第一篇：历年考研数学真题高等数学部分考查重点
历年考研数学真题高等数学部分考查重点
一、函数、极限与连续
1.求分段函数的复合函数;
2.求极限或已知极限确定原式中的常数;
3.讨论函数的连续性，判断间断点的类型;
4.无穷小阶的比较;
5.讨论连续函数在给定区间上零点的个数，或确定方程在给定区间上有无实根。
二、一元函数微分学
1.求给定函数的导数与微分(包括高阶导数)，隐函数和由参数方程所确定的函数求导，特别是分段函数和带有绝对值的函数可导性的讨论;
2.利用洛比达法则求不定式极限;
3.讨论函数极值，方程的根，证明函数不等式;
4.利用罗尔定理、拉格朗日中值定理、柯西中值定理和泰勒中值定理证明有关命题，如证明在开区间内至少存在一点满足……，此类问题证明经常需要构造辅助函数;
5.几何、物理、经济等方面的最大值、最小值应用问题，解这类问题，主要是确定目标函数和约束条件，判定所讨论区间;
6.利用导数研究函数性态和描绘函数图形，求曲线渐近线。
三、一元函数积分学
1.计算题：计算不定积分、定积分及广义积分;
2.关于变上限积分的题：如求导、求极限等;
3.有关积分中值定理和积分性质的证明题;
4.定积分应用题：计算面积，旋转体体积，平面曲线弧长，旋转面面积，压力，引力，变力作功等;
5.综合性试题。
四、向量代数和空间解析几何
1.计算题：求向量的数量积，向量积及混合积;
2.求直线方程，平面方程;
3.判定平面与直线间平行、垂直的关系，求夹角;
4.建立旋转面的方程;
5.与多元函数微分学在几何上的应用或与线性代数相关联的题目。
五、多元函数的微分学
1.判定一个二元函数在一点是否连续，偏导数是否存在、是否可微，偏导数是否连续;
2.求多元函数(特别是含有抽象函数)的一阶、二阶偏导数，求隐函数的一阶、二阶偏导数;
3.求二元、三元函数的方向导数和梯度;
4.求曲面的切平面和法线，求空间曲线的切线与法平面，该类型题是多元函数的微分学与前面向量代数与空间解析几何的综合题，应结合起来复习;
5.多元函数的极值或条件极值在几何、物理与经济上的应用题;求一个二元连续函数在一个有界平面区域上的最大值和最小值。这部分应用题多要用到其他领域的知识，考生在复习时要引起注意。
六、多元函数的积分学
1.二重、三重积分在各种坐标下的计算，累次积分交换次序;
2.第一型曲线积分、曲面积分计算;
3.第二型(对坐标)曲线积分的计算，格林公式，斯托克斯公式及其应用;
4.第二型(对坐标)曲面积分的计算，高斯公式及其应用;
5.梯度、散度、旋度的综合计算;
6.重积分，线面积分应用;求面积，体积，重量，重心，引力，变力作功等。数学一考生对这部分内容和题型要引起足够的重视。
七、无穷级数
1.判定数项级数的收敛、发散、绝对收敛、条件收敛;
2.求幂级数的收敛半径，收敛域;
3.求幂级数的和函数或求数项级数的和;
4.将函数展开为幂级数(包括写出收敛域);
5.将函数展开为傅立叶级数，或已给出傅立叶级数，要确定其在某点的和(通常要用狄里克雷定理);
6.综合证明题。
八、微分方程
1.求典型类型的一阶微分方程的通解或特解：这类问题首先是判别方程类型，当然，有些方程不直接属于我们学过的类型，此时常用的方法是将x与y对调或作适当的变量代换，把原方程化为我们学过的类型;
2.求解可降阶方程;
3.求线性常系数齐次和非齐次方程的特解或通解;
4.根据实际问题或给定的条件建立微分方程并求解;
5.综合题，常见的是以下内容的综合：变上限定积分，变积分域的重积分，线积分与路径无关，全微分的充要条件，偏导数等。
第二篇：历年考研数学真题高等数学部分考查
历年考研数学真题高等数学部分考查重点
一、函数、极限与连续
1.求分段函数的复合函数;
2.求极限或已知极限确定原式中的常数;
3.讨论函数的连续性，判断间断点的类型;
4.无穷小阶的比较;
声明：本资料由大家论坛考研论坛
5.讨论连续函数在给定区间上零点的个数，或确定方程在给定区间上有无实根。
费公益性考研论坛，等待您的光临！
二、一元函数微分学
1.求给定函数的导数与微分(包括高阶导数)，隐函数和由参数方程所确定的函数求导，特别是分段函数和带有绝对值的函数可导性的讨论;
2.利用洛比达法则求不定式极限;
3.讨论函数极值，方程的根，证明函数不等式;
4.利用罗尔定理、拉格朗日中值定理、柯西中值定理和泰勒中值定理证明有关命题，如证明在开区间内至少存在一点满足……，此类问题证明经常需要构造辅助函数;
5.几何、物理、经济等方面的最大值、最小值应用问题，解这类问题，主要是确定目标函数和约束条件，判定所讨论区间;
收集整理，转载请注明出自无需积分，无需回复，只要你带宽足够大，你资料就足够多！大家网考研论坛http://club.topsage.com/forum-28-1.html http://club.topsage.com http://club.topsage.com/forum-28-1.html
6.利用导数研究函数性态和描绘函数图形，求曲线渐近线。三、一元函数积分学
真正的全免
1.计算题：计算不定积分、定积分及广义积分;
2.关于变上限积分的题：如求导、求极限等;
3.有关积分中值定理和积分性质的证明题;
4.定积分应用题：计算面积，旋转体体积，平面曲线弧长，旋转面面积，压力，引力，变力作功等;
5.综合性试题。
四、向量代数和空间解析几何
声明：本资料由大家论坛考研论坛费公益性考研论坛，等待您的光临！
1.计算题：求向量的数量积，向量积及混合积;
2.求直线方程，平面方程;
3.判定平面与直线间平行、垂直的关系，求夹角;
4.建立旋转面的方程;
5.与多元函数微分学在几何上的应用或与线性代数相关联的题目。
五、多元函数的微分学
1.判定一个二元函数在一点是否连续，偏导数是否存在、是否可微，偏导数是否连续;
收集整理，转载请注明出自无需积分，无需回复，只要你带宽足够大，你资料就足够多！大家网考研论坛http://club.topsage.com/forum-28-1.html http://club.topsage.com http://club.topsage.com/forum-28-1.html
2.求多元函数(特别是含有抽象函数)的一阶、二阶偏导数，求隐函数的一阶、二阶偏导数;
3.求二元、三元函数的方向导数和梯度;
真正的全免
4.求曲面的切平面和法线，求空间曲线的切线与法平面，该类型题是多元函数的微分学与前面向量代数与空间解析几何的综合题，应结合起来复习;
5.多元函数的极值或条件极值在几何、物理与经济上的应用题;求一个二元连续函数在 一个有界平面区域上的最大值和最小值。这部分应用题多要用到其他领域的知识，考生在复声费无习时要引起注意。
六、多元函数的积分学
1.二重、三重积分在各种坐标下的计算，累次积分交换次序;
2.第一型曲线积分、曲面积分计算;
3.第二型(对坐标)曲线积分的计算，格林公式，斯托克斯公式及其应用;
4.第二型(对坐标)曲面积分的计算，高斯公式及其应用;
5.梯度、散度、旋度的综合计算;
6.重积分，线面积分应用;求面积，体积，重量，重心，引力，变力作功等。数学一考生对这部分内容和题型要引起足够的重视。
七、无穷级数
1.判定数项级数的收敛、发散、绝对收敛、条件收敛;
2.求幂级数的收敛半径，收敛域;
3.求幂级数的和函数或求数项级数的和;
4.将函数展开为幂级数(包括写出收敛域);
明公需：本益积资性分料考，由研无 论需大坛回家，复论等，坛待只考您要研的你论光带坛临宽http://club.topsage.com/forum-28-1.html！足 够大，你资料就足够多！大家网考研 论 坛收集整理，转载请注明出自 http://club.topsage.comhttp://club.topsage.com/forum-28-1.html真正的全免
5.将函数展开为傅立叶级数，或已给出傅立叶级数，要确定其在某点的和(通常要用狄里克雷定理);
6.综合证明题。
八、微分方程
1.求典型类型的一阶微分方程的通解或特解：这类问题首先是判别方程类型，当然，有些方程不直接属于我们学过的类型，此时常用的方法是将x与y对调或作适当的变量代换，把原方程化为我们学过的类型;
2.求解可降阶方程;
声明：本资料由大家论坛考研论坛费公益性考研论坛，等待您的光临！
3.求线性常系数齐次和非齐次方程的特解或通解;
4.根据实际问题或给定的条件建立微分方程并求解;
5.综合题，常见的是以下内容的综合：变上限定积分，变积分域的重积分，线积分与路径无关，全微分的充要条件，偏导数等。
收集整理，转载请注明出自无需积分，无需回复，只要你带宽足够大，你资料就足够多！大家网考研论坛http://club.topsage.com/forum-28-1.html http://club.topsage.com http://club.topsage.com/forum-28-1.html 真正的全免
第三篇：山东大学管理学历年考研真题部分
1999年《管理学》试题
一、名词解释（3*5）
正式沟通 目标管理 组织 计划效率 激励
二、简述（9*5）
1、简述泰罗科学管理理论的主要内容
2、简述影响管理宽度的主要因素
3、简述控制工作的基本原理
4、简述科学的决策程序
5、简述人员配备的基本过程
三、论述（任选2题 20*2=40）
1、试述影响组织结构设计的主要因素及常见的组织结构模式（五种）
2、试述“以人为中心”管理理念的产生的历史必然性及其在管理实践中的指导意义
3、试述现代管理的基本原理及相应原则
2000年《管理学》试题
一、名词解释（3*5）
计划工作 法约尔 反馈控制 非程序化决策 价值原则
二、简答题(9*5)
1、法约尔一般管理理论的主要内容是什么？法约尔与泰罗的管理思想有何差异？
2、期望理论的内容是什么？据此理论应如何激发员工的工作积极性？
3、简述部分划分的方法
4、简述系统原理及其相应原则
5、如何实现有效激励？
三、论述题（任选2题 20*2）
1、试述当代各种管理学派的主要观点，并分析评价其历史地位及对管理的影响。
2、试述组织中职权的类型，并举例说明在实际工作中应如何处理好直线人员、职能人员和参谋人员三者之间的关系。
3、试述影响领导效能的主要因素，并联系实际谈谈如何提高领导效能。
2001年《管理学》试题
一、名词解释（5*3）
计划
柔性管理
组织结构
前馈控制 组织文化
二、简述（9*5）
1、权变管理学派的主要思想是什么？
2、简述决策的类型
3、在管理中应如何合理的运用职能职权？
4、简述职务分析在组织管理中的作用
5、简述沟通的类型及特点
四、论述（第一题必答，2.3任选一提）
1、评述内容型激励理论和过程型激励理论，并联系实际论述如何对员工进行有效的激励（25分）
2、试论述部门划分的原则及常见的部门划分的方法（15分）
3、跨文化管理移植的特点是什么？如何有效地进行跨文化管理的移植？
2002年《管理学》试题
