2023年BEC高级第二辑真题

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Ourinitiaｌchoicｅoｆcareerpathandemplｏyｅrisoｆtenbaseｄoniｎadequateｋnowleｄgｅandfalseperceptions.Buｔwｉthagｅaｎｄｅxｐｅrience,wｅdevelopｎewintｅrestsａndaｐtiｔudeｓandouｒpriｏritｉesalter.Ｔhｅｓtructureoｆｔheemploymｅntmaｒkｅtanｄ,indeeｄofｅmploymentitｓｅlｆ,ｉsｓｕｂjecttochａngｅasboｔhnｅｗtｅｃhnologiesａnｄｎeｗwｏrksystemｓａrｅinｔｒoｄucｅd(10)__＿_＿Wemｕstfａceｔhｅｕncertaｉntiesofaｐoｒｔfｏliocarｅｅr．ﻩIｔｉsclｅａｒfromtｈerecentpasｔｔhatｗｅcaｎnotforeseｅtｈechangｅswhｉcｈwillａffectｏurwoｒkｉnｇｌivｅs.Thepaceoｆｃｈangｅｉsaｃｃelerａtinｇ,asａrｅsuｌtｏfwｈicｈｔｒadｉｔionalcareerｐlanswiｌlbeｏfｖｅrylｉmiteｄuｓe.(11)＿____Ｔheｙwillneedｕpｄatingtｏrefｌecｔｃhanｇｅsinoｕrｏｗｎintｅrｅsｔsａswｅllasinｔｈeexteｒｎａｌworkｅnvirｏnｍｅnt.Ｆlexiblewｏｒkｅｒsａlreaｄyacｃountｆｏrabｏutｈａｌftheｗｏrkforce.（12)___＿_＿Wearｅlikｅlｙtofaceperioｄsaｓcoｎtraｃtworkers,ｓｅlf-employedfrｅｅlaｎｃｅs,coｎｓuｌtants,tｅｍｐｓorｐaｒt-tｉmｅrｓ． Mａnyeｍｐloyｅrsenｃourageｓｔafｆtowｒiteａpersonaldｅveｌoｐｍentdｅvｅｌopｍent(PＤＰ)（1３)Ａｌtｈouｇｈsomｅpeopｌeusｅｉtｏnlｙｔｏｒevｉeｗthｅｓｋillｓnｅedｅdfｏrtheiｒjob,aPDPcoulｄｂｅthenｕｃｌeusofwidercaｒｅｅｒpｌａn–ｓettinｇoｕtalternａtivelong-ｔｅrmleａrｎｉngneeｄsａｎdａplanｏfself-dｅｖeloｐｍeｎt. AreｐortｉssｕｅdbytｈeInstituteofEｍplｏｙmentStuｄieｓadvisｅspeopletoenhancｅtｈｅｉremｐloyabilitｙｂｙmoviｎgｆrｏmtraditｉonaltechnｉcalｓkillstｏwardstheａｔｔａiｎmｅntoｆａｒangｅoftraｎsfｅｒaｂle0ABCＤEＦGHATｈisｄualefｆeｃｔmeanstｈaｔtheｒelaｔiｏnｓhiｐbｅｔweenemｐloyｅrsanｄwoｒｋerｓhaseｖｏlｖedｔoｓuｃhａndｅxtｅnｔtｈａtwｅcａnnolongerｅxpecｔaｌonｇ-terｍrelatｉｏｎshｉpwitｈoｎｅeｍployer.B．Itcａｒrｉesanimplicitaｓｓｕmｐtiｏnthatwｅourselveｓ,andthejobｓwｅｅnteｒ,wｉlｌcｈangelｉttlｅｄuringｏuｒworkｉnglivｅｓ.C．Ｔhｉsgrowthsuggeｓtsｔhatacareerplanshoｕｌdｎotbeeｘｐressedｏnlyintermｓoffuｌl－ｔimeeｍploymentbｕtsｈouldmａｋeprovisｉｏｎforthepossiｂilityoｆbecomiｎｇonｅofｔhｅ．Ｄｔhiｓisaｓumｍaryofｏnｅ’spersonａｌlearｎinｇneedsａndａnaｃtionｐｌａntｏｍｅetｔhem.EConｓｅquentｌy，theyｍusｔｎoｗaccomｍodateanumｂerｏｆobｊectｉvesａndeｎａbleustopｒepareｆｏrｅachonacｏｎtingenｃybａsiｓ.ＦHowever,ｉtwarnsthaｔｅｍploｙerｓoftenｉｄｅntiｆytraｉnｉｎｇｎｅedｓthrｏughｆoｒmaｌappraiｓａｌs,ｗhicｈtaｋetｏoｎarrowaviewofdeveｌｏpmeｎｔ.G.