1、专业八级-266 及答案解析(总分：100.05，做题时间：90 分钟)一、LISTENING COMPREHENS(总题数：0，分数：0.00)Cross Cultural NegotiationsIt“s important to understand the cultural differences in negotiations, as different cultures have different ways of negotiation. Here are some advice for cross cultural negotiations. . Different cultu
2、res have different 1 Advice: A. Do some homework B. Identify the standard expected negotiating 2 C. Develop skills to overcome 3 . A(n) 4 for cross cultural negotiation Do your research on what will be expected of you A. Define your schedule, what to 5 and bring B. Verify standard practices 6 Two op
3、tions if in a more different environment: A. Hire local 7 B. Arrange for a local 8 to accompany you . Eight best practices A. 9 what is expected of you B. Explain that how much you appreciate the business opportunities C. Explain that you are 10 here D. State your 11 E. Ask for instructions F. Apolo
4、gize if you do or say something 12 G. Show your desire to 13 in the negotiations H. Reaffirm the intent to do business with them and learn their culture 14 A. Remain constantly aware of your environment B. In use of each advice, do not go 15 （分数：30.00）填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:
5、_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_Non-Verbal Communications Across CulturesNon-verbal communications can affirm, complement or even contradict what is being verbally transmitted. In addition to this, non-verbal communications vary from country to country. . Gesture Pointing a)
6、 Pointing with a single finger is considered 16 in Asia b) American people use 17 fingers to point c) German people use pinky to point d) In UK, flashing a peace sign with the back of one“s hand is an 18 of flipping someone the bird Greeting a)USA: 19 b) Somewhere else: a kiss . Eye Contact West: di
7、rect eye contact is 20 African-Americans: more eye contact when speaking, less when listening Anglo-Americans: 21 African-Americans Northern Europe: more flirtatious facets Middle East: prolonged eye contact means to show 22 Some Asian countries: avoiding eye contact means to show 23 . Physical Cont
8、act Americans will shake hands, 24 , upon encountering someone Islamic cultures: 25 is not allowed Asian cultures: touching the head is considered 26 the soul . 27 Some cultures think Americans do not bathe 28 Some think Americans over-bathe themselves . Time 29 is highly valued in Switzerland, Germ
9、any and Sweden Europeans: 30 of vacation is the norm Americans: 2 weeks is the norm （分数：30.00）填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_Cross-Cultural CommunicationMulticulturalism is a reality in North America. It is, therefore, importa
10、nt to know how to bridge cultural differences in our communications. Here are some of the tips to help with the cross-cultural communication. . Don“t expect cultures are the same . South Texas customs Stand at a(n) 31 angle Eyes are cast down to or out across 32 Say “Pleased to know you“ Don“t 33 wi
11、th women San Antonio: women have haute hug . Bow Cambodia and Laos: bow as if they are 34 Japan: the deeper you bow, the more 35 you are Korea: prefer bowing to handshaking Thai: bow with 36 together . Hugging People from Hawaii, Greece and 37 greet by hugging . Kiss Cuba: kissing means approval Mid
12、dle east: shake hands before they exchange kisses on cheeks; Don“t shake hands with women unless she 38 to you People from Eastern Europe, Portugal, Spain and Italy often kiss male friends on the cheek . Postures Middle East: Sitting with your legs crossed is 39 To show someone the sole is to 40 . H
13、andshaking Most of the world does not greet by shaking hands Britain: brief but 41 handshake France: light grip, a single and quick handshake Germany: one firm pump then 42 Germany and France: more than one handshake means 43 . Mirroring gestures Begin with 44 Wait and mirror other party“s gesture W
14、hen in doubt, you“d better be 45 Don“t assume others follow their traditional greetings （分数：40.05）填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_填空项 1:_专业八级-266 答案解析(总分：100.05，做题时间：90 分钟)一、LISTENING COMPREHENS(总题数：0，分数：0.00)Cross Cultural Negotiatio
15、nsIt“s important to understand the cultural differences in negotiations, as different cultures have different ways of negotiation. Here are some advice for cross cultural negotiations. . Different cultures have different 1 Advice: A. Do some homework B. Identify the standard expected negotiating 2 C
16、. Develop skills to overcome 3 . A(n) 4 for cross cultural negotiation Do your research on what will be expected of you A. Define your schedule, what to 5 and bring B. Verify standard practices 6 Two options if in a more different environment: A. Hire local 7 B. Arrange for a local 8 to accompany yo
