国开（甘肃开放大学）24秋《商务英语4》形考作业3【国开作业】单元自测3（10分）

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一、选择填空题（每题10分，共5题）

1.—Okay then, so to confirm: a 6% discount but you pay all the shipping and installation costs.

—____________. I’ll call you tomorrow.

A.Sorry, it’s not clear

B.That sounds all right

C.Sorry, we didn’t discuss about that

2.—I’ll be away on a business trip. Would you mind signing for my express delivery

—________________.

A.have no time

B.I’d rather not

C.I’d be happy to

3.We can’t manage that ____ you pay for the installation.

A.if

B.until

C.unless

4.______ has good reputation will sooner or later be successful in his business.

A.Whatever

B.Whoever

C.Whichever

5.That might be acceptable ______ you handle the insurance fees.

A.if

B.whether

C.even if

二、阅读理解/翻译/完形填空（题型随机）（共50分）

6.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 of negotiating is a difficult skill for most of us, even good salespeople. Here are three golden rules for you to follow:

Always Start the Negotiations.

You must initiate the process. This is because whoever controls the start of the negotiations tends to control where they end. If you let the other party start negotiations, you will be constantly giving up control, often without even realizing it. For instance, when you ask someone what his project budget is, you are allowing him to start the negotiations. You will then spend your time chasing his number rather than finding the best solution. So, never let the other party control the negotiations.

2. Always Negotiate in Writing.

The purpose of negotiations is to arrive at a formal written agreement, not tell a story or spend time talking. From the first moment you begin a proposal, you should create a document and take it to the client. It will include all the points of agreement and become real to the prospective customer. Negotiating first and then having to create a document adds unnecessary time to a transaction. But if you build your written agreement as you negotiate, you are prepared to ask for a signature the moment the decision to 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 and useless emotions. Crying, getting angry and blowing off steam may make you feel good, but such behavior will not benefit you while negotiating. When the rest of the room gets emotional, stay cool and use logic to negotiate and close.

1. If you let the other party start negotiations, you will be completely grasp the control, often without even realizing it.   1

2. So, never let both parties control the negotiations.   2

3. Negotiating first and then having to create a document doesn’t need necessary time to a transaction.   3

4. Great negotiators know how to stay cool, providing leadership and solutions, while the rest of the room becomes wild or helpless during the negotiation.   4

5. When the rest of the room gets out of control, stay cool and use logic to negotiate and close.   5

(1).__1__

A.T

B.F

(2).__2__

A.T

B.F

(3).__3__

A.T

B.F

(4).__4__

A.T

B.F

(5).__5__

A.T

B.F

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