1、大学六级-1578 及答案解析(总分：710.00，做题时间：90 分钟)一、Part Writing(总题数：1，分数：103.00)1.1)为了缓解中小学生负担，教育部强令学校在周末停课，一些家长担心孩子学业落后而给他们雇了家教2)这种做法引起了激烈的讨论3)谈谈你的观点及理由Is This the Way to Relieve the Burden of Students?_（分数：103.00）_二、Part Reading Compr(总题数：1，分数：70.00)Negotiating Skills Can Be LearnedManagers negotiate continuo
2、usly, with superiors, subordinates, peers and clients. Researchers and practitioners have observed that former organizational structures and behaviors are now giving way to new organizational models in which authority, commands and control along with fixed roles play a lesser, or at least a less def
3、inite, role. The crucial role of negotiation, meanwhile, is gaining prominence.Globalization, market deregulation, and technological changes, along with increasing interdependence and market complexity, have contributed to increasing the instances when conscious negotiation is preferable to other fo
4、rms of interaction. Coupled with the increase in the use of negotiation have been advances in the theory of negotiation and the fast growth in the number of publications on the subject.Gilles Gauthier, full professor at the Institut deconomie appliquee (IEA) at the Hautes etudes commereiales (HEC),
5、teaches the course “Managers and Negotiation“ for students and professionals. No such course existed when he was doing his studies in the 1960s.Gauthier is self-taught in the field and has become a specialist. He believes negotiation is an important component and integral part of management. He foun
6、d that the only courses offered on the topic involved collective agreement negotiations. “Not all managers are involved in negotiating such agreements. What most managers do is much broader in scope,“ adds Gauthier.He decided to take a years leave to read up on the topic and investigate what was hap
7、pening elsewhere. Gauthier found out that few universities offered training in negotiating.Training in the field was initially designed for lawyers and tended to promote an adversarial style of engagement. Some schools offered management or conflict resolution courses. For Gauthier, negotiation does
8、nt necessarily involve a conflict, just a disagreement. His research motivated him to design the course mentioned above, which has been part of the MBA program at the HEC for two years now. It is also offered in the HECs continuing education program for professionals who want to learn more about the
9、se concepts.Strategic limitsFor Gauthier, negotiation is a process whereby at least two parties have to reach an agreement. Its a way of making a decision where each party has a fight of veto. He adds that there are all kinds of negotiations, not just contracts. There are negotiations with other adm
10、inistrative units, even family negotiations.The definition of negotiation varies, but Francois Delivres definition seems fairly comprehensive: Negotiation is a process for managing disagreements with a view to achieving contractual satisfaction of needs. Negotiation is a process, that is, a method t
11、hat consists of a number of steps, a method for managing disagreements, because the two parties could not initially agree to satisfy their needs to their mutual satisfaction. It is therefore a desire to achieve contractual satisfaction, because the goal is to establish an agreement specifying the na
12、ture of the exchange. All authors agree that negotiation is a process.Gauthier says that some people always negotiate in exactly the same way, whether theyre at the office or at home, even if the context is different. He says thats a big mistake. Understanding the context and good preparation are vi
13、tal to the success of any negotiation. Gauthier explains that there is more than one way of negotiating. Hes currently writing a book outlining 1,200 negotiating tactics, which are not necessarily appropriate for all situations or strategies.Tactics differ from strategies. The latter refers to the t
14、ype of approach one takes to a negotiation generally these fall into two main camps, either a collaborative or a competitive approach. Tactics help achieve a specific strategy.Negotiating modelsGauthier advises negotiators to have a strategy from the outset, whether competitive (winner loser), coope
15、rative (win-win), compromise (win a little-win a little), inaction (so as not to lose today), accommodation (lose now to win later) or withdrawal (negotiate elsewhere where you can Win).Many negotiators have used and continue to use a competitive approach, even a confrontational approach, in their n
16、egotiations. Any success in such cases is more often than not short-lived. Manipulative behavior and power tripping generally lead to failure.Competition leads to power straggles (蔓延) in negotiation. So the parties to the negotiation can easily get involved in power tripping. A person initiates a po