一、名词解释(3*5)亚当.斯密 勒温的领导理论 人本原理 计划评审技术 彼得原理
二、简述(5*7)1．简述人员考评的内容及相互关系 2．如何正确认识计划工作中的“弹性原则”（举例说明）
3．简述组织生命周期理论 4．如何进行工作设计 5．简述领导权变理论的主要内容
三、论述（任选2题 25*2=50）
1、试以历史和发展的观点，分析和说明传统的以等级制为主要特征的组织结构向现代非等级制方向发展的历史必然性
2、职业发展有几个阶段，如何认识职业定位的模式理论及职业发展的维度？分析自己的职业定位，并制定一份职业发展规划
3、常用的激励方法有哪些？说明其理论根源并举例说明其实践意义
2003年《管理学》试题
一、名词解释
公平理论 动态/人本原理 全面绩效管理 事业部制 晕轮效应 哈罗的.孔茨 计划评审技术
二、简答
1、系统管理学派
2、领导权变
3、招聘的方法过程
4、管理环境分析
5、跨文化管理移植
三、论述
1、目标管理
2、沟通过程、障碍及改善
3、组织变革的原因
2004年《管理学》试题
一．名词解释（6*2.5）
1．管理创新 2．组织文化 3．斯金那 4．明茨伯格 5.组织结构 6.非程序决策 二．简答（6*10）
1．怎样正确运用职能职权 2．新组织结构学派 3．有效控制系统特征
4．勒温领导风格理论 5．扁平式和直式结构 6．简述双因素理论的内容 三．论述（3*25）
1．当代管理理论 2．内容型激励理论 3．简述组织发展趋势
2005年《管理学》试题
一.名词解释（15分）
预算控制 冲突 麦格雷戈 头脑风暴法 麦金瑟 7S 二.简答题（60分）1.组织文化的功能是什么？2.人类需要的特点是什么？
3.如何进行组织结构设计？4.伦理与法律的相比有什么特点/伦理及法律与效益的关系？
5.熊彼得的创新理论是什么？6.行为决策理论的内容？ 三.论述（任选其中2题，每题25分）1.如何提高自己的领导艺术？
2.组织的职位空缺时应通过那几种渠道进行补缺？各有什么样的利弊？
3.企业组织计划和组织流程再造的特点及过程，包含那几部分？ 四.材料试题（25）
由ABC三位大学生，10年后都升为单位的负责人，且同时参加了党校培训课，在谈及自己上任后的做的第一件事情的时候，他们各有说法: A的方法是:召集单位上的领导班子成员进行集体的座谈，倾听他们的看法。
B的方法是:和单位上的领导班子成员单独进行谈话，了解他们的心声，听取他们对组织未来发展的看法。
C的看法是:通过很短的时间，深入单位的基层，进行调查研究，了解企业存在的主要问题，然后和单位的领导成员进行商量和协商。之后，AB对C的做法很感兴趣，于是C说了自己接下来做的两件事情。
1是:办组织的一份“报刊“。2是:召开大会进行人事和奖惩制度改革。问题: 1.三者之间，你认为谁的方法是最好的，为什么？
AB对C的做法很感兴趣，按照C的做法，你认为AB下一步的工作将是什么？
2.三者当选为单位的领导也不是偶然的，请结合材料，谈一下一个优秀的领导者应该具备什么样的素质？
3.结合所学知识，谈一下如何才能做一个成功的领导者？
需要更多的历年真题请联系我索取：xiaoquan918@126.com
第四篇：2016考研数学：历年微积分考查重点(精)
2016考研数学:历年微积分考查重点
新大纲发布之后,网上有不少大纲解析文章。当然, 关于考研后期复习及复习策略,才 是同学们最关注的。选哪些资料,现阶段看几遍书,做题效率慢,二战如何把握节奏等,凯 程考研的辅导专家就以问答的形式回答部分考生的疑问。
1.市面或网上的考研数学复习资料很多:考纲、各类文章、真题、各阶段的模拟题, 那么考研数学复习的基本依据是什么 ? 基本依据是考纲和历年真题。考试大纲是命题依据, 考生可以通过考纲获得考研的最基 本也是最权威的信息, 如考试范围和考试要求。而历年真题在所有试题中含金量最高, 可以 通过对真题的分析获得多方面的信息,如试题难度,核心考点等。
2.能否简单概括考研数学的要求 ? 我们依据什么来回答这个问题呢 ? 我认为是对考纲和真题的分析。从考纲看,考研数学 对考生有掌握程度的要求,分为“了解”、“理解”和“掌握”;从考研真题看,考研数学 的要求如果用三个关键字概括,即:“基础”、“方法”和“熟练”。
3.您说的“基础”、“方法”和“熟练”具体指什么 ? 考生可任选一道考研真题, 该题可能有一定难度和综合性, 但其分解之后的考点都在考 纲规定的考点范围内,说明考研数学重基础。
那么打牢基础是否能轻松应对考试呢 ? 不够,还需要在此基础上总结方法。比如中值定 理相关的证明题是令不少考生头痛的一类题。考生把基础内容(闭区间上连续函数的性质、费马引理、罗尔定理、拉格朗日定理、柯西定理 掌握好后(定理内容能完整表述,定理本身 会证 ,直接做真题,很可能没什么思路,不知道朝哪个方向想。
知识从理解到应用有一个过程:理解了不代表会用, 应用还有个方向问题——在哪方面 应用呢 ? 这时真题的价值就显现出来了:真题是很好的素材,通过对历年真题的分析总结, 可以对真题的具体应用有直观认识, 对真题的命题思路有全面认识。
换句话说, 通过对真题 “归纳题型, 总结方法” 可以让考生知道拿到题目往哪个方向想。以中值定理相关的证明这 类题型为例,如果总结到位了, 就能达到如下效果:拿到一道此类型的题目,一般可以从条 件出发进行思考,看要证的式子是含一个中值还是两个。若是一个,再看含不含导数, 若含 导数,优先考虑罗尔定理,否则考虑闭区间上连续函数的性质(主要是两个定理——介值定 理和零点存在定理;若待证的式子含两个中值,则考虑拉格朗日定理和柯西定理。
4.后面的时间如何安排,如何规划 ? 一般来说,一个完整的考研复习周期为近一年的时间——从 3月到 12月,可以划分为 “考研四季”:考研之春(3-6月 ,考研之夏(7-8月 ,考研之秋(9-10月 和考研之冬(11-12月。前三季对应考研数学的三个要求——“基础”、“方法”和“熟练”,第四季的任务 是模拟演练,查漏补缺。
以上是大的规律性的东西。每位考生可以根据自身的情况制定自己的复习计划。
5.您提到的“基础”、“方法”我相对完整地过了一遍,那接下来怎么达到“熟练” 呢 ? 考生可能对考研没有透彻的理解, 但一定对高考有较全面的把握。而考研数学和高考数 学有不少相似之处, 那么大家如何达到高考数学的 “熟练” 的要求呢 ? 多做题是有效的途径。
做什么题 ? 真题和模拟题。优先选真题,市面上有十几年的真题解析,网上也有一些资料。此外, 假设考生考数学三,那么不光做数三的历年真题, 数一数二,只要在数三的考试范围 内的真题,也要做。最后,想要达到“熟练”,分享一句卖油翁的话, “无他,唯手熟尔”。6.刚做了两套测试卷,感觉不理想,您说的“基础”、“方法”我好像都没掌握好, 受打击呀。
李开复说过“挫折不是惩罚,而是成长的契机”。测试成绩不理想,感觉受打击也是人 之常情。但更积极的态度是将其看成完善、提升的机会。暴露出问题不可怕, 甚至是必要的。我们还有相对充足的时间,完全可以有大幅度的提升。
你这种情况也不少。那既然发现了自己基础不牢, 方法也未完全掌握, 那怎么做其实自 己也明白了。数学是很“诚实”的学科,有的文科自己没有什么思路,还可以写点自己的认 识,但数学没有思路,真的写不出什么来。所以从头做起,扎扎实实是必不可少的。当然, 也不要忘记“考研之秋”的任务。
一、历年微积分考试命题特点
微积分复习的重点根据考试的趋势来看,难度特别是怪题不多,就是综合性串题。以往考试选择填空题比较少,而今年变大了。微积分一共 74分,填空、选择占 32分。第一 是要把基本概念、基本内容有一个系统的复习,选择填空题很重要。几大运算,一个是求极 限运算,还有就是求导数,导数运算占了很大的比重,这是一个很重要的内容。当然,还有 积分, 基础还是要把基本积分类型基础搞清楚, 定积分就是对称性应用。二重积分就是要分 成两个累次积分。三大运算这是我们的基础, 应该会算, 算的概念比如说极限概念、导数概 念、积分概念。
二、微积分中三大主要函数
微积分处理的对象有三大主要函数, 第一是初等函数, 这是最基础的东西。在初等 函数的基础上对分段函数, 在微积分的概念里都有分段函数, 处理的一般方法应该掌握。还 有就是研究生考试最常见的是变限积分函数。这是我们经常遇到的三大基本函数。
三、微积分复习方法
微积分复习内容很多, 题型也多, 灵活度也大。怎么办呢 ? 这其中有一个调理办法, 首先要看看辅导书、听辅导课, 老师给你提供帮助,会给你一个比较系统的总结。老师总结 的东西, 比如说我在考研网辅导课程中总结了很多的点, 每一个点要掌握重点, 要举一反三 搞清楚。从具体大的题目来讲, 基本运算是考试的重要内
容。应用方面,无非是在工科强调 物理应用,比如说旋转体的面积、体积等等。在经济里面的经济运用,弹性概念、边际是经 济学的重要概念,包括经济的函数。还有一个更应该掌握的, 比如集合、旋转体积应用面等 等,大的题目都是在经济基础上延伸出的问题,只有数学化了之后,才能处理数学模型。还有中值定理, 还有微分学的应用, 比如说单调性、凹凸性的讨论、不等式证明等 等。应用部分包括证明推断的内容。
简单概括一下就是三个基本函数要搞清楚, 三大运算的基础要搞熟, 概念点要看看 参考书地都有系统的总结,哪些点在此就不一一列了。计算题、应用题、函数微分学延伸出 的证明题都要搞熟。
凯程教育: 凯程考研成立于 2005年,国内首家全日制集训机构考研,一直从事高端全日制辅导,由李 海洋教授、张鑫教授、卢营教授、王洋教授、杨武金教授、张释然教授、索玉柱教授、方浩 教授等一批高级考研教研队伍组成, 为学员全程高质量授课、答疑、测试、督导、报考指导、方法指导、联系导师、复试等全方位的考研服务。
凯程考研的宗旨:让学习成为一种习惯;凯程考研的价值观口号:凯旋归来,前程万里;信念:让每个学员都有好最好的归宿;使命:完善全新的教育模式,做中国最专业的考研辅导机构;激情:永不言弃,乐观向上;敬业:以专业的态度做非凡的事业;服务:以学员的前途为已任,为学员提供高效、专业的服务,团队合作,为学员服务,为学 员引路。
如何选择考研辅导班: 在考研准备的过程中, 会遇到不少困难, 尤其对于跨专业考生的专业课来说, 通过报辅导班 来弥补自己复习的不足, 可以大大提高复习效率, 节省复习时间, 大家可以通过以下几个方 面来考察辅导班,或许能帮你找到适合你的辅导班。
师资力量:师资力量是考察辅导班的首要因素, 考生可以针对辅导名师的辅导年限、辅导经 验、历年辅导效果、学员评价等因素进行综合评价,询问往届学长然后选择。判断师资力量 关键在于综合实力, 因为任何一门课程, 都不是由
一、两个教师包到底的, 是一批教师配合 的结果。还要深入了解教师的学术背景、资料著述成就、辅导成就等。凯程考研名师云集, 李海洋、张鑫教授、方浩教授、卢营教授、孙浩教授等一大批名师在凯程授课。而有的机构 只是很普通的老师授课,对知识点把握和命题方向,欠缺火候。
