2015年考研英语阅读理解考前专项训练（58）
发布时间：2012/10/31 13:33:46 来源：城市网学院 编辑：admin
The tele#munications, pharmaceutical, and airline industries all have undergone wrenching changes in recent years. Pharmaceutical #panies, which once sold drugs to the doctors that dispensed them, switched to the solution-selling method and started dealing with health-care #panies.
In each of these industries, the game changed, and with new rules came new ways to win. That is the premise of Harvard Business Schools Changing the Game: Negotiation and Competitive Decision Making. The program, which covers not only dealmaking but also topics as diverse as online auctions and strategic partnerships, is for #panies that are going through fundamental change in the way things are done, says Max Bazerman, program chair and professor of business administration at the school.
This is not a program for novices, says Bazerman; most participants have already attended a general negotiation program. In Changing the Game, participants learn to understand their thought processes regarding negotiation, to #pare rational and intuitive decision-making strategies, and to identify #mon mistakes made by even the most experienced professionals, By focusing on #petitive environments, the program draws on some of the most advanced concepts from the emerging areas of behavioral economics, behavioral decision research, and behavioral finance.
Participants engage in simulated negotiations that highlight the tension between creating and assessing value,and learn how to think about both simultaneously. The soup-to-nuts simulations en#pass preparation, team building, negotiating, and feedback, as well as the development of a conceptual structure for thinking about negotiations more rationally. Participants then apply that structure in their critiques of several large-scale negotiation cases. Ultimately participants apply their newly honed analytical skills to their own #panies and critique past negotiations.
Changing the Game is designed to avoid a #mon pitfall of executive education programs, maintains Bazerman. All too often, he notes, participants in other programs #plain that I heard some interesting things, but then I couldn't apply them once I got back to work.
Since most people are resistant to change, he adds, the simulations are designed to unfreeze thebehavior'--that is, by living through the situation, participants see mistakes theyre normally not awae of. Faculty members also help students tackle issues including ethical considerations, managing parallel negotiations, controlling emotionally charged situations, and adapting as the interests and goals of the parties change over the course of negotiations.
Participants in the program fulfill a variety of job functions, and theyre not necessarily all senior executives. However, all of them hold positions where they can create significant value for their organizations. While happy to acknowledge that the program could be useful to a vast range 0t executives, Bazerman believes that it will be particularly valuable to people in industries that are going through massive changes due to recent accounting scandals. Bazerman, it seems, is holding the door. open for a wide audience. [462 word]
1. The example of pharmaceutical #panies is give to illustrate ______
A. the necessity to improve their methods to sell drugs
B. the fundamental changes undergone by many industries
C. the new ways to survive designed by pharmaceutical industry
D. the most wrenching changes undergone by pharmaceutical industry
2. The program Changing the Game has been designed to ______
A. help #panies make deals #petitively
B. introduce diverse topics such as online auctions
C. teach #panies new ways to adapt to the changes
D. invent techniques appropriate to various #panies
3. The most important thing participants can learn in Changing the Game is ______
A. how to understand their thought processes regarding negotiation
B. how to #pare rational and intuitive decision-making strategies
C. how to draw on advanced concepts from the emerging disciplines
D. how to adapt to the ever-changing #petitive business environments
4. According to Bazerman, what participants benefit most from Changing the Game is ______
A. the analytical skills learned from simulated negotiations
B. the ability to think about business negotiations more rationally
C. the ability to think about creating and assessing value simultaneously
D. the ability to use the skills learned from the program in their real work
5. It can be inferred from the text that ______
A. Bazerman is confident of the value of the program he takes charge of
B. recent accounting scandals have lead to massive changes to all industries
C. few senior executives are interested in the program Changing the Game
D. Changing the Game is especially useful for inexperienced professionals [NextPage] 难句透析
①Pharmaceutical #panies，[which once sold drugs to the doctors（that dispensed them）]，“switched tO the S0— lution—selling method and”started dealing with health—care #panies.
【结构】方括号所标示的“which once sold…them”是“#panies”的后置定语从句。圆括号所标示的“that dis— pensed them”是“doctors”的后置定语从句。本句的主句有两个并列的谓语动词“switched”和“started”。
【释义】以前医药公司向负责发配药物的医生销售药品，后来转而实行解决方案式销售方法，开始和医疗保健公司合作。
②The program，[-which covers not only dealmaking but also topics（as diverse as online auctions and strategic part— nerships）]，“is for #panies[-that are going through fundamental change in the way（things are done）]，”says Max Bazerman，program chair and professor of business administration at the sch001.
【结构】方括号所标示的“which covers…partnerships”是“program”的后置定语从句。圆括号所标示的形容词短语“as diverse as…partnerships”是“topics”的后置定语。方括号所标示的“that are goin9…done”是“#pa— nies”的后置定语从句。圆括号所标示的“things are done”是“way”的后置定语从句。
【释义】这个项目不仅涵盖了交易而且包括了诸如网上拍卖、战略伙伴关系等多种多样的主题，该院工商管理教授兼项目带头人马科斯·贝泽曼称，这个项目是为那些正在发生根本性改变的公司准备的。
③In“Changing the Game，”participants learn“to understand their thought processes[regarding negotiation]，”to #pare rational and intuitive decision—making strategies，and 3'to identify #mon mistakes-made by even the most experienced professionals].
