyota’sbasicideaisexpressedintheaxiom“badnewsfirst”.Bothmanagersandworkersarepsychologicallysafeintheknowledgethatitisthesystem-nottheworker–thatistheprimaryinfluenceonperformance.Itismanagement’sresponsibilitytoensurethattheworkersoperateinasystemthatfacilitatestheirperformance.DInmanycompanies,performanceappraisalspringsfrommisguidedasassumptions.Tojudgeachievement,managersusedateabouteachworker’sactivity,notanevaluationoftheprocessorsystem’sachievementofpurpose.Theresultisthatperformanceappraisalinvolvesmanagers’judgementoverrulingtheirstaff’s,ignoringthetrueinfluencesonperformance.Thustheappraisalexperiencebecomesaquestionofpleasingtheboss,particularlyinmeetings,whichispsychologicallyunsafeandsociallydriven,determiningwhois“in”andwhois“out”.EWhenjudgementisreplacedbyfeedbackinthetruesense,organizationswillhavealotmoretimetodevotetotheircustomersandtheirbusiness.Notimewillbewastedinappraisal.Thisrequiresafundamentalshiftinthewaywethinkabouttheorganizationofperformanceappraisals,whichalmostcertainlywillnotbeforthcomingfromthehumanresourcesprofession.關(guān)于員工評估和反饋的文章。一個組織內(nèi)部的上下級溝通真的太重要了。第一題，說真正的反饋可以釋放用在別處的資源。意思上真正的反饋可以讓人騰出精力。答案是E段的第一句：Whenjudgementisreplacedbyfeedbackinthetruesense,organizationswillhavealotmoretimetodevotetotheircustomersandtheirbusiness。這題的意思還算比較明顯，feedbackinthetruesense，就是genuinefeedback，devotetotheircustomersandthebusiness,就是把資源釋放在別的地方。第二題，說經(jīng)理們是被期望著使員工工作得更有效率。答案是C段的最后一句：Itismanagement’sresponsibilitytoensurethattheworkersoperateinasystemthatfacilitatestheirperformance.經(jīng)理們的責(zé)任，也就是managersareexpectedto，有利于他們的表現(xiàn)，就是enabletheirstafftoworkeffectively。第三題,說專家不大可能有利于真正反饋的進(jìn)程。答案是E段的最后一句：whichalmostcertainlywillnotbeforthcomingfromthehumanresourcesprofession。人力資源專家，就是experts。需要理解下這里的forthcoming的含義：willingtodivulgeinformation.（人）愿意透露消息的。專家們不愿意透露消息，也就是不能指望專家來facilitate。第四題，說商討評估表現(xiàn)的方法是有利的。答案是在C段，有點(diǎn)分散。前面說Themeasurehasbeenworkedoutbetweentheoperatorsandtheirmanager。這個措施是在操作者和經(jīng)理們之間擬定的。betweentheoperatorsandmanagers，也就是評估表現(xiàn)的方法是被商討了的。后面介紹的情況都是這個measure有多么的好：isthebasisoffeedback。綜合起來，就是選項(xiàng)說的，商討是有好處的。第五題，說評估傾向聚焦于員工和他們直屬經(jīng)理們之間面對面關(guān)系的性質(zhì)。這個選項(xiàng)可能會弄的人一頭霧水，首先得弄明白這里的面對面關(guān)系指的是什么。員工和直屬經(jīng)理的關(guān)系，就是上下級的關(guān)系，過分看重這個關(guān)系，那么在評估過程中就會有顧慮，誰還敢揭自己上司的短？所以這個句子的意思是說評估過程中有顧忌，無人敢說真話。答案是D段的這么一句：Thustheappraisalexperiencebecomesaquestionofpleasingtheboss。評估過程成了討好自己的老板，說的就是這個意思。P.S：這是我個人對這道題的理解，大家有異議，可以提。第六題，說員工對他們所作負(fù)責(zé)的想法聽起來很合理。答案是B段的第一句：Thenotionbehindperformanceappraisal-thatworkersshouldbeheldaccountablefortheirperformance-isplausible。這里的accountable就是負(fù)有責(zé)任。Plausible是貌似真實(shí)的，也就是seemsreasonable。第七題，說雖然有專家們的主張，管理層的結(jié)構(gòu)阻止了真正的反饋。答案是A段的這么一句：thesimplefactofthematteristhatthenatureofhierarchydistortstheconceptoffeedback。管理層的機(jī)構(gòu)，就是這句里提到的thenatureofhierarchy，等級制的性質(zhì)。這個單詞在BEC閱讀里常出現(xiàn)。