对该专业有辅导历史:必须对该专业深刻理解, 才能深入辅导学员考取该校。在考研辅导班 中,从来见过如此辉煌的成绩:凯程教育拿下 2015五道口金融学院状元,考取五道口 15人,清华经管金融硕士 10人,人大金融硕士 15个,中财和贸大金融硕士合计 20人,北师 大教育学 7人, 会计硕士保录班考取 30人,翻译硕士接近20人,中传状元王园璐、郑家威 都是来自凯程,法学方面,凯程在人大、北大、贸大、政法、武汉大学、公安大学等院校斩 获多个法学和法硕状元, 更多专业成绩请查看凯程网站。在凯程官方网站的光荣榜, 成功学 员经验谈视频特别多, 都是凯程战绩的最好证明。对于如此高的成绩, 凯程集训营班主任邢 老师说,凯程如此优异的成绩, 是与我们凯程严格的管理,全方位的辅导是分不开的, 很多 学生本科都不是名校, 某些学生来自二本三本甚至不知名的院校, 还有很多是工作了多年才 回来考的, 大多数是跨专业考研,他们的难度大, 竞争激烈, 没有严格的训练和同学们的刻 苦学习,是很难达到优异的成绩。最好的办法是直接和凯程老师详细沟通一下就清楚了。
建校历史:机构成立的历史也是一个参考因素,历史越久,积累的人脉资源更多。例如,凯 程教育已经成立 10年(2005年,一直以来专注于考研,成功率一直遥遥领先,同学们有 兴趣可以联系一下他们在线老师或者电话。
有没有实体学校校区:有些机构比较小, 就是一个在写字楼里上课, 自习, 这种环境是不太 好的, 一个优秀的机构必须是在教学环境,大学校园这样环境。凯程有自己的学习校区,有 吃住学一体化教学环境,独立卫浴、空调、暖气齐全,这也是一个考研机构实力的体现。此 外,最好还要看一下他们的营业执照。
第五篇：BEC 历年真题 部分
BEC商务英语高级考试历年真题（1）
The Negotiating Table
You can negotiate virtually anything.Projects, resources, expectations and deadlines are all outcomes of negotiation.Some people negotiate deals for a living.Dr Herb Cohen is one of these professional talkers, called in by companies 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 emotional content 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 is often 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 better chance 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 clash between 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 lesson to be learned from watching and listening to children.Dr Cohen treats negotiation as a game in order to
A put people at ease
B remain detached
C be competitive
D impress rivals 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 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 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 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 Dr Cohen mentions children’s negotiation techniques to show that you should
A be prepared to try every route
B try not to make people feel guilty
C be careful not to exhaust yourself
D control the decision-making process.关于negotiating techniques的文章。传统的阅读题型，相对比较容易。
15题，答案很明显：he says this helps him drain the emotional content from his conversation。帮助他抽离他的谈话中的感情成分。要想选对，只需要知道选项B中detached的含义：not reacting to or becoming involved in something in an emotional way
16题，这题貌似只能采取排除法。因为几个选项和原文的对应都不是太明显。问为什么很多人在一开始要对一个建议说“不”。答案是第二段的最后一句：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.。最高管理层在一开始可能会拒绝这个建议，因为这样是一个更安全的选择。但是如果他们真的不感兴趣的话，他们就不会在那里（谈判）了。A在这段文字中没有提到，B不对，他们肯定是感兴趣的，C也不对没有提到，原文说的是safer option。选D，之所以会拒绝，因为从维护公司利益的角度，这样是一个safer option。
17题，答案也很明显：Dr Cohen says that one of his strategies is to dress down so that the other side can relate to you.这里的两个词组可以解释下：
dress down: to wear clothes that are more informal than the ones you would usually wear relate to :to feel that you understand someone's problem, situation etc
所以这个句子意思是穿的不那么正式，这样可以让另一方接近你。也就是A说的是你的风格适应你的谈判对象。C不对，不是make you feel comfortable，而是make others feel comfortable。D也不对，可能会误选，不是让别人喜欢你，like太夸张了，只是容易接近。
18题，答案在第四段的第一句话：Dr Cohen suggests that the best way to sell your proposal is by getting into the world of the other side.。走进另一方的世界，就是原文说的understanding the other person，目的是为了sell your proposal，也就是让对方接受你的建议，选D。
19题，谈判失败的原因，答案是第五段的这么一句：More common is a corporate culture clash between companies, which can put paid to any deal。公司文化冲突导致的。文化冲突，就是两个公司在运作、理念等等上的不一致，选C：两个公司以不同的方式运作。
20题，为什么要借鉴小孩子的办法，原文最后一段提到小孩子的办法就是，爸爸不行
找妈妈，妈妈不行就在感情上敲诈爷爷奶奶。此路不通就换另一条，就是A说的尝试每一条路线。B没有提到，C不对，原文说小孩子有inexhaustible supply of energy。D也没有提到。
BEC商务英语高级考试历年真题（2）
The Scientific Approach to Recruitment
When it(0)to selecting candidates through interview, more often than not the decision is made within the first five minutes of a meeting.??Yet employers like to(21)themselves that they are being exceptionally thorough in their selection processes.In today’s competitive market place, the(22)of staff in many organizations is fundamental to the company’s success and, as a result , recruiters use all means at their disposal to(23)the best in the field.One method in particular that has(24)in popularity is testing , either psychometric testing, which attempts to define psychological characteristics , or ability￡aptitude testing(25)an organization with an extra way of establishing a candidate’s suitability for a role.It(26)companies to add value by identifying key elements of a position and then testing candidates to ascertain their ability against those identified elements.The employment of psychometric or ability testing as one(27)of the recruitment process may have some merit, but in reality there is no real(28), scientific or otherwise, of the potential future performance of any individual.The answer to this problem is experience in interview techniques and strong definition of the elements of each position to be(29)as the whole recruitment process is based on few real certainties, the instinctive decisions that many employers make, based on a CT and the first five minutes of a meeting, are probably no less valid than any other tool employed in the(30)of recruitment.21.A suggest B convince C advise D believe