Ｓuchafrｅelａnceofconsuｌtaｎtwoｕｌdｂeconsｔanｔｌｙiｎdemand．HWewｅreeｘpｅctedtoｗｏｒｋtｏwardsthaｔonecleａrgｏａｌandｔoconsideｒaｃaｒeerchａｎgeasaｂａdｔhiｎg.PＡRTTHRＥEQuestions1５–20Readｔhefoｌlｏwｉngartiｃleｏnｎeｇotiａtiｎgｔecｈniquesandｔheqｕestioｎontheoppositeｐaｇe.Foreaｃhｑuestiｏn15–20,maｒkｏneletter(Ａ,B,CoｒD）ｏnyoｕrAnswerSheeｔfortheaｎsweryoｕcｈｏose.ThｅNegotiaｔｉngTａbｌe:Ｙoucannｅgoｔiatevｉrｔuａlｌｙanｙtｈing.Ｐrojeｃts，ｒesourｃes,exｐｅｃtatioｎsａnddeadlinesarealloｕtcomesoｆｎegｏｔiaｔioｎ.Sｏmepeoｐｌenegotiatedｅalｓfoｒaliｖing.ＤｒHerbＣoheｎisoneｏfthesｅpｒofeｓｓioｎaｌtalkeｒs,ｃalledinbｙcoｍpaniestｏｎeｇotiateontheｉｒbehalf.Hｅapｐｒoachｅｓtheａrｔofnｅgotiａtｉonasagamebecause,aｓｈeisuｓuaｌlyneｇotiatingfｏrsｏmｅboｄyeｌse,ｈeｓaｙstｈishelpshiｍdrａinthｅemｏtioｎalcoｎｔenｔfrｏmhｉscoｎｖersation.Heiｓwｏrｋinｇinａｃoｍpeｔitiｖefielｄａndｎeedstoaｖoidbeinｇtｏoadversarｉal.Wｈｅtheｒhesucceｅdsｏrnot,itisimportanttoｈｉmｔoｍａkeａgｏodimｐｒｅssioｎｓoｔｈatpeopｌｅｗillrｅcoｍmendhim．ﻩTｈｅstarｔｉnｇpointforanydeal，heｂeliｅveｓ,ｉstoiｄentifyｅxactlyｗhatyouwａnｔｆromeachoｔheｒ.Ｍｏreoftｅnthａnｎoｔ,ｏｎepaｒｔywｉlｌbeｔryiｎgtopersuadetheoｔherrｏundtotheｉrpointｏfviｅw．Ｎeｇotiationrequireｓtwｏpeopｌeａtｔｈeendsaｙing‘ｙes”．Thiscaｎbeaprｏblｅｍbｅcauｓｅｏneoftｈｅmｕｓualｌybeginsｂysaying“nｏ”.Howeveｒ，althｏughtｈiscanmａketａlｋｓmoｒeｄｉfｆｉcｕｌｔ，thｉsiｓoftenjｕsｔａstａrtingpoiｎｔｉnｔhenegotiatiｏngaｍe.Toｐｍanagemeｎtmaywellｒeｊectｔheidｅainｉtiaｌlｙbecauseitistｈeｓaｆerｏｐｔionbutthｅｙwoｕldnoｔbethｅｒeiｆthｅywerenotintｅrestｅd. Ｉｔisamiscｏncepｔiontｈatskilleｄnegｏtiatｏrsａresｍｏoｔhoperatorsｉnｓmａrtsｕitｓ.DｒCoｈensaysthaｔoneofhｉsstrateｇiｅsiｓｔoｄrｅｓsｄownsoｔhａｔtheoｔhersｉdｅcanrelaｔetoyou.Ｐitcｈyoｕｒｌｏｏktoｓｕitｙouｒｃustomｅr.Youdonｏｔnｅeｄtｏmａkｅthemfeelbettertｈａnｙoｕbut,Forexample,ｄrｅsｓinginasｔｙletｈａtisnotoｖerｔlｙexpｅｎsivｅorsucceｓsfulwillｍａｋeyoｕmoreapprｏachable.Peoｐlewilｌgenerａlｌyｆeelｍorecomｆortableｗitｈsoｍeｂoｄywhｏａｐpｅarｓtobelｉｋｅthemratｈeｒthａnsuｐeriｏrtoｔhem.Tｈeyｍaynoｔliｋeyｏｕｂutthｅywｉｌｌfｅeltheycaｎtrustｙｏu. DrCohｅnｓｕggｅstｓthａtｔhebestwａytｏselｌyoｕrproposalｉsbｙgettｉnｇｉntotheworldｏftheothｅrsiｄｅ.Askqｕｅstioｎsraｔheｒtｈaｎｇiveanswersaｎdtakeanｉnterｅstiｎwhattheｏtheｒpersonｉssａyinｇ,evenifyｏuthｉnkwｈattheyarｅsayｉnｇisｓiｌlｙ．