（二）长对话部分
Conversation One
1．A．Providing aid to the disabled.
B．Printing labels for manufactured goods.
C．Promoting products for manufacturers.
D．Selling products made for left-handers.
2．A．Most of them are specially made for his shop.
B．All of them are manufactured in his own plant.
C．The kitchenware in his shop is of unique design.
D．About half of them are unavailable on the market.
3．A．They specialize in one product only.
B．They have outlets throughout Britain.
C．They run chain stores in central London.
D．They sell by mail order only.
Conversation Two
1．A．Poor management of the hospital.
B．The outdated medical testing procedures.
C．Decision made by the head technician.
D．The health hazard at her workplace.
2．A．Cut down her workload.
B．Transfer her to another department.
C．Repair the X-ray equipment.
D．Allow her to go on leave for two months.
3．A．They are virtually impossible to enforce.
B．Neither is applicable to the woman’s ease.
C．Their requirements may be difficult to meet.
D．Both of them have been subject to criticism.
4．A．Organize a mass strike.
B．Try to help her get it back.
C．Compensate for her loss.
D．Find her a better paying job.
Conversation Three
1．A．In the preparatory phase. B．In stating your terms.
C．In the concluding part. D．In giving concessions.
2．A．He uses lots of gestures to help make his points clear.
B．He presents his arguments in a straightforward way.
C．He responds readily to the other party’s proposals.
D．He behaves in a way contrary to his real intention.
3．A．Both can succeed depending on the specific situation.
B．The honest type is more effective than the actor type.
C．Both may fail when confronting experienced rivals.
D．The actor type works better in tough negotiations.
答案速查
Conversation One DAD Conversation Two DBCB
Conversation Three ADA
听力原文(https://www.daowen.com)
Conversation One
W:Now,could you tell me where the idea for the business first came from?
M:Well,the original shop was opened by a retired printer by the name of Gruby.Mr. Gruby being left-handed himself,thought of the idea to try to promote a few products for left-handers.
W:And how did he then go about actually setting up the business?
M:Well,he looked for any left-handed products that might already be on the market which were very few,and then contacted the manufactures with the idea of having products produced for him,mainly in the scissors range to start with.
W:Right.So you do commission some part of your stock.
M:Yes,very much so.About 75 percent of our stock is specially made for us.
W:And the rest of it?
M:Hmm,the rest of it now,some 25,30 years after Mr.Gruby’s initial efforts,there are more left-handed products actually on the market.Manufactures are now beginning to see that there is a market for left-handed products.
W:And what’s the range of your stock?
M:The range consists of a variety of scissors from children scissors to scissors for
tailors,hairdressers etc.We also have a large range of kitchenware.
W:What’s the competition like?Do you have quite a lot of competition?
M:There are other people in the business now in specialists,but only as mail-order outlets.But we have a shop here in central London plus a mail-order outlet.And we are without any doubt the largest supplier of the left-handed items.Questions
1．What kind of business does the man engage in?
2．What does the man say about his stock of products?
3．What does the man say about other people in his line of business?
Conversation Two
W:I don’t know what to do.I can’t seem to get anyone in the hospital to listen to my complaints and this outdated equipment is dangerous.Just look at it.
M:Hmm,uh,are you trying to say that it presents a health hazard?
W:Yes,I am.The head technician in the lab tried to persuade the hospital administration to replace it,but they are trying to cut costs.
M:You are pregnant,aren’t you?
W:Yes,I am.I made an effort to get my supervisor to transfer me to another department, but he urged me not to complain too loudly.Because the administration is more likely to replace me than X-ray equipment,I’m afraid to refuse to work.But I’m more afraid to expose my unborn child to the radiation.
M:I see what you mean.Well,as your union representative,I have to warn you that it would take quite a while to force management to replace the old machines and attempt to get you transferred may or may not be successful.
W:Oh,what am I supposed to do then?
M:Workers have the legal right to refuse certain unsafe work assignments under two federal laws,the Occupation or Safety and Health Act and the National
Labor Relations Act.But the requirements of either of the Acts may be difficult to meet.
W:Do you think I have a good case?
M:If you do lose your job,the union will fight to get it back for you along with back pay,your lost income.But you have to be prepared for a long wait,maybe after two years.
Questions
1．What does the woman complain about?
2．What has the woman asked her supervisor to do?
3．What does the man say about the two federal laws?
4．What will the union do if the woman loses her job?
Conversation Three
W:Mr.Green,is it fair to say that negotiation is an art?
M:Well,I think it’s both an art and science.You can prepare for a negotiation quite scientifically,but the execution of the negotiation has quite a lot to do with one’s artistic quality.The scientific part of a negotiation is in determining your strategy. What do you want out of it?What can you give?Then of course there are tactics. How do you go about it?Do you take an opening position in a negotiation which differs from the eventual goal you are heading for?And then of course there are the behavioral aspects.
W:What do you mean by the behavioral aspects?
M:Well,that’s I think where the art comes in.In your behavior,you can either be an actor.You can pretend that you don’t like things which you are actually quite pleased about.Or you can pretend to like things which you are quite happy to do without.Or you can be the honest type negotiator who’s known to his partners in negotiation and always plays everything straight.But the artistic part of negotiation I think has to do with responding immediately to cues one gets in the process of negotiation.These can be verbal cues or even body language.This is where the artistic quality comes in.
W:So really,you see two types of negotiator then,the actor or the honest one.
M:That’right.And both can work.I would say the honest negotiator can be quite effective in some circumstances.In other circumstances you need an actor.
Questions
1．When is a scientific approach best embodied in a negotiation according to the man?
2．In what way is a negotiator like an actor according to the man?
3．What does the man say about the two types of negotiator?