22.A worth B credit C quality D distinction
23.A secure B relies C attain D achieve
24.A lifted B enlarged C expanded D risen
25.A provides B offers C contributes D gives
26.A lets B enables C agrees D admits
27.A portion B member C share D component
28.A extent B size C amount D measure
29.A occupied B met C filled D appointed A business B topic C point D affair
《The scientific approach to recruitment》，招人的科学方法。这篇完型比较简单。完型填空也有两种题型，两种解题思路。一种是从意思上理解然后做出选择，一种是根据单词的用法。前者比较容易，后者很考验语言功底。
21题，理解上下文的意思。前面说招人时的决定一般是在五分钟以内做出的。但是雇主们试图使自己详细相信他们在挑选过程中是经过了深思熟虑的。Convince oneself，使确信。其他的词没有这个用法。
22题，员工的质量对公司的成功是至关重要的。选quality。
23题，招人者试图利用一切方法来抓住这个领域最好的（人才），secure the best，抓住最好的。realise是实现，attain是获得，后面不能接人，achieve是实现一个目标。
24题，rise in popularity，固定搭配，popularity是知名度的意思，这个词组应该可以翻译成声名鹊起。
25题，provides with,提供。给组织提供另外一种方法。offer的用法是offer sb sth，contribute在这里意思不对。
26题，是公司能够增加价值，enable
27题，这题的意思很明显，测试（testing）作为招聘过程的一个组成部分，要区分选项的几个单词，尤其是portion和component，看英英解释。
Component：one of several parts that together make up a whole machine, system etc
Portion：a part of something larger, especially a part that is different from the other parts
这里强调testing是一个组成部分，没有说明特殊的地方，选component。
28题，对每个人未来的可能表现没有一个真正的衡量。选measure。
29题，fill a position，填补空位，fill在这里的意思是to perform a particular job, activity, or purpose in an organization, or to find someone or something to do this。不能选occupy，因为occupy更强调人的一种主动，而这里只是客观说某个需要填补的职位。
30题，in the business of，也是一种固定的说法，在什么的过程中。很多场合都可以使用。可以多看几个例句：
We’re in the business of stimulating the economy（By Obama）
Energetics is a specialist management consultancy in the business of climate change
BEC商务英语高级考试历年真题（3）
There is a commonly held view that the only way to get(0)decent pay increase is to move on: to go out into the job market and find someone(31)is prepared to pay you a figure more in line(32)the talents you can offer.Whilst changing employers from time(33)time is something we probably all need to do to advance our careers in the directions we want them to take, it is nevertheless an activity that carries quite definite risks.Irrespective of(34)well we research prospective employers, a new job is still largely a step into the unknown.It may turn(35)to be a good move or it could prove to be a complete disaster : most of us(36)had
experience of both.The point here, though, is that changing employers is not something we want to be doing all the time and certainly not(37)time we feel the urge for better pay.We’d(38)taking more risks than we needed to just to achieve a pay rise.Getting a pay rise should always be viewed(39)a serious business.There are no quick fixes or gold methods with “ guaranteed “ results.Quick fixes only serve to trivialize the issues and could(40)some circumstances get you into very serous trouble indeed.答案及解析
关于加薪的文章，教你怎么样实现加薪。这道题目不难，但是抛开题目，单说文章里谈的加薪的方法，各位还是要辩证的看。要想人生第一份工作就找到自己满意的，是挺难，可是以加薪为目的跳槽，也未必是什么明智的好办法。
31题，太明显的定语从句，前面是someone，那么当然填入表示人的关系代词who。
32题，in line with，和什么一致，固定搭配，在中级的选词版完型里常考到这个词组。这句的意思是，找个一个愿意给你提供和你才能更加一致的薪水的人。
33题，from time to time，时不时的。changing employers from time to time，时不时的换老板。
34题，Irrespective of，同regardless of一样，后面接让步状语从句，不管我们对可能的雇主研究的多么好，新的工作都是一个未知数。用how well。
35题，turn out to be，固定用法。
36题，换工作，要么是个好的举措，要么将成为灾难。而我们大多数人这两种经历都有。有这种经历，是过去完成时，用have+done。
37题，理解前后文意思。换老板不是件我们经常愿意做的事情，并且也不是一想要加薪就要换老板。用every time，表示每次要加薪就准备换老板。
38题，这题有点难度，考验人的语法功底。首先这个句子是虚拟语气，We’d是we would的缩写，而不是we had。是表示对将来的假设，我们要承担更多的风险。所以用would be。
39题，比较明显的，view as，将什么视作什么。
40题，和circumstance相关的词组，很容易想到under/on some circumstance，在某种情况下。
BEC商务英语高级考试历年真题（4）Genuine feedback would release resources to be used elsewhere.Managers are expected to enable their staff to work effectively.Experts are unlikely to facilitate a move to genuine feedback.There are benefits when methods of evaluating performance have been negotiated.Appraisals tend to focus on the nature of the face-to-face relationship between employees and their line managers.The idea that employees are responsible for what they do seems reasonable.Despite experts’ assertion, management structures prevent genuine feedback An increasing amount of effort is being dedicated to the appraisal process.A