Youｄonoｔｎeｅdtobeｃomｅtheｉrｂeｓｔfriｅｎｄｓｂutｂeingｔoocleveｒｗillalienａtethem.Aｌoｔofdealｓaremadeoｎimｐressiｏns.Donoｔrushwhatyｏuａrｅsａying－--ｐutafewhesitatioｎsｉn，donoｔtrytoblindtｈemwｉｔhyourvｅrbaldextｅrity.Also，yｏushouldrepeatbackｔｏｔheｍwhatｔｈeyhａvesaidtosｈｏｗyoutａｋethｅmserｉｏuｓlｙ． Ｉｎevitａblysoｍedeａlｓwillnotsucceed．Geneｒａｌlythelongerthenegｏtiａｔｉｏｎｓgooｎ,ｔhebetteｒchancetheyhａvebecａuｓepeoｐledｏnｏtｗａnｔtｏthinkｔheirｉnveｓtmentaｎdeｎerｇieｓhaveｇonｅtowastｅ.Ｈoweｖｅｒ,jointventuｒecanmeanjｏinｔrisｋandsomeｔimes,ｉfthisbeｃomesｔoｏgreat,neitｈｅrpａrtｙmａybeprｅparedtosｅetheｄeａlthrougｈ.Morｅｃoｍmｏnｉsaｃorporatecultureｃｌashbｅtｗeencomｐａnｉｅs，whicｈcanpuｔｐaidｔoanｙｄeａl.Eveｎhavingagreedadｅal,thinｇsｍaynoｔbeｔiｅdupquicklｙbｅcausｅｗhenthelawyｅｒsgetinvolvｅｄ,eｖeｒythｉngｇｅtｓｓｌｏweｄdoｗnastheyａrgueａｂｏｕｔsmaｌldetails． ＤeＣohｅnthinｋｓthaｔchildrｅnarethｅmaｓterｓoｆnｅｇoｔiatioｎ.Ｔhｅirgoaｌsaretotaｌlysｅlｆiｓｈ．Ｔｈeyunderstandthedeciｓｉｏn-makiｎｇｐrocessｗitｈinfamｉliesperｆectｌy．IfＭｕｍrefusｅsthｅirrequest,ｔｈeywｉｌlｔroopaloｎｇtoDadandpｒessurehiｍ.Ifalelsｅｆailｓ,theｙｗｉlltryｔｈeｇrandpａrentｓ,ｕsingsomeeｍotioｎａlblackｍaｉl.Tｈｅycａnalｓoｂeｖerysingｌe－mindedandhaveａｎinｅxhausｔibleｓupｐlyofeneｒgyｆoｒthｅcaｕsetｈeyarｅｐuｒsuing.Sothereaｒelessontoｂeleaｒｎeｄfｒoｍwａtcｈｉngaｎdｌistｅnｉｎgtocｈildreｎ.15DrCohｅntreatｓnegｏｔiaｔionasagameｉｎｏｒdertoAputpeopleateaseBremａiｎdetａchｅdCｂecompeｔitiveDimprｅｓsrivａls16Maｎｙpｅoplｅsay“nｏ”toasｕgｇestioninthｅbeginningtoAconvinｃetheoｔherpartyoｆtheiｒpointofｖiｅwBshowｔheyarenｏtrealｌｙinｔerestedCｉｎdicatetheyｗｉshtoｔaketheeasyoptionDｐｒoｔecｔthｅｉrcompaｎy’ｓsiｔuation１7DrCohensaysthatwhenyoｕａretryingtonｅgotｉａtｅyouｓhｏulｄAadaptyｏurｓtyleｔoｔhepｅoｐleｙoｕaretalkiｎgtoBmaketheotｈｅrsidefｅelsｕpeｒiortoyoｕCdresｓinawaytomakeyｏuｆeelｃｏmfoｒtablｅ.Ｄtｒytomaｋeｔhｅotｈersｉｄeｌikeｙoｕ１８AccordｉnｇｔoDrCohｅｎ,ｕｎｄersｔａndiｎgthｅotｈerpersonwillhelpｙoutoAｇaintheiｒfriendｓhｉｐBsｐｅeduptheｎｅgoｔiatioｎｓCｐlanｙouｒｎｅxtｍove.Dcoｎｖincetheｍofyoｕrpoiｎｔofvｉeｗ19DealsｓoｍetimesfailbecａuseＡnegotiａｔionsｈａｖegoｎｅontoｏlongBｔhecｏmpaｎiｅsoｐeｒaｔeindｉfferentｗaysＣoｎｅpａｒtyrisksmoｒetｈantheｏtheｒ.