六级听力真题

Section C
Compound dictation
Negotiations work wonders. This is particularly so in international business since it is mostly through negotiations that exporters and importers bridge their differences and reach a fair and (36) ______ satisfactory deal.
By presenting a more (37) ______ negotiating package in a well-planned and organized manner, exporters should be able to improve the effectiveness of their business discussions and in the long term the profitability of their export operations.
To avoid being (38) ______ by costly demands, an exporter should try to (39) ______ the buyer's real interest in the product from the (40) ______ . This can be ascertained through appropriate questions but must also be based on research and other preparations before the negotiations. Only then can a suitable counter-proposal be presented.
To achieve a (41) ______ outcome from the negotiations, an exporter should draw up a plan of action beforehand, which (42) ______ a few key issues. Experienced negotiators consider that as much as 80% of their overall time devoted to negotiations should go to such preparations. The (43) ______ work should be aimed at obtaining relevant information on the target market and the buyers of the product. It should also include developing counter-proposals if objections are raised on any of the exporter's opening negotiating points. (44) _______________________________________________________________________ .
In international marketing negotiations, it is advisable for small and medium-sized exporters not to limit their discussions to pricing issues. (45) _______________________________________________________________________ . They should stress the strengths of their forms and products and match them with the perceived needs of the buyers. (46) ______________________________________________________________________ .

答案解析

答案解析：
36. 答案：mutually
解析：此处需要一个副词修饰形容词satisfactory，mutually“相互地”，不要少写l。
37. 答案：comprehensive
解析：此处需要一个多音节形容词修饰名词package，comprehensive“全面的，综合的”。
38. 答案：confronted
解析：此处需要过去分词表被动，confronted“遭遇”。
39. 答案：determine
解析：此处需要一个原形及物动词，注意不要漏写词尾e。
40. 答案：outset
解析：此处需要一个名词。from the outset“从一开始”。
41. 答案：favorable
解析：此处需要一个褒义形容词修饰名词outcome，favorable“有利的，良好的”，引申为“起促进作用的”。
42. 答案：addresses
解析：此处需要第三人称单数动词作非限制性定语从句的谓语。注意双写d和s，以及词尾的es。
43. 答案：preliminary
解析：此处需要一个形容词修饰名词work，preliminary“预备的，初步的”，注意利用前缀pre、词根limin和形容词词尾ary来记忆此词拼写就会比较准确。
44. 标准答案：The preparations should thus involve formulating the negotiating strategy and tactics
听音关键：preparations, involve, negotiating strategy and tactics
答案重构：So the preparations should involve devising the negotiating strategy and tactics
画龙点睛：可以用简单动词devise替换难词formulate。
45. 标准答案：Although pricing is a key factor in any business transaction, exporters should give more attention to the full range of marketing factors
听音关键：pricing, key, in transaction, exporters, more attention, full range of marketing factors
答案重构：Though pricing is the key in business transactions, exporters should focus on the full range of marketing factors
画龙点睛：前后重复的名词可以适当省略，如factor，长短语give more attention to可以替换为短的focus on。
46. 标准答案：Once these issues have been covered, they can consider the question of price and are able to develop a profitable business
听音关键：issues, convered, consider, price, develop a profitable business
答案重构：Having settled these issues, they can consider price and develop a profitable business
画龙点睛：可以将从句变为分词作状语。