0 A B C D E F G H

　　A This dual effect means that the relationship between employers and workers has evolved to such and extent that we can no longer expect a long-term relationship with one employer.

　　B. It carries an implicit assumption that we ourselves, and the jobs we enter, will change little during our working lives.

　　C. This growth suggests that a career plan should not be expressed only in terms of full-time employment but should make provision for the possibility of becoming one of the.

　　D this is a summary of one’s personal learning needs and an action plan to meet them.

　　E Consequently, they must now accommodate a number of objectives and enable us to prepare for each on a contingency basis.

　　F However, it warns that employers often identify training needs through formal appraisals, which take too narrow a view of development.

　　G . Such a freelance of consultant would be constantly in demand.

　　H We were expected to work towards that one clear goal and to consider a career change as a bad thing.

　　参考答案：9 B 10 A 11E 12C 13D 14F

　PART THREE

　　Questions 15– 20

　　Read the following article on negotiating techniques and the question on the opposite page .

　　For each question 15 – 20 , mark one letter (A, B, C or D ) on your Answer Sheet for the answer you choose.

　　The Negotiating Table:

　　You can negotiate virtually anything. Projects, resources, expectations and deadlines are all outcomes of negotiation.

　　Some people negotiate deals for a living. Dr Herb Cohen is one of these professional talkers, called in by companies to

　　negotiate on their behalf . He approaches the art of negotiation as a game because, as he is usually negotiating for somebody

　　else, he says this helps him drain the emotional content from his conversation. He is working in a competitive field and

　　needs to avoid being too adversarial. Whether he succeeds or not, it is important to him to make a good impression so that

　　people will recommend him.

　　The starting point for any deal, he believes, is to identify exactly what you want from each other. More often than not,

　　one party will be trying to persuade the other round to their point of view. Negotiation requires two people at the end

　　saying ‘yes”. This can be a problem because one of them usually begins by saying “no”. However, although this can make

　　talks more difficult, this is often just a starting point in the negotiation game. Top management may well reject the idea

　　initially because it is the safer option but they would not be there if they were not interested.

　　It is a misconception that skilled negotiators are smooth operators in smart suits. Dr Cohen says that one of his

　　strategies is to dress down so that the other side can relate to you. Pitch your look to suit your customer. You do not need

　　to make them feel better than you but, For example, dressing in a style that is not overtly expensive or successful will make