Questions 22 to 25 are based on the conversation you have just heard.
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.
Q23. When is a scientific approach best embodied in a negotiation according to the man?
Q24. In what way is a negotiator like an actor according to the man?
Q25. What does the man say about the two types of negotiator?
Section B
Directions: In this section, you will hear 3 short passages. At the end of each passage, you will hear some questions. Both the passage and the questions will be spoken only once. After you hear a question, you must choose the best answer from the four choices marked A), B), C) and D). Then mark the corresponding letter on Answer Sheet 2 with a single line through the center.
Passage 1
Questions 26 to 28 are based on the passage you have just heard.
Since I started working part-time at a grocery store, I have learned that a customer is more than someone who buys something. To me, a customer is a person whose memory fails entirely once he or she starts to push a shopping cart. One of the first things customers forget is how to count. There is no other way to explain how so many people get in their express line, which is clearly marked 15 items or less, with 20, 25 or even a cart load of items. Customers also forget why they came to the store in the first place. Just as I finish ringing up an order, a customer will say, “Oops, I forgot to pick up a fresh loaf of bread. I hope you don’t mind waiting while I go get it.” Five minutes later, he is back with the bread, a bottle of milk, and three rolls of paper towels. Strange as it seems, customers also seem to forget that they have to pay for their groceries. Instead of writing a check or looking for a credit card while I am ringing up the groceries, my customers will wait until I announce the total. Then, in surprise, she says, “Oh no, what did I do with my check book?” After 5 minutes of digging through her purse, she borrows my pen because she’s forgotten hers. But I have to be tolerant of customers because they pay my salary, and that’s something I can’t afford to forget.
Q26. What does the speaker say about customers’ entering the grocery store?
答案：A. They behave as if their memories have failed totally.
Q27. Which customers are supposed to be in the express line?
答案： D. Those with 15 items or less.
Q28. What does the speaker say some customers do when they arrive at the check-out counter?
答案：B. Go back and pick up more items.
Q29. What does the speaker say about his job at the end of the talk?
答案： A. It requires tolerance.
点评：本篇短文主要讲述了作者在一家杂货店兼职工作的经历和感受，并深刻地体会到顾客不仅仅是来商店买东西的人。作者认为，当顾客推起一辆购物车时，所有的事情就抛之脑后了。他们不会算计一件商品值多少钱，他们忘了自己来商店要买什么，他们甚至忘记要为商品付钱，他们不知道东西买够没有就去收银台排队结账，当收银员开始扫顾客的商品时，顾客又会跑回去拿很多商品回来，更需要收银员提醒付钱，但这都是作者作为收银员所应忍受的，因为“顾客是上帝”，这是作者不敢忘记也是从这次经历中学到的事情。
这篇文章基本上没有生僻的词汇，以叙述为主。但是其中有几个短语需要关注：grocery store意为“杂货店”;ring up意为“用收银机记录收入的钱，收银机扫条形码”;credit card意为“信用卡”。理解了这些词，对听力的整体理解会有提升。