奥鹏作业网国开04012-商务英语4-Unit 3 Self-test
1：—I’ll also throw in the discount of 10% on your up front deposit.What do you think about this suggestion? —______________. : Ok, I think we’veboth have done our best for this ; No, the suggestion is too bad ; Ok, you willbenefit more than us
2：— Could you be so kind as to turn down that rock “n” roll? I’mpreparing for tomorrow’s meeting report. — ______________. : It’s none of youbusiness ; No, I don’t think so ; Sure. Sorry to disturb you
3：To attract investors, the government has _____ its tax and laborlaws. : adapted ; applied ; adjusted
4：At the same time, the negotiator keeps things secret ____ wouldlimit his/her ability to negotiate. : who ; what ; that
5：They wanted to ______ a discussion on economics. : initiative ;initiate ; initial
7：—Okay then, so to confirm: a 6% discount but you pay all theshipping and installation costs. —____________. I’ll call you tomorrow. :Sorry, it’s not clear ; That sounds all right ; Sorry, we didn’t discuss aboutthat
8：In business，whatever you do, do not ____ illegal benefit. : chase ; choose? ;challenge
9：Their skill and ____ has got them on the sales team.? : laziness ;discourage ; enthusiasm
11：—I’ll be away on abusiness trip. Would you mind signing for my express delivery?—________________. : have no time ; I’d rather not ; I’d be happy to
12：Although he has sought to find a peaceful _____, he is facing morepressure from his business rivals. : solute ; solve ; solution
13：When the rest of the room ______ emotional, stay cool and use logicto negotiate and close. : get ; gets ; got
15：We can’t manage that ____ you pay for the installation.? : if ;until ; unless
16：______ has good reputation will sooner or later be successful in hisbusiness. : Whatever ; Whoever ; Whichever
18：—Hello, this isLucas Bowen. I’d like to order some machines. —___________. When do you needthem? : Sorry, I am busy? ; No problem ; No, you can do it online
19：That might be acceptable ______ you handle the insurance fees. : if; whether ; even if
6：完形填空：选择正确答案，补全文章（每题10分）。 Another example is reading non-verbal communication.?{A. Be able to;B. Being able to; C. Able to} read the non-verbal communication of anotherperson can be a great asset in the communication process. By being aware?{A.of; B. with; C. for} different signs and expressions?{A. what; B. that; C.whom} a person gives verbally and non-verbally, a negotiator can adjust his/herapproach and the negotiation can go smoothly. If?{A. being possible; B. ispossible; C. possible} , it may be helpful for negotiation partners to spendtime together in a comfortable atmosphere outside of the negotiation room.Being familiar with another person helps you to?{A. sense; B. touch; C. make}the differences between verbal and non-verbal communication within thenegotiation atmosphere.
10：阅读理解：根据文章内容，判断正误（每题10分）。 THE GOLDEN RULES OF NEGOTIATING The art ofnegotiating is a difficult skill for most of us, even good salespeople. Hereare three golden rules for you to follow: 1. ALWAYS START THENEGOTIATIONS. You must initiate the process. This is because whoever controls thestart of the negotiations tends to control where they end. If you let the otherparty start negotiations, you will be constantly giving up control, oftenwithout even realizing it. For instance, when you ask someone what his projectbudget is, you are allowing him to start the negotiations. You will then spendyour time chasing his number rather than finding the best solution. So, neverlet the other party control the negotiations. 