distort，扭曲，就是選項(xiàng)里的prevent。第八題，說在評估過程中投入了更多的努力。答案是A段的這么一句，有點(diǎn)隱晦：Nowthepracticeisevenmorefrequent.Thisofcoursemakesitallthemoreimportanthowappraisalisconducted.這個句子是緊跟上文的，thepractice指的就是appraisal。評估的更頻繁，評估是怎么進(jìn)行的顯得更加重要。認(rèn)為更加重要了（makesitallthemoreimportant），就會投入更多努力了。綜合起來，這些的意思就是評估過程投入了更多的努力。不太容易看出來。BEC商務(wù)英語初級考試歷年真題4Inthelastfewyears,managersthroughoutindustryhaveseenmorechangesthanmanyofthemcouldhaveexpectedtoseeintheirentireworkingliveshavingtocommunicateinformationwhichoftenleadstofeelingsofinsecurityhasbecomeakeyactivity.Frombeingregardedasrelativelyunimportantinmanycompanies,managementemployeecommunicationhasbecomeacentralcorporateneed.ConcordiaInternationalprovidesagoodexampleofacompanythathasadjustedwelltothechangingneedsforcommunication.since1995,Concordiahasbeenturnedinside-outandupside-down,toensurethatitisamarketing–led,customer-responsivebusiness,onethatlooksoutwardsatcustomersandcompetitors,ratherthaninwardsatitsownprocessesandthewaythingsweredoneinthepast.Inthelasteightyears,Concordiahasreduceditsworkforcebymorethan80.000people-or35%-onavoluntarybasis,withfurtherdownsizinganticipated.Frombeinganengineeringcompany,Concordiaisnowremakingitselfasaservicecompany.Theroleofemployeecommunicationinsuchacontextistobuildpeople’sself-confidence,topersuadethemthat,althoughitisinevitablethatthechangeswillgoahead,theyalsobringwiththemnewopportunitiesforemployees.However,thisisnotaneasytask.Peopletendtobeskepticaloftheseclaimsandtofeelthattheyarelosingtouchwiththecompanytheyhaveworkedforovermanyyears.Thisisunderstandable,sincemanyoftheoldcertaintiesarebeingsweptaway,includingthecoreactivitiesofthecompanytheyworkfor.Aboveall,theyhavehadtofaceuptothefactthattheynolongerhaveajobforlife.Researchindicatesthatpeoplerespondtothispredicamentinavarietyofways.Thebulkofemployeesfallintotwomaincategoriesintermsoftheirresponsetothenewsituation:ontheonehandtherearethe“pragmatists”andontheother“thehighlyanxious”theformerseetheirjobasameanstoanendandhavearelativelyshort-termperspective,withstrongloyaltytotheirlocalterm,ratherthanthecompanyasawhole.Thesecondcategory,usuallythemajority,mayrespondtothreatenedchangeswithafeelingofhavingbeenletdown,andevenfeelangeratthecompanyforwhattheyseeaschangingthetermsoftheiremployment.`Theemployeecommunicationprocessneedstobecapableofaccuratelydirectingitsmessagesatavarietyofemployeegroupsanddepartmentswithintheworkforce.thisiswhymiddlemanagersandlinemanagersaresokeytocommunication.Theyarethepeoplewhoknowaboutthefullrageofconcernsamongtheworkforce.Theprobleminthepastwasthatthiscrucialareawasoftentheresponsibilityofaseparate,relativelyisolatedunit.Concordiaputsresponsibilityforcommunicationfirmlyonlinemanagers.Alltheirresearchpointstothesameconclusion:peopleprefertogettheirinformationface-to-facefromtheirlinemanagers.Thatisthekeyrelationshipandwhereargumentsandheartsandminds–arelost.Thegeneralruleincompanycommunicationistotellemployeesasmuchasyoucanassoonasyoucan.Ifyoucan’tprovidedetails,thenatleastputthenewsincontextandcommityourselftoprovidinggreaterdetailwhenitbecomesavailableanotherruleofcompanycommunicationisthattheremustbeafitbetweenwhatthecompanyistellingitsemployeesandwhatitistellingitsshareholders.15Inthelasteightyears,ConcordiahasAmadeover80.000employeesreduncdantBcompletedaperiodofdownsizingCreduceditsworkforceof80.000by35%Dgiven35%ofdepartingemployeesvoluntaryredundancy16FromConcordia’spointofview,theroleofcommunicationistoAwinemployeesupportbeforegoingaheadwiththechangesBchangethecompany’scoreactivities.CemphasisethepositiveaspectsofthechangesDexplaintheneedforthechanges17whatdoesresearchshowaboutmostemployees’responsetochange?AtheyexpectittohaveabadeffectonthecompanyBtheyfeelcompletelypowerlessCtheybecomelessloyalDtheyfelltheyhavebeentreatedunfairly18Concordia’scommunicationprocessmainlyreliesonAprintedcommunicationBdepartmentalheadsCpersonalcommunicationDaseparate,specializedunit19Accordingtothewriter,whatistheguidingprincipleaboutgivinginformationwithinanorganization?ANevermakepromisesaboutfuturedevelopmentsBGivepeopleanoverallviewattheearliestpossiblestageCalwaysincludeplentyofhardinformationDHoldbackuntilallthedetailscanbeprovided20whichofthefollowingwouldbethemostsuitabletitleforthearticle?AemployeeattitudestocompanycommunicationBmakingcompanycommunicationmoreeffectiveCResearchingcompanycommmucationDMakingemployeesfeellesspowerless文章取材自一本管理手冊，說的是一個組織里的有效溝通問題。這套題目有些特別，不像之前的閱讀的第三部分，六道題目分別依次對應(yīng)文章的六個段落，這題的答案稍微分散了些。15題，答案很明顯，但是選項(xiàng)很有迷惑性。答案是第二段的最后一句：Inthelasteightyears,Concordiahasreduceditsworkforcebymorethan80.000people-or35%-onavoluntarybasis,withfurtherdownsizinganticipated.減少了80000員工（或者說減少了35%的員工），預(yù)期還會減少更多。A選項(xiàng)是對的，maderedundant是前面某套題目閱讀的第五部分考過的詞組；B不對，沒有完成（completed），因?yàn)轭A(yù)期還會裁減更多（withfurtherdownsizinganticipated）；C也不對，迷惑性最大，reduceditsworkforceof80.000，用了介詞of，所以這句的意思是一共就80000員工，而實(shí)際情況是減少了80000員工；D不對，35%的員工被裁減，都是在自愿的基礎(chǔ)上的，而不是離開的人中有35%是自愿的。16題，問根據(jù)此人的觀點(diǎn)，溝通的角色是什么。也就是問溝通的目的或者作用是什么。答案在第三段。溝通是為了幫助人樹立自信，說服他們雖然要面臨一些變化，但是同樣也會擁有一些新的機(jī)會。說白了，就是鼓勵這些被裁的人。答案選C，強(qiáng)調(diào)變化的積極方面。這里的positiveaspects是對前面說的bringwiththemnewopportunities的一個概括。（想起了電影《在云端》，upintheair，里面那個老男人的工作就是職業(yè)裁員專家，專門對被裁的人說些這樣的話。）17題，問調(diào)查顯示大多數(shù)人對change的反應(yīng)是什么。這題在答案中也很明顯，但是選項(xiàng)很糾結(jié)。都有點(diǎn)似是而非。Thesecondcategory,usuallythemajority,mayrespondtothreatenedchangeswithafeelingofhavingbeenletdown.,andevenfeelangeratthecompanyforwhattheyseeaschangingthetermsoftheiremployment.大多數(shù)員工的反應(yīng)就是很失望，甚至?xí)軕嵟€人覺得這題出的不夠嚴(yán)謹(jǐn)，沒有哪個選項(xiàng)能嚴(yán)格從原文中提煉出來。對比下D要好點(diǎn)，因?yàn)閷臼蛻嵟?，就是覺得受到了不公正的待遇。此題有待高手補(bǔ)充更完美的理由。18題，問溝通過程主要依賴于什么。答案是第五段的這句：peopleprefertogettheirinformationface-to-facefromtheirlinemanagers。喜歡面對面的從直屬經(jīng)理那里獲取信息。