1、剑桥商务英语高级-156 及答案解析(总分：98.00，做题时间：90 分钟)一、BREADING/B(总题数：0，分数：0.00)二、BPART ONE/B(总题数：1，分数：8.00)A The Speech of the PresiderThe presiding over meetings is one of the communicative activities at international academic conferences. In the simulated international academic conference, special attention sh
2、ould be paid to the training of the students in this aspect. Specifically, we have introduced to the students the basic requirements and major responsibilities of the presider of a conference, for example, to learn about the overall procedures, to familiarize them with the order of presentationthe n
3、ames, nationalities, and subjects of the speakers, to inquire about the speakers information, major points of the introduction, signals of the time control, etc.B ConferenceConference is a kind of formal meeting, often lasting for a few days. It is organized on a particular subject to bring together
4、 people who have a common interest. At a conference, formal discussions usually take place. Comparatively, conference generally refers to a specialized professional or academic event. We can say, for example, “Mr. Smith attended a conference on environmental protection in Beijing last week“.C Barcel
5、onaThe first thing that strikes you about Barcelona is its extraordinary architectural beauty. Just to discover the narrow, twisting streets and hidden squares of the old quarters is worth a trip in itself. A good way to get an initial idea of the citys character is to take a leisurely walk along La
6、s Ramblas, a series of five short streets connecting the port area with the town. Its best during the early evening when its filled with young people out for a promenade. Exchanging greetings and flirting mildly, they stroll up and down for hours, pausing occasionally at an outdoor care for a gossip
7、. Predictably enough, the citys red light area occupies the lower end near the port, and is best avoided after dark.D Protection Versus DevelopmentIt is quite incredible to see the speed with which a wild, unspoiled beauty spot can be transformed into a commercial eyesore. Look at the map of the wor
8、lds tourist destinations today, and think back to those same places only a few years ago, and youll see what I mean. Of course, Im a bit of a hypocrite about this. I want to be able to visit those natural paradises and, I have to admit, find somewhere to sleep and something to eat and drink once Ive
9、 got there. What I dont want is for anyone else to be able to do the same, or at least not in enough numbers to change the place. So if you wish to accuse me of individualistic elitism, go ahead. I dont mean to be selfish, but I cant bear the idea of another concrete monstrosity taking over from nat
10、ure, of recorded pop music replacing the natural sounds of the mountains, of ice-cream and silly T-shirts being pushed at me when all I want is to enjoy the non-man-made world. I suppose the answer to this dilemma is careful, limited development, but experience seems to show that stopping the forces
11、 of commercialization is more difficult than preserving the environment for future generations.E ProtectionProtectionism appears to be a part of human nature, like the instinct for survival, we automatically try to protect what is ours, be it our family, our culture, our livelihood, our country, our
12、 wealth or anything else we call “ours“. It has been fashionable to talk about protectionism in economic terms ever since the reconstruction and development after the Second World War, but this is merely jargon for a well-known human characteristic. In economics, the term is often used in a negative
13、 wayone country accuses another of “protectionist“ practices that prevent the first country from freely selling its goods to the second, but it can be a negative idea in other contexts, too.In many parts of the world, a village, region or cultural group has refused development because it wants to pr
14、otect its people, resources, way of life etc. from outside influences, from being “spoiled“. In many cases, this has led not to the preservation of something worthwhile, but to the decline of what was to be protected. A concrete example of this can be seen in the number of rural villages in Europe t
15、hat are disappearing, not because they have been developed out of existence but because the young people have left in search of education, work and other opportunities and the old people are left to die in the life and surroundings that were “protected“ from the encroachments of the modern world.（分数
16、：8.00）(1).They are asked to pay attention to inviting speeches, coordinating divergence, maintaining order, controlling the time, activating the atmosphere.（分数：1.00）填空项 1:_(2).In economic terms, it is fashionable to talk about it.（分数：1.00）填空项 1:_(3).It is a meeting held at the international level, w
