【正确答案】 B

【答案解析】[解析] 1-5
(M=Host W=Janet Holmes)
M: I'm talking to Janet Holmes who has spent many years negotiating for several well-known national and multinational companies. Hello, Janet.
W: Hello.
M: Now Janet, you've experienced and observed the negotiation strategies used by people from different countries and speakers of different languages. So, before we come on to the differences, could I ask you to comment first of all on what such encounters have in common?
W: OK, well, I'm just going to focus on the situations where people speak English in international business situations.
M: I see. Now not everyone speaks English to the same degree of proficiency. So maybe that affects the situation?
W: Yes, perhaps. [1] {{U}}But that's not always so significant. Well, because, I mean; negotiations between business partners from different countries normally mean that we have negotiations between individuals who belong to distinct Cultural traditions.{{/U}}
M: Oh, I see.
W: Well, every individual has a different way of performing various tasks in everyday life.
M: Yes, but, but isn't it the case that in a business negotiation they must come together and work together, to a certain extent? I mean, doesn't that level out the style of... the style of differences somewhat?
W: Oh, I'm not so sure. I mean, there are people in the so-called Western world who say that in the course of the past 30 or 40 years that a lot of things have changed a great deal globally, and that as a consequence, national differences have diminished or have got fewer, giving way to some sort of international Americanized style.
M: Yeah, I've heard of that. [2] {{U}}Now some people Say that this Americanized style has acted as a model for local patterns.{{/U}}
W: [2] {{U}}Maybe it has, maybe it hasn't.{{/U}} Because, on the one hand, there does appear to be a fairly unified, even uniform style of doing business, with certain basic principles and preferences — you know, like "time is money", that sort of thing. But at the same time it's very important to remember that we all retain aspects of our national characteristics—but it is actually behaviour that we're talking about here. We shouldn't be too quick to generalize that to national characteristics and stereotypes. It doesn't help much.
M: Yeah, you mentioned Americanized style. What is particular about the American style of business bargaining or negotiating?
W: Well, I've noticed that, for example, [3] {{U}}When Americans negotiate with people from Brazil, the American negotiators make their points in a direct self-explanatory way.{{/U}}
M: I see.
W: While the Brazilians make their points in a more indirect way.
M: How?
W: Let me give you an example. [3] {{U}}Brazilian importers look the people they're talking to straight in the eyes a lot. They spend time on what for some people seems to be background information.{{/U}} They seem to be more indirect.
M: Then, what about the American negotiators?
W: An American style of negotiating, on the other hand, is far more like that of pointmaking: first point, second point, third point, and so on. Now of course, this isn't the only way in which one can negotiate. And there's absolutely no reason why this should be considered the best way to negotiate.
M: Right. Americans seem to have a different style say, even from the British, don't they?
W: Exactly. Which just shows how careful you must be about generalizing? I mean, how else can you explain how American negotiators are seen as informal and sometimes much too open? For in British eyes Americans are direct — even blunt.
M: Is that so?
W: Yeah, and at the same time, [4] {{U}}for the British too, German negotiators Can appear direct and uncompromising in negotiations. And yet if you experience Germans and Americans negotiating together it's often the Americans Who are being too blunt for the German negotiators.{{/U}}
M: Fascinating. So people from different European countries use a different style, don't they?
W: Mmm... That's right.
M: OK... So... What about the Japanese then? I mean, is their style different from Americans and Europeans?
W: Oh well, yes, of course. [5] {{U}}Many Europeans note the extreme politeness of their Japanese counterparts.{{/U}} The way they avoid giving the slightest offence, you know. [5] {{U}}They're also very reserved towards people they don't know well.{{/U}} At the first meeting, American colleagues have difficulties in finding the right approach sometimes. But then, when you meet the Japanese negotiators again, this initial impression tends to disappear. [5] {{U}}But it is perhaps true to say that your average Japanese business person does choose his, Or, more rarely, her words very carefully.{{/U}}
M: So can we say whatever nationalities you're dealing with, you need to remember that different nationalities negotiate in different ways.
W: Well, it's perhaps more helpful to bear in mind that different people behave and negotiate in different ways and you shouldn't assume that everyone will behave in the same way that you do.
M: Right. This is definitely a very useful tip for our businessmen who often negotiate with their overseas partners. OK, Janet, thank you very much for talking with us.
W: Pleasure.
[考点] 本题的设题点在人物观点处。
[精析] 对话中Janet认为语言障碍对谈判的影响并不大，因为影响更大的是文化传统，故选B。

【正确答案】 D

【答案解析】[解析] 本题的设题点在人物观点处。 [精析] 当对话中谈到美式英语是否已经对其他各种英语产生影响进而成为一种模式时，Janet回答“可能是，也可能不是”，这说明她对这一看法持谨慎态度，故选D。

【正确答案】 A

【答案解析】[解析] 本题的设题点在比较分析处。 [精析] 本题采用排除法。当Janet提到美国人和巴西人谈判时说道“美国人总是直接列出关键点”，所以B项正确；接着她提到巴西商人在谈判时直接注视对方的眼睛，并且他们花很多时间询问对方的背景，所以C项和D项正确；只有A项未提及，故选A。

【正确答案】 C

【答案解析】[解析] 本题的设题点在对话问答处。 [精析] Janet提到在英国人眼中，德国人很直接，但是如果美国人和德国人在一起谈判，美国人要显得比德国人更直接。由此判断，美国人是最直接的，所以C项正确。

【正确答案】 B

【答案解析】[解析] 本题的设题点在人物观点处。 [精析] 本题可采用排除法。对话中Janet提到很多欧洲人都注意到了日本人的礼貌，所以C项正确；接着Janet说日本人对于他们不太了解的人说话很少，有所保留，所以A项正确；并且日本人在说话之前总是要认真考虑之后才说，说明日本人很谨慎，所以D项也正确；只有B项(有偏见的)未提及，故选B。