Performance appraisal is on the up and up.It used to represent the one time of year when getting on with the work was put on hold while enormous quantities of management hours were spent in the earnest ritual of rating and ranking performance.Now the practice is even more frequent.This of course makes it all the more important how appraisal is conducted.Human resources professionals claim that managers should strive for objectivity and thus for feedback rather than judgement.But the simple fact of the matter is that the nature of hierarchy distorts the concept of feedback because performance measure are conceived hierarchically.Unfortunately, all too many workers suffer from the injustices that this generates.B
The notion behind performance appraisal-that workers should be held accountable for their performance-is plausible.However, the evidence suggests that the premise
is wrong.Contrary to assumptions appraisal is not an effective means of performance improvement-it is judgement imposed rather than feedback, a judgement imposed by the hierarchy.Useful feedback , on the other hand, would be information that told both the manager and worker how well the work system functioned, and suggested ways to make it better.C
Within the production system at the car manufacturer Toyota, there is nothing that is recognizable as performance appraisal.Every operation in the system has an associated measure.The measure has been worked out between the operators and their manager.In every case, the measure is related to the purpose of the work.That measure is the basis of feedback to the manager and worker alike.Toyota’s basic idea is expressed in the axiom “bad news first”.Both managers and workers are psychologically safe in the knowledge that it is the system-not the worker –that is the primary influence on performance.It is management’s responsibility to ensure that the workers operate in a system that facilitates their performance.D
In many companies , performance appraisal springs from misguided as assumptions.To judge achievement, managers use date about each worker’s activity, not an evaluation of the process or system’s achievement of purpose.The result is that performance appraisal involves managers’ judgement overruling their staff’s, ignoring the true influences on performance.Thus the appraisal experience becomes a question of pleasing the boss, particularly in meetings, which is psychologically unsafe and socially driven, determining who is “in” and who is “ out”.E
When judgement is replaced by feedback in the true sense, organizations will have a lot more time to devote to their customers and their business.No time will
be wasted in appraisal.This requires a fundamental shift in the way we think about the organization of performance appraisals, which almost certainly will not be forthcoming from the human resources profession.关于员工评估和反馈的文章。一个组织内部的上下级沟通真的太重要了。
第一题，说真正的反馈可以释放用在别处的资源。意思上真正的反馈可以让人腾出精力。答案是E段的第一句：When judgement is replaced by feedback in the true sense, organizations will have a lot more time to devote to their customers and their business。这题的意思还算比较明显，feedback in the true sense，就是genuine feedback，devote to their customers and the business,就是把资源释放在别的地方。
第二题，说经理们是被期望着使员工工作得更有效率。答案是C段的最后一句：It is management’s responsibility to ensure that the workers operate in a system that facilitates their performance.经理们的责任，也就是managers are expected to，有利于他们的表现，就是enable their staff to work effectively。
第三题,说专家不大可能有利于真正反馈的进程。答案是E段的最后一句：which almost certainly will not be forthcoming from the human resources profession。人力资源专家，就是experts。需要理解下这里的forthcoming的含义：willing to divulge information.（人）愿意透露消息的。专家们不愿意透露消息，也就是不能指望专家来facilitate。
第四题，说商讨评估表现的方法是有利的。答案是在C段，有点分散。前面说The measure has been worked out between the operators and their manager。这个措施是在操作者和经理们之间拟定的。between the operators and managers，也就是评估表现的方法是被商讨了的。后面介绍的情况都是这个measure有多么的好：is the basis of feedback。综合起来，就是选项说的，商讨是有好处的。
第五题，说评估倾向聚焦于员工和他们直属经理们之间面对面关系的性质。这个选项可能会弄的人一头雾水，首先得弄明白这里的面对面关系指的是什么。员工和直属经理的关系，就是上下级的关系，过分看重这个关系，那么在评估过程中就会有顾虑，谁还敢揭自己上司 的短？所以这个句子的意思是说评估过程中有顾忌，无人敢说真话。答案是D段的这么一句：Thus the appraisal experience becomes a question of pleasing the boss。评估过程成了讨好自己的老板，说的就是这个意思。
P.S：这是我个人对这道题的理解，大家有异议，可以提。
第六题，说员工对他们所作负责的想法听起来很合理。答案是B段的第一句：The notion behind performance appraisal-that workers should be held accountable for their performance-is plausible。这里的accountable就是负有责任。Plausible是貌似真实的，也就是seems reasonable。
第七题，说虽然有专家们的主张，管理层的结构阻止了真正的反馈。答案是A段的这么一句：the simple fact of the matter is that the nature of hierarchy distorts the concept of feedback。管理层的机构，就是这句里提到的the nature of hierarchy，等级制的性质。这个单词在BEC阅读里常出现。distort，扭曲，就是选项里的prevent。
