LUFTHANSE, WELCOME ON ABOARD

　　It's only normal that a service-oriented company should look to other

　　36. service companies as partners. The reputation for excellence of every each

　　37. of DHL's partners strongly motivated its choice. To make that sure that

　　38. everyone made the right choice,they agreed to give their final answer

　　39. after a two-year old trial period. Faster service,better airport

　　40. facilities; the benefits to the customers are clear. They will also grow up

　　in the near future,allowing customers to choose from so many services.

　15 Dr Cohen treats negotiation as a game in order to

　　A put people at ease

　　B remain detached

　　C be competitive

　　D impress rivals

　　16 Many people say “no” to a suggestion in the beginning to

　　A convince the other party of their point of view

　　B show they are not really interested

　　C indicate they wish to take the easy option

　　D protect their company’s situation

　　17 Dr Cohen says that when you are trying to negotiate you should

　　A adapt your style to the people you are talking to

　　B make the other side feel superior to you

　　C dress in a way to make you feel comfortable.

　　D try to make the other side like you

　　18 According to Dr Cohen, understanding the other person will help you to

　　A gain their friendship

　　B speed up the negotiations

　　C plan your next move.

　　D convince them of your point of view

　　19 Deals sometimes fail because

　　A negotiations have gone on too long

　　B the companies operate in different ways

　　C one party risks more than the other.

　　D the lawyers work too slowly

　　20 Dr Cohen mentions children’s negotiation techniques to show that you should

　　A be prepared to try every route

　　B try not to make people feel guilty

　　C be careful not to exhaust yourself

　　D control the decision-making process.

　　参考答案：15 B16D 17A 18D19B 20 A

　PART FOUR

　　Questions 21 -30

　　Read the article below about the methods some companies are now using for recruitment.

　　Choose the correct word to fill each gap from (A, B, C or D) on the opposite page.

　　For each question 21-30,mark one letter (A, B, C or D) on your Answer Sheet.

　　There is an example at the beginning, (0)

　　The Scientific Approach to Recruitment

　　When it (0) to selecting candidates through interview, more often than not the decision is made within the first five minutes of a meeting. Yet employers like to (21) themselves that they are being exceptionally thorough in their selection processes. In today’s competitive market place, the (22) of staff in many organizations is fundamental to the company’s success and, as a result , recruiters use all means at their disposal to (23) the best in the field.

　　One method in particular that has (24) in popularity is testing , either psychometric testing, which attempts to define psychological characteristics , or ability￡aptitude testing (25) an organization with an extra way of establishing a candidate’s suitability for a role. It (26) companies to add value by identifying key elements of a position and then testing candidates to ascertain their ability against those identified elements.