Ｄthelawyerswｏrktooslowly20DｒCohenmentionscｈildren’snegｏtiatioｎtｅcｈniqueｓtoshoｗｔｈaｔyｏushouldAbｅｐreｐａrｅdtotryeveｒyrouｔeBtｒynottｏmakepeoplｅfeelguilｔyCbecarefulｎottｏexhausｔｙoｕｒｓｅlfＤconｔrolｔheｄｅcｉsion-makｉngpｒocｅss.PＡRＴＦOURQuestｉonｓ21-３０Readthｅａｒticlebeloｗａboutthemetｈoｄsｓoｍecompaniesａrenｏwusingfoｒreｃruｉtment.Chｏosetｈｅｃoｒrectworｄtofｉlleaｃhgapｆｒoｍ（Ａ,Ｂ,ＣoｒD)ontｈｅoppｏsｉteｐａge.Foreａchqueｓtion2１-3０，markｏneletter(Ａ,Ｂ,CorD)ｏnｙoｕrＡnswerSｈeｅｔ．Tｈereisａnｅxａmｐｌeａttheｂｅginninｇ，（0)ＴｈeSｃienｔiｆｉcApproachtoRecｒuiｔmｅnt Wｈeｎit(0)ｔoseｌectingcandidａｔeｓthroughintｅｒvｉew,moreｏftｅｎthanｎｏtｔhｅｄecｉsionｉsmadewitｈinthefｉrstfivemiｎｕtesｏｆameeｔing.Yetｅｍpｌoyerｓlikeｔo(２1)themseｌvesｔhaｔｔheyareｂｅiｎgｅxceｐtｉｏnａｌlｙthｏrｏughintheｉｒselectionproｃｅｓsｅs.Intodaｙ’scompetitivｅmａrkeｔplace，thｅ(２２)ofstａffinmanｙoｒganiｚａtionsisｆunｄａmｅntalｔｏthｅｃompany’ssuccｅｓsａnd,asａreｓult,ｒecruiｔerｓuseaｌlmeanｓattｈeiｒdisｐoｓalto(２3）ｔhｅbestintｈｅｆiｅld.ﻩOnemetｈoｄinparticuｌartｈathas(24)inｐopuｌarityistｅstiｎg,eiｔｈerpsｙchoｍetrictesｔing,ｗhicｈatｔemptstoｄeｆineｐｓｙchoｌoｇiｃａlcharａcterｉstiｃs,ｏｒabilitｙ￡aｐtitudetｅｓtｉng(25)anorganizatiｏnwithanextrawａyofesｔablishiｎgaｃandiｄａtｅ’ssuitabilitｙfoｒａｒｏle．It(26)ｃoｍｐaｎｉesｔoaddvａlｕeｂｙidentifyingｋeyelｅｍｅntｓofaｐosｉtionａndtｈｅnteｓtingcaｎdidatestoascｅｒtaiｎtｈeirabilｉtyａｇaｉnstｔhoseidentiｆiｅdeｌements.ﻩＴheemploymｅntofpｓycｈｏｍeｔriｃoｒabｉliｔytestｉngａsone(２7）oftｈereｃｒuiｔmenｔｐrocesｓｍayhaｖesomｅｍerit,butinreａｌitythｅreｉsnoreaｌ(28），ｓcieｎｔifiｃorｏｔherwise,oｆtｈｅpotｅntialfutureperfｏrｍanceoｆanyinｄividｕａｌ.Ｔheanｓwerｔothｉsproblｅmisexpeｒienｃeininｔerviewtechniquesａndstｒｏnｇdeｆinitionoftheelemeｎｔｓofeacｈpoｓiｔｉonｔｏbｅ(29）asthewhoｌereｃrｕｉtmentprocｅｓsiｓbasｅdoｎｆewrｅalcｅrｔainｔiｅs,tｈeinｓｔinctivedecisionsｔｈaｔmanｙeｍｐloyeｒsmake，basedonaCTaｎdthｅｆｉrstfiveｍinuｔesｏfameｅtｉｎg,areｐrobａblyｎoｌesｓvaｌidtｈananyotheｒｔｏｏlｅmployediｎtｈe(３0）ofrecｒｕitｍent.Eｘample:AhａveBdecideCdoＤmake0ABＣＤ21.Asuｇgesｔﻩﻩ 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