2. ALWAYS NEGOTIATEIN WRITING. The purpose of negotiations is to arrive at a formal writtenagreement, not tell a story or spend time talking. From the first moment youbegin a proposal, you should create a document and take it to the client. Itwill include all the points of agreement and become real to the prospectivecustomer. Negotiating first and then having to create a document addsunnecessary time to a transaction. But if you build your written agreement asyou negotiate, you are prepared to ask for a signature the moment the decisionto buy is made. 3. ALWAYS STAY COOL. The negotiation table can be loaded with agendas, egos and emotions.Great negotiators know how to stay cool, providing leadership and solutions,while the rest of the room becomes insanely invested in personal agendas anduseless emotions. Crying, getting angry and blowing off steam may make you feelgood, but such behavior will not benefit you while negotiating. When the restof the room gets emotional, stay cool and use logic to negotiate and close. 1. Ifyou let the other party start negotiations, you will be completely grasp thecontrol, often without even realizing it.{T; F} 2. So, never let both partiescontrol the negotiations.{T; F} 3. Negotiating first and then having to createa document doesn’t need necessary time to a transaction.{T; F} 4. Greatnegotiators know how to stay cool, providing leadership and solutions, whilethe rest of the room becomes wild or helpless during the negotiation.{T; F} 5.When the rest of the room gets out of control, stay cool and use logic tonegotiate and close.{T; F}
14：翻译：为句子选择正确的翻译（每题10分）。 1. By understanding how non-verbal communication works, anegotiator must be able to understand the information the other participantsare giving out non-verbally.{A; B; C} A．通过理解非语言性交际如何起作用，谈判者一定能够理解其他参与者透露的非语言性信息。 B．要理解非语言性交际如何运行，谈判者必须理解其他参与者给出的非语言性信息。 C. 通过理解非语言性交际是如何工作的，谈判者必需能够理解其他参与者非语言性地给出的信息。 2. Look the person in the eye with honesty and respect.{A; B; C} A．用诚实和尊敬看待这个人。B．诚实而尊敬地注视这个人。 C．诚实并尊敬地用眼看这个人。 3. If possible, it may be helpful for negotiation partners to spendtime together in a comfortable atmosphere outside of the negotiation room.{A;B; C} A. 如果有可能，可以帮助谈判双方花时间一起在谈判室以外的舒适氛围中。 B. 如果有可能，让谈判双方花时间一起处于谈判室以外的舒适氛围，可能会有帮助的。 C. 如果有可能，谈判双方花时间一起在谈判室以外的舒适的环境中，肯定会有帮助的。 4. This is because whoever controls the start of the negotiationstends to control where they end.{A; B; C} A．这是因为无论哪一方掌控了谈判的开始，往往都会将谈判导致结束。 B．这是因为无论谁曾经掌握了谈判的开始，趋势都会主导谈判的地点。 C．这是因为无论谁控制了谈判的开始，谁往往就能掌控谈判的结果。 5. The negotiation table can be loaded with agendas, egos and emotions.{A;B; C} A．谈判桌承载着议事日程，自我意识和各种情绪。 B．谈判桌负荷着议事日程，自尊心和不同情绪。 C．谈判桌充满了议事日程，自我意识和情感。国开答案请进：opzy.net或请联系微信：1095258436
17：阅读理解：根据文章内容，选择正确答案（每题10分）。 Emotions play an important part in the negotiation process, althoughit is only in recent years that their effect is being studied. Emotions havethe potential to play either a positive or negative role in negotiation. Duringnegotiations, the decision as to whether or not to settle rests in part onemotional factors. Negative emotions can cause intense and even irrationalbehavior, and can cause conflicts and negotiations to break down, but may beinstrumental in attaining concessions. On the other hand, positive emotionsoften facilitate reaching an agreement and help to maximize joint gains, butcan also be instrumental in attaining concessions. Positive and negativediscrete emotions can be strategically displayed to influence task andrelational outcomes and may play out differently across cultural boundaries. 1.Emotions play an important role during the negotiation, although their effectis being studied just {A; B; C}. A. at the beginning of negotiation practice B.during the negotiation process C. not long before 2. Negative emotions may {A;B; C} make concessions. A. be helpful to B. be harmful to C. be nothing to 3.During negotiations, the decision as to whether or not to settle depends inpart on emotional factors.{A; B; C} A. totally B. to some extend C. completelynot 4. Attaining concessions can be done {A; B; C}. A. only by negativeemotions B. only by positive emotions C. by both negative and positive emotions5. In different cultures, negotiators should use?{A; B; C}? strategies to showpositive and negative emotions. A. the same B. different C. no
