(整理)BEC高级真题3.

精品文档精品文档Text3Reading1hourPARTONEQuestions1–8Lookatthestatementsbelowandatthefiveextractsontheoppositepagefromanarticlegivingadvicetoself-employedconsultantsaboutnegotiatingfeesfortheirservices.Whichbook(A,B,C,DorE)doseeachstatement1–8referto?Foreachstatement!–8,makeoneletter(A,B,C,DorE)onyourAnswerSheet.Youwillneedtousesomeoftheselettersmorethanonce.Example:0Lackofself-confidencewillputyouatadisadvantageinanegotiation.0ABCDE1Tryingtonegotiateisonlyworthwhileifthereistheprospectofsuccess.2Thebestresultofnegotiationiswhenbothpartieshaveasenseofsatisfaction.3Acceptingalowerfeemighthavebenefitsinthefuture.4Itisimportanttoknowhowmuchotherpeoplearechargingforsimilarwork.5Youshouldaskforafeeinexcessofwhatyouexpecttoget.6Offertheotherpartyincentivestoagreetoyourfee.7Otherpeople’sreactionstoyouareinfluencedbyyourbodylanguage.8Itmaybecomeobviousthatyouhavecometoregretadealyouhavemade.AYou’reindangerofsellingyourselfshortifyoudon’tknowwherethegoalpostsare,especiallywhenyou’renegotiatingwithanewclient.Researchthemarketandfindoutthegoingrate.Youcandothisbynetworkingcontactsortalkingtosmallbusinessadvisers.Alternatively,askthecompetition.Ofcourseyourrivalsmaynottellyou,butthere’snoharminasking.Anotherprerequisiteislearningtorecognizewhenthere’sscopefornegotiation,becausewithoutit,youcanwasteagreatdealoftimeandenergy.精品文档精品文档BKnowtheamountyouwouldreallylike,slightlyabovewhatyouthinktheywillofferandabovewhatyou’dbehappytosettlefor.Also,knowyourtrade-offs.Createawishlistofallthethingsyou’dliketoreceiveifyoulivedinaperfectworld.Thatway,iftheothersidewantyoutomovefromyourpreferredoropeningpositiononanissuetoapositionnearerthebottomline,youcanmoveinexchangeforsomethingfromyourwishlist.CPeoplewhoarenervousaboutnegotiatingovermoneyoftenletfeartellthemthey’renogoodatthesediscussionsandnotworththefee.Youliterallycan’taffordtheluxuryofasinglenegotiatingthought.Standupwhenmakingnegotiatingphonecalls:itwillmakeyoufellmorepowerful.Ifyou’refacetoface,makesteadyeyecontact,keepyourheadupandyourhandsstill–theseallsuggestassertiveness,ratherthanaggressivenessorpassivity,andyou’llbesurprisedathowmuchthisaffectsthewaythatyoucomeacrossinthenegotiation.DYouhavetoknowthepricebelowwhichitwouldbeuneconomicalforyoutodoajob.Thiscouldvaryfromjobtojob-youmaybepreparedtodosomecheaperinthehopethatthey’llleadtobetterthings.Butdon’tbetalkedbelowyourbottomlineandendupworkingfornothing.Afterall,inthelongterm,there’slittlepointinagreeingtosomethingthatyou’renothappywith:you’relikelytofeelresentful,andthismightevencomeacrossinyourbehaviour.E精品文档精品文档Whennegotiatingmoney,theremaybenon-financialfactorsyoucanthrowintothemix.Forexample,whynotsay,‘Ifyoupaymesuchandsuch,I’llincludeareportonthecompanyforyou’.Plantheseextrasbeforehand.Makesurethattheywon’ttakeforevertodo,butarethingsofvaluetotheotherside.Thisway,youcanachievetheidealoutcome:youappeartoacceptcompromisewheninfactyou’vegoteverythingyouwanted,andthey’llthinktheygotthebetterofthedeal.PARTTWOQuestions9–14Readthetextabouttrainingprogammes.Choosethebestsentencefromtheoppositepagetofilleachofthegaps.Foreachgap9–14,markoneletter(A-H)onyourAnswerSheet.Donotuseanylettermorethanonce.Thereisanexampleatthebeginning.(0)REALTRAININGFORALL-ACTIONMANAGERSLearningbydoingisfamiliartoeverymanagersentonatrainingcourse.Invariablythisinvolvesrole-playbasedonstudiesoflong-agotriumphsanddisastersfromarelevantindustryororganization.(0)_H_Theproblemis,anyexperienceofdecision-makinggainedfromrole-playhasoneobviousshortcoming:itisnotreallife.Totacklethisdilemma,someofthebest-knowncompanieshavesetuptheInternationalManagementDevelopmentConsortium,whichprovidesarangeofexecutivedevelopmentprogrammesforstaffmembers.(9)____Whatthismeansisthattheyinvolve‘actionlearning’throughreal-lifesituations,andparticipantsworkasproblem-solvingconsultantsonprojectswithincompaniesengagedinday-to-daybusiness.(10)____Withinthistheyalsotaketrainingandrefreshercoursesintraditionalbusinessskillssuchasfinance,marketing,staffmanagementandstrategicplanning.Thesedisciplinesaretaughtbyamixofacademics,businesspeopleandseniormanagersfromConsortiumcompanieswhoalsomonitortheconsultancywork.Morethan100oftheseconsultancyprojectshavebeenundertakensofar,andmanymorearetocome.(11)____Generally,thosewhochoosetoattendthecoursecomefromvariouscountries,reflectingthemulti-nationalnatureofcompanieswithintheConsortium.(12)____Asaresultofthiscross-culturalexchange,thepeopleonthecourselearnagreatdealfromeachother-andoftenkeepincontactonaprofessionallevellongaftertheendoftheircourse.TheConsortiumsayslanguagedifficultiesarenotaproblemwhenconsultanciesareundertakenforforeigncompaniesonsite.Atranslatorisonhandtodealwithdifficultieswhicharisefromtechnicaltermsorjargon.精品文档精品文档(13)____Thisisbecausetheyarenotchargedconsultancyfees,althoughanominalsumispayableforadministration.ThefundingfortheschemeisprovidedbyeachConsortiummemberwhocontributestothecostofrunningthetrainingcourses,andtheamountinvolvedisconsiderablylessthanfeeschargedbyleadingbusinessschools.(14)____‘itis,’saysthe