BEC阅读真题详解：Youcannegotiatevirtuallyanything

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BEC阅读真题详解：You can negotiate virtually anything

You can negotiate virtually anything. Projects,resources, expectations and deadlines are all outcomes ofnegotiation. Some people negotiate deals for a living. Dr HerbCohen is one of these professional talkers, called in bycompanies to negotiate on their??behalf . He approaches the artof negotiation as a game because, as he is usually negotiatingfor somebody else, he says this helps him drain the emotionalcontent from his conversation. He is working in a competitive field and needs to avoid being tooadversarial. Whether he succeeds or not, it is important to him to make a good impression so thatpeople 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 point ofview. Negotiation requires two people at the end saying ‘yes”. This can be a problem because oneof them usually begins by saying “no”. However, although this can make talks more difficult, this isoften just a starting point in the negotiation game. Top management may well reject the ideainitially 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 Cohensays that one of his strategies is to dress down so that the other side can relate to you. Pitch yourlook 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 le will generally feel more comfortable with somebody who appears to be like them rather thansuperior 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 theother side. Ask questions rather than give answers and take an interest in what the other person issaying, even if you think what they arre saying is silly. You do not need to become their best friendsbut being too clever will alienate them. A lot of deals are made on impressions. Do not rush whatyou 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 betterchance they have because people do not want to think their investment and energies have goneto 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 clashbetween companies, which can put paid to any deal. Even having agreed a deal, things may notbe tied up quickly because when the lawyers get involved, everything gets slowed down as theyargue about small details. 　　De Cohen thinks that children are the masters of negotiation. Their goals are totally 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, usingsome emotional blackmail. They can also be very single-minded and have an inexhaustible supplyof energy for the cause they are pursuing. So there are lesson to be learned from watching andlistening 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 　　B try not to make people feel guilty 　　C be careful not to exhaust yourself 　　D control the decision-making process.

　　BEC商务英语中级阅读词汇1

man n.领班;工长;工头

【商务用语】head foreman (车间的)工长

e v.伪造文书

【商务用语】forge a signature 伪造签名

ery n.伪造签章，伪造文件或票据，伪造物;伪造罪

【例句】The painting was a very clever forgery 这幅画是一张很能以假乱真的伪造品。

ality n.礼节，仪式;(pl.)规定的程序

【商务用语】customa formality 报关手续

customs formality and requirements 海关手续和规定

export formality 出口手续

【例句】That’s the formalities of judical process. 这是司法程序的规定。

ulate vt.制定;有系统阐述

【商务用语】formulate strategy 制定策略

　　BEC商务英语中级阅读词汇2

m n. 座谈会，研讨会

【例句】APEC is a vital ecomomic forum in the present world. 亚太经合组织是当今世界一个重要的经济论坛。

arder n.货运承揽业者，货运承揽业;代运人，转运公司

【商务用语】air freight forwarder 空运运输行

forwarder receipt 货运代理行收据

arding n.寄送，托运;转运;运输，运输业务

【商务用语】forwarding agency 运输行

forwarding agent 运输商

forwarding business 运输业

adj.犯规的;不正当的 adv.不正当地

【商务用语】foul play 违规行为

chising n.特许制,一般有产品特许

【相关词组】product franchising 产品型特许经营

business-format franchising 两种形式

　　BEC商务英语中级阅读词汇3

chisor n.授予特许者

【例句】The franchisor could receive a royalty fee from the franchisees. 授予特许者可向特许经营者收取特许费。

co adj.免费的，免费投递的 n.全部费用在内价

【商务用语】Franco( franco domicile, free, rendu) price 含全部费用价格

dulent adj.欺骗性的,欺诈的,骗得的

【商务用语】frandulent business practices 构成欺骗的交易行为

lance adj.自由职业的;特约的 vt.作为自由职业者提供

【例句】She freelanced pieces for British publications. 她作为自由拟稿人向一些英国出版物拟稿。

uency n.(基本工资以外的)福利 adj.次要的;附加的

【商务用语】fringe industries 次要的工业部门

fringe benefit(工资外的)补贴(如年金，假期照付的工资，保险金等)

【例句】Part of the sum was reserved for fringes.

这笔款子中有一部分留作福利金。

ge n.(基本工资以外的)福利 adj.次要的;附加的

【商务用语】fringe industries 次要的工业部门

fringe benefit (工资外的)补贴(如年金、假期、照付的工资、保险金等)

【例句】Part of the sum was reserved for fringes.

这笔款子中有一部分留作福利金。

t-line adj.前线的，第一线的

【商务用语】front-line staff 一线员工，精通业务的员工

【例句】The stock market crash finished many speculators.

BEC阅读真题详解：You can negotiate virtually anything