【结构】用两个逗号和一个“and”连接的三个并列的动词不定式短语用做谓语动词“learn”的宾语。方括号所标示的现在分词短语“regarding negotiation”是“processes”的后置定语。方括号所标示的过去分词短语“made by… professionals”是“mistakes”的后置定语。
【释义】在“改变游戏规则”这个课程项目中，学员学习内容包括：理解谈判的思维过程，把理性的决策策略和直觉的决策策略作比较，识别那些即使是最有经验的专业人员也会犯的常见错误。
④Faculty members also help students tackle issues[-including ethical considerations]，¨managing parallel negotia— tions，“controlling emotionally charged situations，and”adapting[-as the interests and goals of the parties change 0— ver the course of negotiations].
【结构】方括号所标示的现在分词短语“including ethical considerations”是“issues”的后置定语。用两个逗号和一个“and”连接的三个并列的现在分词短语“managing…”，“controllin9…”和“adapting…”用做主句的补充说明状语。方括号所标示的“as the interests and goals…negotiations”是现在分词短语“adaptin9…”中的状语从句。
【释义】教员还帮助学生解决许多问题，其中包括与伦理相关的问题。教员帮助学生组织模拟谈判、控制被感情左右谈判的局面，还有在谈判过程中，当参与方的利益和目标改变时，应随机应变。
⑤While happy to acknowledge[-that the program could be useful tO a vast range of executives]，Bazerman believes[that it will be particularly valuable t0“people in industries（that are going through massive changes due tO recent accounting scandals）].”
【结构】“While happy…”相当于“While Bazerman is happy…”，其中省略了“Bazerman is”。方括号所标示的“that the program…executives”是“acknowledge”的宾语从句。方括号所标示的“that it will be…scandals”是“believes”的宾语从句。圆括号所标示的“that are goin9…scandals”是“industries”的后置定语从句。
【释义】贝泽曼先生乐于承认这个课程项目可能对多类管理人员都相当有益。不过，他认为，该项目对于那些“由于最近的审计丑闻而发生重大变化的行业的从业人员”来说，将格外有价值。[NextPage] 全文翻译
近年来，电讯业、制药业以及航空业都经历了天翻地覆的变化。以前医药公司向负责发配药物的医生销售药品，后来转而实行解决方案式销售方法，开始和医疗保健公司合作。
在以上各个行业中，竞争发生改变，新的规则出台导致新获胜方式的产生。这也是哈佛商学院“竞争规则改变：谈判+竞争决策制定”的前提。这个项目不仅涵盖了交易而且包括了诸如网上拍卖、战略伙伴关系等多种多样的主题，该院工商管理教授兼项目带头人马科斯·贝泽曼称，这个项目是为那些正在发生根本性改变的公司准备的。
贝泽曼称，此项目并不是为新手设定的，大部分参与者都已经参加过一般的谈判项目。在“改变游戏规则”这个课程项目中，学员学习内容包括：理解谈判的思维过程，把理性的决策策略和直觉的决策策略作比较，识别那些即使是最有经验的专业人员也会犯的常见错误。通过聚焦于竞争性环境，这个项目引进了许多新兴领域如行为经济学、行为决策研究以及行为金融学最新的概念。
参与者们将参加突出创造价值与评估价值之间紧张状态的模拟谈判，并要学习如何同时对上述两个方面进行考虑。这些包罗万象的模拟包括前期准备、团队建设、谈判过程、信息反馈以及如何构建更理性考虑谈判的概念结构。之后参与者们在他们对几个大规模谈判案件的评判中应用了该结构。最后，参与者将提炼后的分析技巧应用于自己的公司以及评判过往的谈判。
贝泽曼先生主张：“改变中的竞争”避免了许多管理教育课程中普遍存在的缺陷。他提出，经常会有其他项目的学员抱怨“我听取了许多有趣的东西，但当我一回到公司工作根本就不能将它们付诸实践。”
由于“大部分人拒绝改变”，他补充道，进行这些模拟的目的是“解冻这种行为”，也就是说，参与者通过设置场景来发现他们经常犯而没有意识到的错误。教员还帮助学生解决许多问题，其中包括与伦理相关的问题。教员帮助学生组织模拟谈判、控制被感情左右谈判的局面，还有在谈判过程中，当参与方的利益和目标改变时，应随机应变。
项目的参与者完成了多种工作职能，他们并不必是高级的管理者。然而，他们都担负着为他们的团体创造重大价值的重任。贝泽曼先生乐于承认这个课程项目可能对多类管理人员都相当有益。不过，他认为，该项目对于那些“由于最近的审计丑闻而发生重大变化的行业的从业人员”来说，将格外有价值。看起来贝泽曼正在将这扇门向更多的观众敞开。
超纲词汇
En#pass vt.包括，包含
Disperse vt.分散，分配，传播
faculty n.教职工
Ethical adj.伦理的，道德的
wrench vi.猛扭
Simulate vt.模拟，模仿
Simulation n.模拟，仿真
auction n.拍卖
Premise n.前提
Unfreeze vt.融化，使解冻
soup—to nuts什么都有的
Highlight vt.使显着，突出，强调
Simultaneously adv.同时地
Pitfall n.未料到的危险（或困难），任何不明显的危险
Novice n.新手，初学者
Pharmaceutical n.药品，成药，药物
hone vt.在磨刀石上磨刀
Intuitive adj.直觉的，本能的
参考答案： 1.B 2.C 3.D 4.D 5.A