17、ith the participants coming from different countries.（分数：1.00）填空项 1:_(4).They speak their own language, Catalan, which is more influenced by French than Spanish.（分数：1.00）填空项 1:_(5).In the presentation of academic papers our emphasis is placed upon it.（分数：1.00）填空项 1:_(6).It is Spain at its most urban
18、e, forward-thinking and high living.（分数：1.00）填空项 1:_(7).Preserving the environment is more easier than stopping the forces of commercialization.（分数：1.00）填空项 1:_(8).We should protect our way of life.（分数：1.00）填空项 1:_三、BPART TWO/B(总题数：1，分数：6.00)Barriers to International BusinessFirms desiring to enter
19、international business face several obstacles, some much more severe than others. The most common barriers to international business are: cultural, social, and political barriers, and tariffs and trade restrictions.A nations culture and social forces can restrict international business activities. C
20、ulture consists of a countrys general ideas and values and tangible items such as food, clothing, and buildings. Social forces include family, education, religion, and customs. U U 2 /U /USome countries also have different values about spending than do Americans. The Japanese have long been a nation
21、 that believes in paying cash for the products they buy, although the use of credit cards has soared in Japan over the last few years. The Japanese still save nearly 20 percent of individual income, compared to about 4 percent saved by people in the United States.U U 3 /U /UIn some countries, purcha
22、sing items as basic as food and clothing can be influenced by religion. And some societies simply do not value material possessions to the same degree that Americans do.Most firms know the importance of understanding the cultural and social differences between selling and buying countries. U U 4 /U
23、/UFor instance, a business deal in Japan can fall through if a foreign businessman refuses a cup of green tea during a visit to a native Japanese firm.The political climate of a country can have a major impact on international business. Nations experiencing intense political unrest may change their
24、attitude toward foreign firms at any time; this instability creates an unfavourable atmosphere for international trade.Tariffs and trade restrictions are also barriers to international business. A nation can restrict trade through import tariffs, quotas and embargoes, and exchange controls.Import ta
25、riffs: a duty, or tax, levied against goods brought into a country is an import tariff. U U 5 /U /UThe risk in importing tariff is that the other country could take the same action.Quotas and embargoes: a quota is a limit on the amount of a product that can leave or enter a country. Some quotas are
26、established on a voluntary basis. U U 6 /U /UFor instance, Japanese automobile manufacturers have voluntarily reduced the number of cars shipped from the United States to five automakers here the time they need to modernise their factories. An embargo is a total ban on certain imports and exports. M
27、any embargoes are politically caused.Exchange controls: restrictions on the amount of a certain currency that can be bought or sold are called exchange controls. U U 7 /U /UA Tariff can be used to discourage foreign competitors from entering a domestic market.B A government can use exchange controls
28、 to limit the amount of products that importers can purchase with a particular currency.C The voluntary quota reduced the quantity of products for exportation.D Selling products from one country to another is sometimes difficult when the cultures of the two countries differ significantly.E Generally
29、, a voluntary quota fosters goodwill and protects a country from foreign competition.F However, managers still make costly mistakes when conducting business internationally simply because they do not understand such differences.G The most common barriers to international business are: cultural, soci
30、al, and political barriers, and tariffs and trade restrictions.H Social forces which are universal in peoples daily life can create obstacles to international trade.（分数：6.00）填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_四、BPART THREE/B(总题数：1，分数：6.00)The ability to negotiate successfully, to reach agreem
31、ents with other people or parties, is a key skill in any business. This negotiation could be with a buyer or seller and it almost always involves an element of compromise. But, when entering negotiations, you should always keep in mind that it is almost impossible to negotiate and make agreements su
32、ccessfully if you think you cant afford to lose or walk away from what is on offer. This will result in your avoiding asking for anything more than what you think the other side will give without a dispute. You become a passive observer, with the other side dictating the terms.In most negotiations o