第八题，说在评估过程中投入了更多的努力。答案是A段的这么一句，有点隐晦：Now the practice is even more frequent.This of course makes it all the more important how appraisal is conducted.这个句子是紧跟上文的，the practice指的就是appraisal。评估的更频繁，评估是怎么进行的显得更加重要。认为更加重要了（makes it all the more important），就会投入更多努力了。综合起来，这些的意思就是评估过程投入了更多的努力。不太容易看出来。
BEC商务英语高级考试历年真题（5）
In the last few years, managers throughout industry have seen more changes than many of them could have expected to see in their entire working lives having to communicate information which often leads to feelings of insecurity has become a key activity.From being regarded as relatively unimportant in many companies , management employee communication has become a central corporate need.Concordia International provides a good example of a company that has adjusted
well to the changing needs for communication.since 1995 , Concordia has been turned inside-out and upside-down, to ensure that it is a marketing –led, customer-responsive business, one that looks outwards at customers and competitors, rather than inwards at its own processes and the way things were done in the past.In the last eight years, Concordia has reduced its workforce by more than 80.000 peopleor 35%-on a voluntary basis, with further downsizing anticipated.减少了80000员工（或者说减少了35%的员工），预期还会减少更多。A选项是对的，made redundant是前面某套题目阅读的第五部分考过的词组；B不对，没有完成（completed），因为预期还会裁减更多（with further downsizing anticipated）；C也不对，迷惑性最大，reduced its workforce of 80.000，用了介词of，所以这句的意思是一共就80000员工，而实际情况是减少了80000
员工；D不对，35%的员工被裁减，都是在自愿的基础上的，而不是离开的人中有35%是自愿的。
16题，问根据此人的观点，沟通的角色是什么。也就是问沟通的目的或者作用是什么。答案在第三段。沟通是为了帮助人树立自信，说服他们虽然要面临一些变化，但是同样也会拥有一些新的机会。说白了，就是鼓励这些被裁的人。答案选C，强调变化的积极方面。这里的positive aspects是对前面说的bring with them new opportunities的一个概括。（想起了电影《在云端》，up in the air，里面那个老男人的工作就是职业裁员专家，专门对被裁的人说些这样的话。）
17题，问调查显示大多数人对change的反应是什么。这题在答案中也很明显，但是选项很纠结。都有点似是而非。The second category, usually the majority, may respond to threatened changes with a feeling of having been let down.,and even feel anger at the company for what they see as changing the terms of their employment.大多数员工的反应就是很失望，甚至会很愤怒。个人觉得这题出的不够严谨，没有哪个选项能严格从原文中提炼出来。对比下D要好点，因为对公司失望和愤怒，就是觉得受到了不公正的待遇。此题有待高手补充更完美的理由。
18题，问沟通过程主要依赖于什么。答案是第五段的这句：people prefer to get their information face-to-face from their line managers。喜欢面对面的从直属经理那里获取信息。所以选C，个人的交流。
19题，问组织内部提供信息的指导准则是什么。最后一段的第一句就是：The general rule in company communication is to tell employees as much as you can as soon as you can。尽可能的快，尽可能的多。不能提供细节的，至少给个大致的背景消息（put the news in context）。时机成熟了，再告知更多。选B：在可能的最早的阶段让人有个总体的印象。
20题，给文章选标题。这种题在BEC的阅读里还真不多见。选标题，就是要挑选文章的最主要意思，从整体上把握文章的main ideas。这篇文章通篇说的就是communication，前面介绍了沟通的背景：裁员；接着说了员工对裁员的反应；然后最后两段，一段说员工喜
欢什么样的沟通方式，一段说沟通的原则是什么。综合起来，就是关于怎样进行有效沟通的问题。选B。A不对，片面了，只是文中某部分的内容，并且这部分内容是为后面做背景介绍，不是主要的；C不对，不是简单的research，research仅仅是介绍状况，文章还有关于实现措施的。
BEC商务英语高级考试历年真题（6）
The Negotiating Table
You can negotiate virtually anything.Projects, resources, expectations and deadlines are all outcomes of negotiation.Some people negotiate deals for a living.Dr Herb Cohen is one of these professional talkers, called in by companies 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 emotional content 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 is often 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 better chance 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 clash between 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 lesson to be learned from watching and listening to children.Dr Cohen treats negotiation as a game in order to
A put people at ease
B remain detached
C be competitive
D impress rivals 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 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 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.D convince them of your point of view 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 Dr Cohen mentions children’s negotiation techniques to show that you should
A be prepared to try every route
B try not to make people feel guilty
C be careful not to exhaust yourself
D control the decision-making process.关于negotiating techniques的文章。传统的阅读题型，相对比较容易。
15题，答案很明显：he says this helps him drain the emotional content from his conversation。帮助他抽离他的谈话中的感情成分。要想选对，只需要知道选项B中detached的含义：not reacting to or becoming involved in something in an emotional way
16题，这题貌似只能采取排除法。因为几个选项和原文的对应都不是太明显。问为什么很多人在一开始要对一个建议说“不”。答案是第二段的最后一句：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.。最高管理层在一开始可能会拒绝这个建议，因为这样是一个更安全的选择。但是如果他们真的不感兴趣的话，他们就不会在那里（谈判）了。A在这段文字中没有提到，B不对，他们肯定是感兴趣的，C也不对没有提到，原文说的是safer option。选D，之所以会拒绝，因为从维护公司利益的角度，这样是一个safer option。
17题，答案也很明显：Dr Cohen says that one of his strategies is to dress down so that the other side can relate to you.这里的两个词组可以解释下：
