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smaller industries might even disappear altogether when it becomes cheaper to buy goods fromArabs consider it extremely bad manners to start talking business immediately.Even theabroad.busiest govemment official or executive always takes extra time to be polite and offerThe real argument over oil is its threat to the Norwegian way of life.Farmers andrefreshments.No matter how busy you are you should make time for this hospitality.fishermen do not make up most of the population,but they are an important part of it becauseTheconference visitis a way of doing business throughout the Arab world.Frequently,Norwegians see in them many of the qualities that they regard with pride as essentiallyyou will have to discuss your business in the presence of strangers,who may or may not haveNorwegian.And it is the farmers and fishermen who are most critical of the oil industryanything to do with your business.Do not be surprised if your meeting is interrupted bybecause of the damage that it might cause to the countryside and to the sea.several times by people who come into the room unannounced,whisper,or speak softly to theperson with whom you are talking.and leave.Act as though you do not hear,and never show21.According to a new law,in an area south of the southem end of the long coastline,displeasure at being interrupted.Making decisions quickly is not an Arab custom.There is vagueness in doing business inA)oil exploration is prohibitedthe Middle East which will puzzle a newcomer.Give yourself lots of time and ask lots ofB)oil exploration is allowedquestions.C)only a limited amount oil production is allowedPatience is an important quality.You may have to wait two or three days to see high-levelD)none of the abovegovernment officials as they are very busy.Give yourself enough time.22.Which of the following is TRUE of the passage?Personal relationships are very important.They are the key to doing business in ArabA)The Government limitations will eliminate the oil industry.countries.Try to identify the decision-maker regarding your product or service immediatelyB)The Government limitations will reduce the oil production.and get to know him on a friendly basis.Do your homework.Be prepared to discuss details ofC)Oil industry will expand a little despite the Government limitations.your product or proposal.Be ready to answer technical questions.D)Oil industry will expand a lot despite the Govemment limitations.When an Arab says yes,he may meanmaybe.When he says maybe,he probably means23.According to the passage,.no.You will seldom get a directnofrom an Arab because it is considered impolite.Also,A)people began to come to the north because of oil industryhe docs not want to close his options.Instead ofno,he will sayinshallahwhich means,ifB)oil industry drove people to the southgod is willing.On the other hand,yesdoes not necessarily meanyes.A smile and a slowC)oil industry drew northern people to the southnod might seem like an agreement,but in fact,your host is being polite.An Arab considers itD)oil industry would ruin the northimpolite to disagree with a guest.24.Which of the following is NOT the effect of the oil industry?A)The service industry will shrink.26.The main purpose of this article is to explainB)Some smaller industries may be eliminated.A.Arab people are dishonestC)Some tourists will be employed in oil industry.B.why Arab officials are so busyD)Some employees in tourism will work in oil industry.C.why you need extra time when you visit Arab countries25.Which of the following seems to be an especially important factor against the oil industry?D.how to be polite when doing business in the Arab worldA)Southem people have to move north.27.In paragraph 4,give yourself enough timemeansB)The traditional Norwegian way of life is being damaged.A.having patienceB.being importantC)Some industries will disappear.C.being a busy officialD.doing your homeworkD)The oil production in the north dropped.28.Paragraph 5 talks about,in general,A.your homeworkB.your product or serviceC.decision makersD.personal relationshipsText229.In Paragraph 6,inshallahmeansQuestions 26 to 30 are based on the following passage.A.YesB.NoC.being politeD.Maybe yes,maybe no;it all depends30.In general,Paragraph 6 explains why第2页共5页考试结来后请将本试题与若愿纸（卡）一并交回A.yesmay means maybeA.put people at easeB.remain detachedB.your host is being politeC.be competitiveD.impress rivalsC.an Arab may give you an indirect answer32.Many people saynoto a suggestion in the beginning toD.you need lots of time to do businessA.convince the other party of their point of viewB.show they are not really interestedC.indicate they wish to take the easy optionText3D.protect their companys situationQuestions 31 to 35 are based on the following passage.33.Dr.Cohen says that when you are trying to negotiate you shouldYou can negotiate virtually anything.Projects,resources,expectations and deadlines areA.adapt your style to the people you are talking toall outcomes of negotiation.Some people negotiate deals for a living.Dr.Herb Cohen is one ofB.make the other side feel superior to youthese professional talkers,called in by companies to negotiate on their behalf.He approachesC.dress in a way to make you feel comfortable.the art of negotiation as a game because,as he is usually negotiating for somebody else,heD.try to make the other side like yousays this helps him drain the emotional content from his conversation.He is working in a34.According to Dr.Cohen,understanding the other person will help you petitive field and needs to avoid being too adversarial.Whether he succeeds or not,it isA.gain their friendshipB.speed up the negotiationsC.plan your next moveimportant to him to make a good impression so that people will recommend him.D.convince them of your point of viewThe starting point for any deal,he believes,is to identify exactly what you want from35.Deals sometimes fail becauseA.each other.More often than not,one party will be trying to persuade the other round to theirnegotiations have gone on too longpoint of view.Negotiation requires two people at the end sayingyes.This can be a problemB.the companies operate in different waysC.one party