所以選C，個人的交流。19題，問組織內(nèi)部提供信息的指導(dǎo)準(zhǔn)則是什么。最后一段的第一句就是：Thegeneralruleincompanycommunicationistotellemployeesasmuchasyoucanassoonasyoucan。盡可能的快，盡可能的多。不能提供細(xì)節(jié)的，至少給個大致的背景消息（putthenewsincontext）。時機(jī)成熟了，再告知更多。選B：在可能的最早的階段讓人有個總體的印象。20題，給文章選標(biāo)題。這種題在BEC的閱讀里還真不多見。選標(biāo)題，就是要挑選文章的最主要意思，從整體上把握文章的mainideas。這篇文章通篇說的就是communication，前面介紹了溝通的背景：裁員；接著說了員工對裁員的反應(yīng)；然后最后兩段，一段說員工喜歡什么樣的溝通方式，一段說溝通的原則是什么。綜合起來，就是關(guān)于怎樣進(jìn)行有效溝通的問題。選B。A不對，片面了，只是文中某部分的內(nèi)容，并且這部分內(nèi)容是為后面做背景介紹，不是主要的；C不對，不是簡單的research，research僅僅是介紹狀況，文章還有關(guān)于實(shí)現(xiàn)措施的。BEC商務(wù)英語初級考試歷年真題5TheNegotiatingTableYoucannegotiatevirtuallyanything.Projects,resources,expectationsanddeadlinesarealloutcomesofnegotiation.Somepeoplenegotiatedealsforaliving.DrHerbCohenisoneoftheseprofessionaltalkers,calledinbycompaniestonegotiateontheirbehalf.Heapproachestheartofnegotiationasagamebecause,asheisusuallynegotiatingforsomebodyelse,hesaysthishelpshimdraintheemotionalcontentfromhisconversation.Heisworkinginacompetitivefieldandneedstoavoidbeingtooadversarial.Whetherhesucceedsornot,itisimportanttohimtomakeagoodimpressionsothatpeoplewillrecommendhim.Thestartingpointforanydeal,hebelieves,istoidentifyexactlywhatyouwantfromeachother.Moreoftenthannot,onepartywillbetryingtopersuadetheotherroundtotheirpointofview.Negotiationrequirestwopeopleattheendsaying‘yes”.Thiscanbeaproblembecauseoneofthemusuallybeginsbysaying“no”.However,althoughthiscanmaketalksmoredifficult,thisisoftenjustastartingpointinthenegotiationgame.Topmanagementmaywellrejecttheideainitiallybecauseitisthesaferoptionbuttheywouldnotbethereiftheywerenotinterested.Itisamisconceptionthatskillednegotiatorsaresmoothoperatorsinsmartsuits.DrCohensaysthatoneofhisstrategiesistodressdownsothattheothersidecanrelatetoyou.Pitchyourlooktosuityourcustomer.Youdonotneedtomakethemfeelbetterthanyoubut,Forexample,dressinginastylethatisnotovertlyexpensiveorsuccessfulwillmakeyoumoreapproachable.Peoplewillgenerallyfeelmorecomfortablewithsomebodywhoappearstobelikethemratherthansuperiortothem.Theymaynotlikeyoubuttheywillfeeltheycantrustyou.DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintotheworldoftheotherside.Askquestionsratherthangiveanswersandtakeaninterestinwhattheotherpersonissaying,evenifyouthinkwhattheyaresayingissilly.Youdonotneedtobecometheirbestfriendsbutbeingtoocleverwillalienatethem.Alotofdealsaremadeonimpressions.Donotrushwhatyouaresaying---putafewhesitationsin,donottrytoblindthemwithyourverbaldexterity.Also,youshouldrepeatbacktothemwhattheyhavesaidtoshowyoutakethemseriously.Inevitablysomedealswillnotsucceed.Generallythelongerthenegotiationsgoon,thebetterchancetheyhavebecausepeopledonotwanttothinktheirinvestmentandenergieshavegonetowaste.However,jointventurecanmeanjointriskandsometimes,ifthisbecomestoogreat,neitherpartymaybepreparedtoseethedealthrough.Morecommonisacorporatecultureclashbetweencompanies,whichcanputpaidtoanydeal.Evenhavingagreedadeal,thingsmaynotbetiedupquicklybecausewhenthelawyersgetinvolved,everythinggetssloweddownastheyargueaboutsmalldetails.DeCohenthinksthatchildrenarethemastersofnegotiation.Theirgoalsaretotallyselfish.Theyunderstandthedecision-makingprocesswithinfamiliesperfectly.IfMumrefusestheirrequest,theywilltroopalongtoDadandpressurehim.Ifalelsefails,theywilltrythegrandparents,usingsomeemotionalblackmail.Theycanalsobeverysingle-mindedandhaveaninexhaustiblesupplyofenergyforthecausetheyarepursuing.Sotherearelessontobelearnedfromwatchingandlisteningtochildren.15DrCohentreatsnegotiationasagameinordertoAputpeopleateaseBremaindetachedCbecompetitiveDimpressrivals16Manypeoplesay“no”toasuggestioninthebeginningtoAconvincetheotherpartyoftheirpointofviewBshowtheyarenotreallyinterestedCindicatetheywishtotaketheeasyoptionDprotecttheircompany’ssituation17DrCohensaysthatwhenyouaretryingtonegotiateyoushouldAadaptyourstyletothepeopleyouaretalkingtoBmaketheothersidefeelsuperiortoyouCdressinawaytomakeyoufeelcomfortable.Dtrytomaketheothersidelikeyou18AccordingtoDrCohen,understandingtheotherpersonwillhelpyoutoAgaintheirfriendshipBspeedupthenegotiationsCplanyournextmove.Dconvincethemofyourpointofview19DealssometimesfailbecauseAnegotiationshavegoneontoolongBthecompaniesoperateindifferentwaysConepartyrisksmorethantheother.Dthelawyersworktooslowly20DrCohenmentionschildren’snegotiationtechniquestoshowthatyoushouldAbepreparedtotryeveryrouteBtrynottomakepeoplefeelguiltyCbecarefulnottoexhaustyourselfDcontrolthedecision-makingprocess.關(guān)于negotiatingtechniques的文章。傳統(tǒng)的閱讀題型，相對比較容易。15題，答案很明顯：hesaysthishelpshimdraintheemotionalcontentfromhisconversation。幫助他抽離他的談話中的感情成分。要想選對，只需要知道選項(xiàng)B中detached的含義：notreactingtoorbecominginvolvedinsomethinginanemotionalway16題，這題貌似只能采取排除法。因?yàn)閹讉€選項(xiàng)和原文的對應(yīng)都不是太明顯。問為什么很多人在一開始要對一個建議說“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?yàn)檫@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也不對沒有提到，原文說的是saferoption。選D，之所以會拒絕，因?yàn)閺木S護(hù)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:towearclothesthataremoreinformalthantheonesyouwouldusuallywearrelateto:tofeelthatyouunderstandsomeone'sproblem,situationetc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(fēng)格適應(yīng)你的談判對象。C不對，不是makeyoufeelcomfortable，而是makeothersfeelcomfortable。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，答案在第四段的第一句話：DrCohensuggeststhatthebestwaytosellyourproposalisbygettingintotheworldoftheotherside.。走進(jìn)另一方的世界，就是原文說的understandingtheotherperson，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：Morecommonisacorporatecultureclashbetweencompanies,whichcanputpaidtoanydeal。公司文化沖突導(dǎo)致的。文化沖突，就是兩個公司在運(yùn)作、理念等等上的不一致，選C：兩個公司以不同的方式運(yùn)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也沒有提到。BEC初級考試真題6InstructionstoCandidates