dress down: to wear clothes that are more informal than the ones you would usually wear
relate to :to feel that you understand someone's problem, situation etc
所以这个句子意思是穿的不那么正式，这样可以让另一方接近你。也就是A说的是你的风格适应你的谈判对象。C不对，不是make you feel comfortable，而是make others feel comfortable。D也不对，可能会误选，不是让别人喜欢你，like太夸张了，只是容易接近。
18题，答案在第四段的第一句话：Dr Cohen suggests that the best way to sell your proposal is by getting into the world of the other side.。走进另一方的世界，就是
原文说的understanding the other person，目的是为了sell your proposal，也就是让对方接受你的建议，选D。
19题，谈判失败的原因，答案是第五段的这么一句：More common is a corporate culture clash between companies, which can put paid to any deal。公司文化冲突导致的。文化冲突，就是两个公司在运作、理念等等上的不一致，选C：两个公司以不同的方式运作。
20题，为什么要借鉴小孩子的办法，原文最后一段提到小孩子的办法就是，爸爸不行找妈妈，妈妈不行就在感情上敲诈爷爷奶奶。此路不通就换另一条，就是A说的尝试每一条路线。B没有提到，C不对，原文说小孩子有inexhaustible supply of energy。D也没有提到。
BEC商务英语高级考试历年真题（7）
Sweet smell of excess-for just ￡ 47.874 a bottle
The marketing says it is the “ ultimate symbol of indulgence and truly impeccable taste”.A new scent, named V1, has(0)launched for Christmas-retailing at just ￡47.874.The makers are proudly promoting it(31),the “ world’s most expensive perfume” and are confident of selling the limited edition of 173 bottles-(32)it should be exactly 173 bottles is not made clear in the publicity for the product.Although carefully priced at just under the ￡50.000 mark, this perfume is clearly(33)something for anyone who considers ￡30 too much to pay for a bottle of eau-de-toilette.Those(34)are potential customers will certainly be reassured to learn that a case covered in rubies and diamonds is included free(35)charge.Purchasers are assured of further savings, with unlimited scent refills guaranteed indefinitely-at no extra cost.The fragrance is the idea of Arfaq Hussain, a 27-year-old clothes designer who first made a name(36)himself with an air-conditioned jacket he was asked to make
by the singer Michael Jackson(37)far, Mr Jackson is the only person to(38)placed an order-he wants two, according to Mr Hussain.Mr Hussain is unconcerned at having no previous experience of perfumery.“ It’s so(39)more than a perfume----it’s a piece of jewellery, too.” explained Mr Hussain.He attempted to describe the ￡47.874 sensation.“ it is delicate , fragrant and quite unique.When you open the lid, it takes you totally away.It’s just(40)being surrounded by thousands of wild flowers and roses.这是高级阅读部分的一个新题型。不仅中级里面没有，一般的英语考试也没有。填词版的完形填空。乍一看会觉得很难，有点像是主观题。其实题型什么的都是次要的，都是借着题型这个外壳考察语言功底。只要基本功够扎实，完全可以通过摸准不同题型的特点来做出正确的答案。
具体说BEC H里的填词版完型，里面填入的词主要是连词、介词和代词，一般不会让你填入那种需要发挥超级想象力才能想得出的形容词和动词。做题的思路有两种，一种是固定用法、常见表达，一种是从语法角度分析句子结构，来判断句子缺失的成分。
这篇文章讲的是一种昂贵的新型香水，走的是高端路线。
31题，这题答案很明显。圣诞发布的香水，制作者打算将它开发成“世界上最昂贵的香水”（most expensive perfume），promote„.as，将什么给开发成什么。
32题，要从意思和句子结构上进行分析。前面说发售限量版的173瓶香水，后面一个破折号做进一步的说明。从意思上看，词组made clear很关键，表原因的；而从句子成分上看，这里就是关系代词引导的从句在句子中充当补充成分。而能够表示原因的关系代词，是why。
33，34，35,这三道题也很明显。33题从意思上做，这个香水肯定是不适合认为30英镑的香水很贵的人，所以是填not，表否定；34题，those who的搭配，应该够的上条件反射的级别，those who are potential customer，那些是潜在客户的人；35题，free of charge，免费，固定搭配。
36题，这题考察的也是一个固定搭配，make a name for oneself，使„出名。这个香
水的创意来自一个服装设计师，而此人最早出名是因为迈天王让他制作了一件空调夹克（air-conditioned jacket）。
37题，截止目前迈天王是唯一的下了订单的人。So far，截止目前。
38题，下了订单。have done，表示完成的意思。
39题，理解句子的意思+固定用法的使用。这个句子的意思很明显：它不仅仅是一瓶香水，它还是一件珠宝。所以空格前后搭配的意思应该是不仅仅。用so much more than。例如：so much more than just a home。
40题，最后几句话都是夸赞这个香水的。多么的精致独特。而当你打开香水的时候，你整个人都被take away了，就像是被成千上万的野花和玫瑰簇拥着。说香水，却扯到wild flowers和rose上面去了，所以是比喻，用like。
BEC商务英语高级考试历年真题（8）
The Scientific Approach to Recruitment
When it(0)to selecting candidates through interview, more often than not the decision is made within the first five minutes of a meeting.Yet employers like to(21)themselves that they are being exceptionally thorough in their selection processes.In today’s competitive market place, the(22)of staff in many organizations is fundamental to the company’s success and, as a result , recruiters use all means at their disposal to(23)the best in the field.One method in particular that has(24)in popularity is testing , either psychometric testing, which attempts to define psychological characteristics , or ability￡aptitude testing(25)an organization with an extra way of establishing a candidate’s suitability for a role.It(26)companies to add value by identifying key elements of a position and then testing candidates to ascertain their ability against those identified elements.The employment of psychometric or ability testing as one(27)of the recruitment