17、u . Eight best practices A. 9 what is expected of you B. Explain that how much you appreciate the business opportunities C. Explain that you are 10 here D. State your 11 E. Ask for instructions F. Apologize if you do or say something 12 G. Show your desire to 13 in the negotiations H. Reaffirm the i
18、ntent to do business with them and learn their culture 14 A. Remain constantly aware of your environment B. In use of each advice, do not go 15 （分数：30.00）填空项 1:_ （正确答案：egotiation practices）解析： negotiation practices 听力原文 Cross Cultural NegotiationsGood morning, everyone. Today we are going to continu
19、e our discussion about cross cultural influence on business, particularly on business negotiations. Do you have an international sales negotiation coming up? Are you nervous about how it will go? Most people don“t give much thought to the actual cross cultural communication process prior to their fi
20、rst real cross cultural negotiation. They get obsessed with secondary details. Imagine you are in a long line of people waiting for a taxi at the busy Paris airport, with people swarming everywhere. The noise of the street traffic is competing with the noise from the airplanes in the background. And
21、 then you hear such a large commotion, right up at the front of your taxi line. You think it is yet another bomb scare and crane your neck to get a closer look with your bags in your hands ready to move. But out of the confusion you hear laughter. What happened? It was only someone who began to try
22、bargaining the price of his ride before he got inside the taxi. with a Parisian taxi driver. The tension breaks as a ripple of laughter mixed with annoyance runs down the taxi line. It is an old story. But it does highlight cultural differences in negotiation very well. Today I am going to address s
23、everal points about cross culture negotiation. First of all, I want you to know that different cultures have different negotiation practices. Negotiation practices differ from country to country. Some cultures expect clients to negotiate over things that would be totally unacceptable in other countr
24、ies. Some cultures get upset or angry by things that are totally acceptable in other cultures. Different cultures simply have different approaches when it comes to negotiation. This can be intimidating when you travel to a new country to negotiate for business. And even more so if it is your first t
25、ime. It is important to know what is culturally expected of you when it comes to negotiation. If you are just starting out in developing your international markets, it is wise to do some homework and identify the standard expected negotiating habits in the country you are travelling to. No matter ho
26、w much research you do prior to your first cross cultural negotiation communication road blocks can easily come up. This is even more likely if your negotiation is taking place in a foreign environment to what you are used to. So it is even more important to develop skills to ride through communicat
27、ion hurdles. Now, let me give you a beginner“s guideline for cross cultural negotiation. Prior to your first cross cultural negotiation give some thought on how you will keep on track. Here is a guideline to help beginners, if you find yourself on your own in a country where negotiation practices ar
28、e different to your own, there is a strategy to follow. Do your research on what will be expected of you. Define your schedule, and what you are expected to wear and bring. If you are a woman, be sure to verify, standard practices beforehand. Are there any standard culturally specific negotiating pr
29、actices? Remember to ask for advice prior to cross-cultural negotiations. If you feel you will be in a more different environment than you are used to you have two options to consider. One, hire local representation. Some large multi-national companies hire local company representatives to facilitat
30、e all business procedures in certain countries in the Middle East and the Far East. Two, arrange for a local third party to accompany you. Look for someone who can tell you if you are making any cultural blunders. This will give you a certain peace of mind. We all know prior research helps, but even
31、 so, it is not always easy. You will also need to keep your own behavior and attitudes turned towards your negotiation. In the third part of my presentation, I will give you 8 points which are considered best practices during your first cross cultural negotiation. 1. Ask and find out what is expecte
