2023年剑桥商务英语讲义阅读训练题及答案

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2023年剑桥商务英语讲义阅读训练题及答案

　　2023年剑桥商务英语讲义阅读训练题及答案

　　Read the following article on negotiating techniques and the question on theoppositepage .

　　For each question 15 – 20 , mark one letter (A, B, C or D ) on your Answer Sheet for the answer you choose.

　　The Negotiating Table:

　　You can negotiate virtually anything. Projects, resources, expectations and deadlines are alloutcomes of negotiation. Some people negotiate deals for a living. Dr Herb Cohen is one of these professional talkers, called inby 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 contentfromhis conversation. He is working ina 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 willrecommendhim.

　　The starting point for any deal, he believes, is to identify exactly what you wantfromeach 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 theendsaying ‘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 feelmore 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 tobecome 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 thisbecomes 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 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 learnedfromwatching 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、 protecttheir 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 youfeel 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.

　　D、convince 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.

　　答案: 15-20 BDADBA

　　15.第一段有这样一句话needs to avoid being too adversarial，也就是说要保持客观，公正，超然，所以选择B。

　　16.从第二度最后一句话可以看出，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.应该选择D。

　　17.第三段，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.所以选择A。

　　18.You do not need tobecome their best friends but being too clever will alienate them. you should repeat back to them what they have said to show you take them seriously.所以选择D。

　　19.从第四段的这句话可以看出，More common is a corporate culture clashbetween companies, which can put paid to any deal.选择B。

　　剑桥商务英语讲义阅读训练题及答案

　　One aspect of business life which many managers are unhappy with is the need to attendmeetings. Research indicates that managers will spendbetween a third and a half of their working lives in meetings. Although most managers would agree that it is hard to think of an alternative to meetings, as a means of considering information and making collective decisions, their length and frequency can cause problems with the workload of even thebest-organised executives.

　　Meetings work best if they take place only when necessary and not as a matter of routine. One example of this is the discussion of personal or career matters between members of staff and their line and personnel managers. Another is during the early stages of a project when the team managing it need to learn to understand and trust one another.

　　Once it has been decided that a meeting is necessary, decisions need to be taken about who will attendand about the location and length of the meeting. People should only be invited to attendif they are directly involved in the matters under discussion and the agenda should be distributed well in advance. An agenda is vital because it acts as a road map to keep discussion focused and within the time limited allocated. This is also the responsibility of the person chairing the meeting, who should encourage those who say little to speak and stop those who have a great deal to sayfromtalking too much.

　　At theendof awell organised meeting, people will feel that the meeting has been a success and be pleased they were invited. They will know not only what decisions were made but also the reasons for these decisions. Unfortunately, at theendof abadly organised meeting those present will leave feeling that they have wasted their time and that nothing worthwhile has been achieved.

　　Much together has been given over the years to ways of keeping meeting short. One man who has no intention of spending half his working life in meeting is Roland Winterson, chief executive of a largemanufacturing company. He believes that meetings should be short, sharp and infrequent. “I try to hold no more than two or three meetings a week, attended by a maximum of three people for no longer than half an hour,” he says. “They are clearly aimed at achieving a specific objective, such as making a decision or planning a strategy, and are based on careful preparation. I draw up the agenda for every meeting and circulate it in advance; those attending are expected to study it carefully and should be prepared to both ask and answer questions. Managers are best employed carrying out tasks directly connected with their jobs not attendingendless meetings. In business, time is money and spending it in needless meetings that don’t achieve anything can be very costly. Executives should follow the example of lawyers and put a cost on each hour of their time and then decide whether attending a long meeting really is the best way to spendtheir time.”

　　13. What do most managers think about meetings?

　　A. Meetings take up most of their working life.

　　B. Meetings allow them to monitor decision-making.

　　C. Meetings prevent themfromestablishing a routine.

　　D. Meetings are the only way they know of achieving certain objectives.

　　14. According to the writer, an example of a valuable meeting is one which

　　A. allows colleagues to achieve a better working relationship.

　　B. requires managers to discuss staffing needs with personnel.

　　C. selects a suitable group of people to work together as a team.

　　D. encourages staff to present ideas on improvements in management.

　　15. According to the writer the agenda is important because it

　　A. is seen by everybody before the meeting.

　　B. helps to give direction to the discussions.

　　C. contains items of interest to all those present.

　　D. shows who should speak at each stage of the meeting.

　　16. The writer says that people leaving awell organised meeting will understand

　　A. the reason for their invitation to attend.

　　B. how the decisions taken were relevant to them.

　　C. the importance of proposals under discussion.

　　D. why certain courses of action were agreed upon.

　　17. What does Roland Winterson say about the meetings thathe organises?

　　A. He aims to hold them on a regular basis.

　　B. He ensures they have a definite purpose.

　　C. He requires his managers to draw up the agenda.

　　D. He uses them to make decisions about strategy.

　　18. What is Roland Winteson’s opinion about meetings?

　　A. They ban be a bad use of a manager’s time.

　　B. Their importance is often underestimated.

　　C. They frequently result in wrong decisions.

　　D. Their effectiveness could be improved with better planning.

　　答案：13.D;14.A;15.B;16.D;17.B;18.A

　　商务英语讲义阅读训练题及答案

　　In the world ,soccer of football is the most popular sport. This is because many countries have wonderful teams for the World Cup. The World Cup is held every four years.

　　To remember2002FIFA World Cup ,childrenfromdifferent countries and more than 60 childrenfromJapanese schools came together and spent three weekends drawing a big picture called"Dream World Cups"in Japan .The children drew animals, flowers and people playing soccer under a bule bright sky. They wished each football team good luck by drawing the flag of all the countries that will take part in the World Cup in Japan and South Korea.The picture was put up in a park near a playground in Yokohama .Some football teams will have games there.

　　Are you a football fan?The World Cup makeds more and more people interested in football Teenagers like playing and watching football .Many of them love some football stars so much that they get the pictures of their favourite players on the walls of their rooms. That is the way to show their love for the World Cup as children in Japan.

　　1.If a country wants to take part in the World Cup ,she must have______.

　　A.Many football fans B.a very good team

　　C.many football player D.a big playground

　　2.The next World Cup will be held in_______.

　　A.2006 B.2007

　　C.2005 D.2004

　　3.From the passage ,in the picture children drew many things except_________.

　　A. people playing football B. pictures of some football stars

　　C. a sunny sky D. flowers

　　4.In"Dream World Cup",the children drew the flags of some countries______.

　　A. to show their love for their owe country

　　B. to tell the people their stories