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Detailed explanation of BEC reading test questions: You can negotiate virtually anything

You can negotiate virtually anything. Projects, resources, expectations and deadlines are all outcomes of negotiation. 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 art of negotiation as a game because, as he is usually negotiating for 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 too adversarial. Whether he succeeds or not, it is important to him to make a good impression so that people will recommend him. The starting point for any deal, he believes, is to identify exactly what you want from each 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 the end saying 'yes". This can be a problem because one of 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 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 feel more 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 to become 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 betterchance 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 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 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 lessons to be learned from watching 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 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 routewww.Examw.com　B try not to make people feel guilty　C be careful not to exhaust yourself　D control the decision-making process.

　BEC Business English Intermediate Reading Vocabulary 1

　1.foreman n.foreman; foreman; foreman

Business term head foreman (workshop) foreman

2.forge v. Forge a document

Business term forge a signature forge a signature

3.forgery n. Forgery of signatures, forgery of documents or bills, forgery; crime of forgery

Example sentence The painting was a very clever forgery This painting was a forgery that could be easily mistaken for the real thing.

4.formality n. etiquette, ceremony; (pl.) prescribed procedures

Business terms customa formality customs declaration procedures

customs formality and requirements customs formality and requirements Regulations

Export formality Export formalities

Example: That's the formalities of judicial process. This is the regulation of judicial process.

5.formulate vt. formulate; systematically elaborate

Business term formulate strategy

BEC Business English Intermediate Reading Vocabulary 2

6. forum n. symposium, seminar

Example APEC is a vital ecomomic forum in the present world.

7. forwarder n. Freight forwarder, freight forwarder; forwarder, forwarding company

Business term air freight forwarder air transport company

forwarder receipt Freight agency receipt

8. forwarding n. Sending, consignment; transshipment; transportation, transportation business

Business terms forwarding agency transportation

forwarding agent transportation business

forwarding business transportation industry

9.foul adj. foul; improper adv. improperly

Business term foul play illegal behavior

10.franchising n. Franchising, generally with product franchising

Related phrases product franchising product franchising

Business-format franchising two forms

1.franchisor n. The person who grants the franchise

Example The franchisor could receive a royalty fee from the franchisees. The franchisor could receive a royalty fee from the franchisees. who charge a license fee.

2.franco adj. Free, free delivery n. All costs are included in the price

Business term Franco (franco domicile, free, rendu) price includes all costs

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3.fraudulent adj. Deceptive, fraudulent, fraudulent

Business terms frandulent business practices Transaction behaviors that constitute deception

4.freelance adj. Freedom Professional; special vt. Provided as a freelancer

Example She freelanced pieces for British publications. She drafted pieces for some British publications as a freelance writer.

5. frequency n. (other than basic salary) benefits adj. secondary; additional

Business term fringe industries secondary industrial sectors

fringe benefit (other than salary) subsidies (such as annuities, holiday wages, insurance benefits, etc.)

Example sentence Part of the sum was reserved for fringes.

This sum of money A portion of it is set aside as welfare benefits.

6.fringe n. (other than basic salary) benefits adj. secondary; additional

Business term fringe industries secondary industrial sectors

fringe benefit (other than salary) subsidies (such as annuities, vacations, paid wages, insurance benefits, etc.)

Example sentence Part of the sum was reserved for fringes.

This sum A portion of the money is set aside as welfare benefits.

7.front-line adj. Frontline, frontline

Business term front-line staff front-line staff, employees who are proficient in business

Example sentence The stock market crash finished many speculators.

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