17、wer trip when he or she has every intention of exercising his or her authority or desire to dominate by forcing the other party to take a complementary position. There is no choice but victory or defeat. This approach taken by one or both of the negotiators obviously confines the possible outcome si
18、gnificantly.Whenever one of the parties uses a disrespectful tone of voice, presents ultimatums or refuses to participate for fear of losing face, the situation is confrontational and positions are strongly established. The negotiation is blocked and destined to fail, even if one of the parties seem
19、s to have won. Its a one-side victory, short term, which will result in a boomerang (自食其果) effect. The party that lost will be looking to revenge.In a number of cooperative negotiating Styles such as win-win or compromise negotiation, the focus is on mutual respect and reasoned deliberation.Once the
20、 strategy is clear, the next step is to choose the appropriate tactics. Good preparation means determining precise objectives from the start, understanding the other party (past negotiating style, type of negotiator, etc) and using professionals to obtain the maximum amount of useful data about the
21、position of the other party.Soft skillsThe most effective negotiators are those who succeed in reaching an agreement that allows each party to achieve their original objectives. If the objectives of the two parties are completely contradictory and have no chance of being tempered to reach a sound ag
22、reement, negotiators should be prepared to walk away. A winner will know from the start what he or she will do if the negotiations fail. A loser will not have thought this through.Some people can adapt to all kinds of situations. They make excellent negotiators. Others have a less flexible personali
23、ty, which is a problem because their personality limits their response. “Negotiators have to be able to lead the process,“ says Gauthier. All parties involved in negotiations have to be skilled at leading such a process.Research in negotiation carried out in the past 15 years at Harvard University h
24、as shown that “the most successful negotiators are those who define success not as beating their adversaries but as doing the best they can for themselves.“ The compromise that results from cooperation will not lead to the greatest possible gain; it requires a shared sacrifice.Negotiation is all abo
25、ut interpersonal communication. The rapport (融洽和谐的关系) in interpersonal communication should favor responsibility and cooperation, thereby establishing an environment in which the parties feel like they are interdependent and part of a partnership. The ability to do this is a skill that has to be lea
26、rned.Learning requires an open, inquisitive attitude. Rigid positions, confrontations, ineffective principles, and confrontational or manipulative strategies have to be avoided. The goal is to establish a sense of solidarity, and create bridges that will lead to satisfactory solutions for both parti
27、es.Constructive dialogue means showing the other party what part of their argument is compatible with the problem to be resolved. Understanding the other persons position doesnt mean agreeing with their position,. but rather respecting it, and remaining flexible in exploring options.Recognizing that
28、 negotiation can be learned is a relatively new concept. Those who believe they are good negotiators may well be in for a surprise, because many managers are studying negotiating tactics and are not afraid to put them to the test. Understanding how to prepare yourself for negotiations will help you
29、succeed without creating an adversarial relationship with the other partyan essential skill in ongoing business relationships.（分数：70.00）(1).What have researchers and practitioners observed?A. Former organizational structures and behaviors have been totally replaced.B. Authority, commands and control
30、 are still occupying a definite role.C. Negotiation starts to appear as a new organizational behavior.D. The crucial role of negotiation is more and more important.（分数：7.00）A.B.C.D.(2).Which of the following accompanied the increasing use of negotiation?A. Globalization and market deregulation.B. In
31、creasing interdependence and market complexity.C. Increasing use of other forms of interaction.D. Advances in the theory of negotiation.（分数：7.00）A.B.C.D.(3).Differing from the initial negotiating training, for Gauthier,A. training in the field only need to be designed for lawyersB. training tends to
32、 promote an adversarial style of engagementC. it is enough to involve just a disagreement for a negotiationD. it is necessary to involve a conflict in a negotiation（分数：7.00）A.B.C.D.(4).According to Francois Delivres definition of negotiation, _.A. its a way of making a decision where each party has
33、a fight of vetoB. its a method to make two parties reach an agreement in the beginningC. its a process during which a contract must be signed by two partiesD. its a desire of both parties to achieve contractual satisfaction（分数：7.00）A.B.C.D.(5).When people face different context, according to Gauthie