risks more than the otherbecause one of them usually begins by saying no.However,although this can make talksmore difficult,this is often just a starting point in the negotiation game.Top management mayD.the lawyers work too slowlywell reject the idea initially because it is the safer option but they would not be there if theywere not interested.It is a misconception that skilled negotiators are smooth operators in smart suits.Dr.Text 4Cohen says that one of his strategies is to dress down so that the other side can relate to you.Questions 36 to 40 are based on the following passage.Pitch your look to suit your customer.You do not need to make them feel better than you but,For those who moved to the developing suburbs after the Second World War,theyFor example,dressing in a style that is not overtly expensive or successful will make you morerepresented an escape from urban overcrowding to a home of ones own-preferably one withapproachable.People will generally feel more comfortable with somebody who appears to bean attached two-car garage-on a little half-acre of tree-shaded land.It also meant dailylike them rather than superior to them.They may not like you but they will feel they can mutation to work by railroad or expressway,a lawn to cut,and a mortgage to pay off overDr.Cohen suggests that the best way to sell your proposal is by getting into the world ofthe years.the other side.Ask questions rather than give answers and take an interest in what the otherNobody approves of life in the suburbs but the people who live there.Urban critics argueperson is saying,even if you think what they are saying is silly.You do not need to becomethat the people who live in suburbs enjoy all the cultural,educational,and commercialtheir best friends but being too clever will alienate them.A lot of deals are made onadvantages that cities offer without paying for them.Farmers worry about losing their farms toimpressions.Do not rush what you are saying-put a few hesitations in,do not try to blinduncontrolled suburban spreading.The suburbs have also been criticized for the monotonousthem with your verbal dexterity()Also,you should repeat back to them what they havesameness of their design and for their inability to protect their inhabitants from the problems ofsaid to show you take them seriously.the larger society in which they live.Inevitably some deals will not succeed.Generally the longer the negotiations go on,thebetter chance they have because people do not want to think their investment and energiesOn the other hand,defenders of the suburbs argue that the life-style that they offer is morehave gone to waste.However,joint venture can mean joint risk and sometimes:if this becomesvaried and includes more things than the cities admit.There are many different kinds oftoo great,neither party may be prepared to see the deal through.More common is a corporatesuburbs and a variety of people living in them.While the development of the suburbs hasculture clash between companies,which can put paid to(ie.destroy)any deal.Even havingcreated problems,it has also provided substantial modern housing for millions of people.agreed a deal,things may not be tied up quickly because when the lawyers get involved,Suburban living offers the best of two worlds-the city and the country-at a price that manyeverything gets slowed down as they argue about small details.are able to afford.Many people will always prefer the excitement of pace and life in the city,while others31.Dr.Cohen treats negotiation as a game in order to第3页共5页考试结束后请将本试思与答愿低（卡）一并交回depends largely on the economie strength and wealth of the community.(46)Under modemconditions,this requires varying measures of centralized control and hence the help ofspecialized scientists such as economists and optional research experts.(47)Furthermore,it isobvious that the strength of a countrys economy is directly bound up with the efficiency of itsagriculture and industry,and that this in tum rests upon the efforts of scientists andtechnologists of all kinds.It also means that goverments are increasingly compelled tointerfere in these sectors in order to step up production and ensure that it is utilized to the bestadvantage.For example,they may encourage research in various ways,including the setting upof their own research centers;they may alter the structure of education,or interfere in order toreduce the wastage of natural resources or tap resources hitherto unexploited;or they mayco-operate directly in the growing number of intemational projects related to science,economics and industry.In any case,all such interventions are heavily dependent on scientificadvice and also scientific and technological manpower of all skills.(48)Owing to the remarkable development in mass-communications,people everywhereare feeling new wants and are being exposed to new customs and ideas.while governments areoften forced to introduce still further innovations for the reason given above.At the same time,the normal rate of social change throughout the world is taking place at a vastly acceleratedspeed compared with the past.For example,(49)in the early industrialized countries of Europethe process of industrialization-with all the far-reaching changes in social patters thatfollowed-was spread over nearly a country,whereas nowadays a developing nation mayundergo the same process in a decade or so.All this has the effect of building up unusualpressures and tensions within the community and consequently presents serious problems forthe governments concemed.(50)Additional social stresses may also occur because of thepopulation explosion or problems arising from mass migration movements-themselves maderelatively easy nowadays by modern means of transport.As a result of all these factors,governments are becoming increasingly dependent on biologists and social scientists forplanning the appropriate programs and putting them into effect.Section III Writing(15 points)Directions:For this part,you are allowed 30 minutes to write a composition of no less than150 words under the titleEleetronie Dietionaries.Your composition should be based on thefollowing outline.1)有人认为电子词典有许多好处：2)也有人认为电子词典有许多弊端：3)我的看法是第5页共5页考试结束后请将本试题与答题纸（卡）一并交回