BEC商务英语高级考试真题.pdf
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BEC商务英语高级考试真题
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历年商务英语高级考试真题(1)
TheNegotiatingTable
Youcannegotiatevirtuallyanything.Projects,resources,
expectationsanddeadlinesarealloutcomesofnegotiation.Some
peoplenegotiatedealsforaliving.DrHerbCohenisoneofthese
professionaltalkers,calledinbycompaniestonegotiateon
their??behalf.Heapproachestheartofnegotiationasagame
because,asheisusuallynegotiatingforsomebodyelse,hesaysthis
helpshimdraintheemotionalcontentfromhisconversation.Heis
workinginacompetitivefieldandneedstoavoidbeingtoo
adversarial.Whetherhesucceedsornot,itisimportanttohimto
makeagoodimpressionsothatpeoplewillrecommendhim.
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exactlywhatyouwantfromeachother.Moreoftenthannot,one
partywillbetryingtopersuadetheotherroundtotheirpointof
view.Negotiationrequirestwopeopleattheendsaying‘yes”.This
canbeaproblembecauseoneofthemusuallybeginsbysaying
“no”.However,althoughthiscanmaketalksmoredifficult,thisis
oftenjustastartingpointinthenegotiationgame.Top
managementmaywellrejecttheideainitiallybecauseitisthesafer
optionbuttheywouldnotbethereiftheywerenotinterested.
Itisamisconceptionthatskillednegotiatorsaresmooth
operatorsinsmartsuits.DrCohensaysthatoneofhisstrategiesis
todressdownsothattheothersidecanrelatetoyou.Pitchyour
looktosuityourcustomer.Youdonotneedtomakethemfeel
betterthanyoubut,Forexample,dressinginastylethatisnot
overtlyexpensiveorsuccessfu