33、ne side has more to offer than the other and proper planning can help minimise the effects of this imbalance. Decide on set limits for what you can offer before negotiations begin. There are always advantages you can offer the other side, and you clearly have benefits they want or need or they would
34、 not be negotiating with you. In fact, the buyer or seller often wants you more than you think, so it is to your advantage to try and see things from their point of view. The better you know their real needs or wants - not just the ones they have told you - the more successful you will be, and the l
35、ess likely you are to fall into the trap of giving them more than you really need to.But it is also true that a concession they really need or will value from you wont cost you as much as it benefits them, and yet may still leave you with everything you want. If you know the other side must reach ag
36、reement on a deal by a certain date for financial reasons, your willingness to comply with that date could be worth a great deal of money to them, without costing you much, if anything at all. It is up to you to find out what the other side really needs.Untrained negotiators often allow their feelin
37、gs to become too involved and they may take each rejection of a proposal as personal rejection. So they become angry with the other person, or blame them for failing to reach an agreement. While it is important to be yourself and, on occasion, not be afraid to express how you honestly feel, it is im
38、portant to judge carefully when to do this. It is particularly important to maintain a polite and friendly personal relationship when you are facing a difficult negotiation, but keeping negative personal feelings out of negotiation doesnt mean hiding your personality.Think carefully about your negot
39、iation schedule. Take breaks, particularly during times when you cannot agree over a particular point. But if you have to continue the negotiation on another day, make it soon, and keep the momentum of the negotiations. As long as you are still talking and meeting, you build rapport with the other p
40、arty; learn more about what they need and ensure that your company is the one most likely to make the deal. This may require both patience and perseverance - but patience pays!To win a negotiation then, means that neither side should feel that they have lost. You should know what you can offer the o
41、ther side and know exactly what they want. If you have done everything you can and the deal remains outside the limits you have defined for yourself beforehand, then walk away from it. Either way, youre a winner!（分数：6.00）(1).What does the writer advise us to remember when we start negotiations? A. Y
42、ou should not ask for too much. B. You shouldnt feel you have to accept the proposed deal. C. It is better not to be too aggressive in negotiations. D. You should have many different offers ready.（分数：1.00）A.B.C.D.(2).Why does the writer suggest that you put yourself in the other sides position? A. b
43、ecause they may have lied about what they want B. in order to avoid being trapped into making a deal you cannot change C. because it is likely that they have more to offer than you do D. in order to be able to see your real value to them（分数：1.00）A.B.C.D.(3).The writer says that one advantage of maki
44、ng a concession to the other side is that A. you will be able to get something from them in return. B. it will please them without any inconvenience to you. C. the other party will be more willing to meet deadlines. D. you will make more money on the deal.（分数：1.00）A.B.C.D.(4).The writer feels that e
45、xpressing personal feelings A. is especially beneficial when negotiations are going badly. B. may result in bad decisions being made. C. often leads to anger during negotiations. D. may be positive at certain times.（分数：1.00）A.B.C.D.(5).What advice does the writer give concerning the negotiating sche
46、dule? A. Use breaks to discover more about the other partys needs. B. If serious disagreement occurs, postpone the meeting until another day. C. Dont lose the rhythm of the discussions. D. Continue the meeting until you reach an agreement.（分数：1.00）A.B.C.D.(6).What important piece of general advice i
47、s given in the article as a whole? A. Find out about the personalities of the people you will be negotiating with. B. When negotiating, be prepared to offer more than you originally planned. C. You shouldnt worry if negotiations break down. D. Do not allow your personality to intrude on negotiations
48、.（分数：1.00）A.B.C.D.五、BPART FOUR/B(总题数：1，分数：10.00)In recent years many countries of the worldU U 1 /U /Uwith the problem of how to make their workers more productive. Some experts claim the answer is to make jobs moreU U 2 /U /U. But do more varied jobs lead to greater productivity? There is evidence to suggest that while variety certainly makes the workers life more enjoyable, it does not actually make him work