(a)

Thetimeallowedforthisexaminationis2hours.

(b)

Answerall4questions.

(c)

Usethespacesprovidedinthecombinedquestionandanswerbooklettocompletetheanswers.

Ifmorespaceisneededforanswersorroughnotes,usethesupplementarysheetsprovidedandsecuretheminsideyourbookletwithyournameandcandidatenumberclearlywrittenoneachsheet.Roughnotesshouldbeclearlycrossedthrough.

(d)

Creditwillbegivenforcorrectspelling,punctuationandgrammar.

(e)

Adequateandappropriatecommunicationisrequiredratherthanaparticularnumberofwords.

(f)

Whenyoufinish,checkyourworkcarefully.

(g)

TheuseofstandardEnglishdictionariesandcordlessnon-programmablecalculatorsispermitted.

CandidateswhosefirstlanguageisnotEnglishmayuseabilingualdictionary.

ENTERDETAILSBELOW

CANDIDATE’SNAMEINFULL

Asitistoappearonthecertificate

IDENTITYCARDNUMBER…SubjectCodeNumber……………1041…

Candidate’sNumber…….CentreCode……………

FullPrivateAddress……………………

………….

Postcode….

CentreNameandAddress……………

STATEHERETHENUMBEROFADITIONALSHEETSHANDEDINμ

QUESTION1

Situation:

Watson’sPlastics,whereyouworkintheAccountsDepartment,hasafleetofcompanycars.Youhavenoticedthatthebillsforminorbodyworkrepairsanddamagedtypeshaveincreasedsteadilyinthelastyear.Driverreportsseemtoindicatemanyexamplesofcarelessparkingandaccidentshappeningwhenthecarsareprivatelyusedafterworkinghours.

Task:

WriteamemototheFinanceManager,JamesShah,informinghimofthesituationandaskingforhisadviceaboutyourconcernsoverrisingcosts,carsnotinuseetc.

Layoutyouranswerasamemo,inthespacebelow,makingupanynecessarydetails.

MEMORANDUM

TO

DATEFROM

REF

SUBJECT

QUESTION1CONTINUED

Youmaycontinuewritingyourmemohere:

QUESTION2

Situation:

Yourcompany,PeakSecurity,isapplyingforthesecuritycontractatanumberofmajorsportingevents.YouhavebeenaskedtochecktheinformationbelowabouttheBurlingtonFieldsTennisFestival.

Task:

ReadthearticleonBurlingtonFieldopposite,thensaywhetherthefollowingstatementsareTRUEorFALSE.ThenquoteONLYthewordorphrasefromthetextthatsupportsyouranswer.Theinclusionofirrelevantinformationwillbepenalised.WriteyouranswersonthelinesmarkedA.

1

TheBurlingtonFieldfestivalisusuallyheldinJune.

A

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2

Thefestivalcanbereachedonlybycarorrailway.

A

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3

TheChampions'Courtisopentoeveryone.

A

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4