34、r, they should _.A. negotiate in exactly the same way B. learn the book Gauthiers writingC. acquire a general-effective tactic D. understand it and be well-prepared（分数：7.00）A.B.C.D.(6).What might happen if a competitive approach is used in a negotiation?A. Success in such cases probably last a long
35、time.B. The parties can hardly get involved in power tripping.C. There is no other result except victory and failure.D. The possible outcome is diversified significantly.（分数：7.00）A.B.C.D.(7).What would an effective negotiator do in a negotiation?A. Be prepared to walk away whenever theres contradict
36、ion.B. Know from the beginning what to do if facing failures.C. Never lead the process unless he or she has to.D. Try to achieve the greatest possible gain without sacrifices.（分数：7.00）A.B.C.D.(8).If the parties use compromise in a negotiation, they should _ instead of getting the greatest possible g
37、ain.（分数：7.00）填空项 1:_(9).In order to establish a rapport in a negotiation, the parties should show their _ in interpersonal communication.（分数：7.00）填空项 1:_(10).Negotiators who think they are excellent may be _ to find that many managers are studying negotiating tactics and put them to the test fearles
38、sly.（分数：7.00）填空项 1:_三、Part Listening Com(总题数：0，分数：0.00)四、Section A(总题数：4，分数：105.00)(1).A. Bring something unnecessary to Lilys party. B. Refuse to attend Lilys party.C. Ask about other guests gifts. D. Bring a small and inexpensive gift to Lilys party.（分数：7.00）A.B.C.D.(2).A. He is going to visit Tin
39、a in Hong Kong. B. Tina invites him to visit Hong Kong.C. He will visit Hong Kong with Tina. D. He is anxious to get a ticket to Hong Kong.（分数：7.00）A.B.C.D.(3).A. Both of them are running out of money. B. The man lends a little money to the woman.C. The woman actually has enough money. D. The woman
40、left her money in the library.（分数：7.00）A.B.C.D.(4).A. It has been blown away by wind. B. It has been out of work.C. It has been repaired recently. D. It has been fixed at a wrong place.（分数：7.00）A.B.C.D.(5).A. Watching a TV program. B. Playing a puzzle game.C. Asking for directions. D. Studying for a
41、n exam.（分数：7.00）A.B.C.D.(1).A. Seeing the next show. B. Waiting in a queue.C. Coming back in five minutes. D. Not seeing the movie today.（分数：7.00）A.B.C.D.(2).A. In a bookstore. B. In a supermarket.C. In a library. D. At a newspaper stand.（分数：7.00）A.B.C.D.(3).A. Teacher and student. B. Train attendan
42、t and passenger.C. Manager and customer. D. Stewardess and passenger.（分数：7.00）A.B.C.D.(1).A. To find out what his interest is.B. To encourage him to try out for a college newsletter.C. To help him choose an out-of-class activities.D. To talk about the articles he wrote in his journalism class.（分数：7.
43、00）A.B.C.D.(2).A. He wouldnt find a good dormitory.B. He would lose contact with his old friends.C. He would fall behind with his studies.D. He couldnt write for a newspaper.（分数：7.00）A.B.C.D.(3).A. He is not sure whether he has time to write for the newsletter.B. He would rather write for a newspape
44、r than the campus newsletter.C. He is doubtful if he is able to write for the campus newsletter.D. He is worried about what his journalism professor really thinks.（分数：7.00）A.B.C.D.(1).A. The registration for a photography course. B. A photography exhibition.C. The varieties of photography courses. D
45、. Some information about photography courses.（分数：7.00）A.B.C.D.(2).A. From 6:30 pm to 9:30 pm on Monday evenings.B. From 2:00 pm to 4:30 pm on Tuesdays.C. From 6:30 pm to 9:00 pm on Tuesday evenings.D. Any daytime on Wednesdays.（分数：7.00）A.B.C.D.(3).A. Introducing Photography. B. Landscape Photography
46、.C. Black and White Photography. D. The Art of Digital Photography.（分数：7.00）A.B.C.D.(4).A. It is flexible in timing. B. It can also be attended in evenings.C. It lasts 16 hours in all. D. It is suitable for intermediate learners.（分数：7.00）A.B.C.D.五、Section B(总题数：3，分数：70.00)Passage One（分数：21.00）(1).A.
47、 To feed the birds in her home. B. To take some birds home and feed them.C. To check her mailbox every day. D. To help her open the door.（分数：7.00）A.B.C.D.(2).A. Kates birds had been starved. B. He couldnt open the doors of Kates house.C. Kates birds had flown away from the window.D. He couldnt get o
48、ffthe window.（分数：7.00）A.B.C.D.(3).A. Kate came back to her home. B. He was highlighted by a torch light.C. All of Kates birds flew towards him. D. He realized that he had made a mistake.（分数：7.00）A.B.C.D.Passage Two（分数：21.00）(1).A. Different kinds of mass media. B. Jobs relatedto mass media.C. The fu
49、nctions of mass media. D. The main contents of mass media.（分数：7.00）A.B.C.D.(2).A. To introduce the financial sources of mass media.B. To illustrate the persuasive ability of mass media.C. To show the entertainment function of mass media.D. To tell people most advertisements cant be believed.（分数：7.00）A.B.C.D.(3).A. Television. B. Magazines.C. Motion pictures. D. Newspapers.（分数：7.00）A.B.