32、d of you. 2. Explain that you are looking forward to the business opportunities open to both of you. 3. Explain that this is your first trip and you have not done business in their country before. 4. State your good will and that you do not mean to do anything awkward. 5. Ask to be told or shown wha
33、t to do. 6. Apologize if you do or say something that seems to be out of place. 7. Continue to show your desire to proceed in the negotiations. 8. Continue to say that you look forward to doing business with them and learning more about their culture. Keep this guideline in mind during your negotiat
34、ions. Remain constantly aware of your environment so you can implement any of these points if needed. Use each point appropriately when needed and do not go overboard. Overly stating your enthusiasm or apologizing incessantly can be destructive to your negotiations in some cultures. Use this guideli
35、ne as a gentle reminder to stay tuned to where the other party is at. If you feel in any way that you need to refer to one of the points above, do so, and continue your negotiation. In closing, I want to emphasize that cross cultural communication is a process where you adjust your communication a l
36、ittle and learn to meet another culture in the area where you both feel comfortable. It is about knowing when to ask discretely for feedback to make sure you are all on the same path. Your first cross cultural negotiation will simply be a first step in the process of adjusting to another culture. Yo
37、ur cross cultural communication skills improve with practice. Follow these guidelines for your first cross cultural negotiation and you will not make people laugh. 解析 讲座第一点谈到的是“不同的文化有不同的磋商方式”，故答案为 negotiation practices。 填空项 1:_ （正确答案：habits / customs）解析： habits / customs解析 针对开拓国际市场，讲座中提了几点建议，如事前做一些准
38、备工作、辨别目标国家的磋商习惯等。填 habits 或 customs 均可。 填空项 1:_ （正确答案：communication hurdles / communication obstacles）解析： communication hurdles / communication obstacles解析 讲座中提到，不管事前做多少准备工作，交流中总会出现阻碍。因此更为重要的是要培养解决沟通障碍的能力。答案为 communication hurdles 或 communication obstacles。 填空项 1:_ （正确答案：beginner“s guideline）解析： beg
39、inner“s guideline解析 本题考查对讲座要点的把握。讲座对跨文化磋商工作提出了几点新手指南。因此本题应填入 beginner“s guideline。 填空项 1:_ （正确答案：wear）解析： wear解析 初涉跨文化磋商工作，需确定好时间表、穿什么衣服和携带的东西。答案为 wear。 填空项 1:_ （正确答案：beforehand/in advance/ahead of time）解析： beforehand/in advance/ahead of time解析 本题考查讲座的细节内容。录音提到，假如你是一名女士，记得事先确认好标准的做法。因此本题可以填入 beforeh
40、and 或意思相近的词组，如 in advance 或 ahead of time。 填空项 1:_ （正确答案：representatio）解析： representation解析 根据讲座，如果认为自己将身处一个完全不熟悉的环境，那么有两个选择，其一就是“雇用一名当地的代表(representation)”。 填空项 1:_ （正确答案：third party）解析： third party解析 本题与上题内容并列，即第二个选择：安排当地第三方人士陪同前去商谈。故答案为 third party。笔记中并没有把所有单词一一记下来，而是运用了符号、数字、英文和中文。这样做不仅省时，而且清晰易懂
41、。 填空项 1:_ （正确答案：Find out）解析： Find out解析 录音提出关于第一次进行跨文化磋商的八条建议。第一条建议是问问自己期望什么并弄清楚。根据提纲内容，本题填 Find out。 填空项 1:_ （正确答案：ew）解析： new解析 跨文化磋商时的第三点注意事项是向对方解释这是你第一次来到当地，而且你从未在这个国家做过生意。这里需将 first trip 概括为 new。 填空项 1:_ （正确答案：good will）解析： good will解析 此题较简单，可直接从原文 state your good will 获取答案。 填空项 1:_ （正确答案：out of
42、 place/inappropriate/improper）解析： out of place/inappropriate/improper解析 本题考查跨文化磋商的第六条建议。假如你做的事情或说的话不恰当，应该道歉。本题应填入 out of place 或意思相近的 inappropriate 或improper。 填空项 1:_ （正确答案：proceed）解析： proceed解析 讲座中提到，磋商过程中要不断地表达希望磋商能够继续的愿望。因此答案为proceed。 填空项 1:_ （正确答案：Guideline/Reminder）解析： Guideline/Reminder解析 讲座最后
43、还给出了参考意见：要不断地了解你的周边环境。根据提纲，应填入概括性词语 Guideline 或下文提到的 Reminder。 填空项 1:_ （正确答案：overboard）解析： overboard解析 在提出八项建议后，演讲者还提醒到“采取每一项建议的时候都要做到恰如其分，不能过火”。这里填 overboard。 Non-Verbal Communications Across CulturesNon-verbal communications can affirm, complement or even contradict what is being verbally transmit
44、ted. In addition to this, non-verbal communications vary from country to country. . Gesture Pointing a) Pointing with a single finger is considered 16 in Asia b) American people use 17 fingers to point c) German people use pinky to point d) In UK, flashing a peace sign with the back of one“s hand is
45、 an 18 of flipping someone the bird Greeting a)USA: 19 b) Somewhere else: a kiss . Eye Contact West: direct eye contact is 20 African-Americans: more eye contact when speaking, less when listening Anglo-Americans: 21 African-Americans Northern Europe: more flirtatious facets Middle East: prolonged eye contact means to show 22 Some Asian countries: avoiding eye contact means to show 23 . Physical Contact Americans will shake hands, 24 , upon encountering someone Islamic cultures: 25 is not allowed Asian cultures: touching the head is considered 26 the soul . 27 Some cultures think Amer