process may have some merit, but in reality there is no real(28), scientific or otherwise, of the potential future performance of any individual.The answer to this problem is experience in interview techniques and strong definition of the elements of each position to be(29)as the whole recruitment process is based on few real certainties, the instinctive decisions that many employers make, based on a CT and the first five minutes of a meeting, are probably no less valid than any other tool employed in the(30)of recruitment.21.A suggest B convince C advise D believe
22.A worth B credit C quality D distinction
23.A secure B relies C attain D achieve
24.A lifted B enlarged C expanded D risen
25.A provides B offers C contributes D gives
26.A lets B enables C agrees D admits
27.A portion B member C share D component
28.A extent B size C amount D measure
29.A occupied B met C filled D appointed A business B topic C point D affair
《The scientific approach to recruitment》，招人的科学方法。这篇完型比较简单。完型填空也有两种题型，两种解题思路。一种是从意思上理解然后做出选择，一种是根据单词的用法。前者比较容易，后者很考验语言功底。
21题，理解上下文的意思。前面说招人时的决定一般是在五分钟以内做出的。但是雇主们试图使自己详细相信他们在挑选过程中是经过了深思熟虑的。Convince oneself，使确信。其他的词没有这个用法。
22题，员工的质量对公司的成功是至关重要的。选quality。
23题，招人者试图利用一切方法来抓住这个领域最好的（人才），secure the best，抓住最好的。realise是实现，attain是获得，后面不能接人，achieve是实现一个目标。
24题，rise in popularity，固定搭配，popularity是知名度的意思，这个词组应该可以翻译成声名鹊起。
25题，provides with,提供。给组织提供另外一种方法。offer的用法是offer sb sth，contribute在这里意思不对。
26题，是公司能够增加价值，enable
27题，这题的意思很明显，测试（testing）作为招聘过程的一个组成部分，要区分选项的几个单词，尤其是portion和component，看英英解释。
Component：one of several parts that together make up a whole machine, system etc
Portion：a part of something larger, especially a part that is different from the other parts
这里强调testing是一个组成部分，没有说明特殊的地方，选component。
28题，对每个人未来的可能表现没有一个真正的衡量。选measure。
29题，fill a position，填补空位，fill在这里的意思是to perform a particular job, activity, or purpose in an organization, or to find someone or something to do this。不能选occupy，因为occupy更强调人的一种主动，而这里只是客观说某个需要填补的职位。
30题，in the business of，也是一种固定的说法，在什么的过程中。很多场合都可以使用。可以多看几个例句：
We’re in the business of stimulating the economy（By Obama）
Energetics is a specialist management consultancy in the business of climate change
Time for a new career
“losing your job isn’t the end of the world: it gives you’re the chance the a new beginning(0)says Caroline Poole, 30, Who was made redundant(31)her role
as head of marketing campaigns with an insurance group two years ago.The news was a blow, especially after a successful nine-year career with the business, but she was determined to see redundancy(32)a positive force for change.(33)it seemed a tough lesson at the time, redundancy was the catalyst that redirected my career, “ says Caroline “It gave me the break I needed to understand(34)my career objectives lay.”
Working with a consultant, Caroline explored a number of work options that oppealed to her.She also took advantage of workshops on issues(35)as setting up your own business, and managing your finances.A key consideration for her was(36)easy it would be to balance working in London with home life 100 kilometers away.She was encouraged to network(37)other marketing professionals and via this route made contact with a communications agency.She took time out to go travelling , and on her return was offered a role in the agency.(38)was proof to her that she still had marketable skills.Two years(39)from redundancy, Caroline is planning another career break.“ The experience of redundancy has made me view my options with more confidence.I now know that I can dictate my own career path, even(40)it were to mean resigning first and then taking time to find the right direction” she says.填词版的完形填空，关于失业之后该如何开始新的职业生活的。这些文章读多了，对人是会有启发的。此外，这种题型也很考验人的语言功底，短语积累和基本的语法知识是必不可少的。
31题，考查的是固定搭配。这里的意思很明显，是指这个女的在自己的职位上被开除了，make redundant是商业英语里的地道说法：Follow a fair and legal process when it's necessary to dismiss staff on the grounds of redundancy.如果是made redundant，后面的介词用from，可以看个例句：Just been made redundant from your last job？
32题，比较简单，see as，将什么视为。将失业视为改变的积极动力。
33题，虽然是艰难的一课(a tough lesson)，还是改变了我的职业方向(redirect my career)，有转折的意思，although和though。
34题，这是个定语从句，当中要填入的是关系代词。给了我需要的时间，来弄明白我的职业目标放在哪。用where。
35题，这题很明显，举例的，用such as。
36题，分析这个句子的成分。前面是a key consideration,做主语，有个was，是谓语，was后面的是宾语。在宾语成分里出现了it would be to balance„..这样的完整的句子，所以空格部分应该填入一个词，引导从句，并且这个词所接从句必须倒装。满足这个要求的词是how。（How引导的状语从句要求部分倒装）
37题，network with，词组：connect as or operate with a network，将„连成网。
38题，还是个定语从句。一个完整的句子，缺乏关系代词来衔接，要用which。关键在于要识别出这里的定语从句，否则很难往那上面想。在做这类题目时，如果一个句子各种成分都很齐全，而且比较长，那么是从句的可能性很大，要根据上下文的意思来判断填入的代词。题目做多了，会培养出这方面的警觉性。
39题，two years on，固定说法，两年以后，两年过去了。
40题，很容易联想到even if或者是even though，只能填if不能填though。这是两个意思和用法都不同的词组。even if，即便，带有假设的意思，后面接虚拟语气；even though，即使，表示既定事实。40空后面的句子是虚拟语气，因此这个题目只能填if。
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