TRẠI HÈ HÙNG VƯƠNG

ĐỀ THI MÔN: ANH VĂN

ĐỀ THI ĐỀ XUẤT KHỐI 11
NĂM 2018
(Đề thi gồm 18 trang) Thời gian làm bài: 180 phút

A. LISTENING (50 points)

Part 1. Complete the passage below. Write NO MORE THAN THREE WORDS for each
answer. (20pts)
Studying geography helps us learn a lot about the effects of different processes on the (1)
________ . Aslo, it informs us about the dynamic between (2) ________and population.
Geography has two main branches. One is the study of its physical features and the other is the
study of human lifestyles and their (3) ________. However, there are more specific study areas
ro consider. These inlcude biophysical, topographic, political, social, economic, historical, (4)
________ and also cartography – the art and science of map-making. Briefly, studying
geography is necessary as it helps us to understand our surroundings and all the (5)
________.So, what do geographers do? The first step is finding data such as conducting
censuses, collecting information in the form of images using (6) ________or satellite
technology. The next step is analysing data, identifying (7) ________ - commonly those of
causes and effects. Then comes the last step, publishing findings to help people get access and
informed by it. This can be done in the form of maps which are easy to carry and can show
physical features of large and small areas. However, a two-dimensional map will always have
some (8) ________. Another way is using aerial photos, which can show areas of (9)
________, traffic density or ocean floor. Last but not least, there are Lansat pictures sent to
receiving stations used for monitoring (10) ________conditions, for example.
Your answers:
1. 2. 3. 4. 5.
6. 7. 8. 9. 10.
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Part 2. Listen to a talk between Paul and Kira and answer the following questions. Use NO
MORE THAN THREE WORDS AND/OR A NUMBER for each answer. (10 pts)
1. How did the students do their practical sessions?
………………………………………………………………
2. In the second semester how often did Kira work in a hospital?
………………………………………………………………
3. How much full-time work did Kira do during the year?
………………………………………………………………
4. Having completed the year, how does Kira feel?
………………………………………………………………
5. In addition to the language, what do overseas students need to become familiar with?
………………………………………………………………
Your answers:
1. 2. 3. 4. 5.

Part 3. You will hear a conversation between two friends. Listen carefully and decide the
following statements are TRUE, FALSE or NOT GIVEN according to what you hear.
(10pts)
1. Andy is writing an essay about different ancient civilizations.
2. The land where Aztecs used to live is now part of the USA.
3. It was very important for a boy to know how to fight well.
4. Wendy thinks it was a shame not all girls went to school.
5. The king didn’t make important decisions all by himself.
Your answers:
1. 2. 3. 4. 5.

Part 4. You will hear a psychologist being interviewed about friendship. Choose the answer
(A, B, C or D) that fits best according to what you hear. (10 pts)

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1. From three to five years old, children ___________________
A. are happy to play alone.
B. prefer to be with their family.
C. have rather selfish relationships.
D. have little idea of ownership.
2. From age five to eight or ten, children ___________________
A. change their friends more often.
B. decide who they want to be friends with.
C. admire people who don’t keep to rules.
D. learn to be tolerant of their friends.
3. According to Sarah Browne, adolescent ___________________
A. may be closer to their friends than to their parents.
B. develop an interest in friends of the opposite sex.
C. choose friends with similar personalities to themselves.
D. want friends who are dependable.
4. Young married people ___________________
A. tend to focus on their children.
B. often lose touch with their friends.
C. make close friends less easily.
D. need fewer friends than single people.
5. In middle or old age people generally prefer ___________________
A. to say in touch with old friends.
B. to see younger friends more often.
C. to have friends who live nearby.
D. to spend more time with their friends.
Your answers:
1. 2. 3. 4. 5.
B. LEXICO-GRAMMAR (40 points)

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Part 1. Choose the word or phrase (A, B, C or D) which best completes each sentence. (20
pts)
1. The woman was ____________from hospital yesterday only a week after her operation.
A. ejected B. expelled C. evicted D. discharged
2. ____________further rioting to occur, the governement would be forced to use its
emergency powers.
A. Should B. Did C. Were D. Had
3. Unfortunately, our local cinema is on the____________of closing down.
A. verge B. hint C. edge D. threat
4. All courses at the college are offered on a full-time basis unless____________indicated.
A. further B. otherwise C. below D. differently
5. Your argument ____________that Britain is still a great power, this is no longer the case.
A. outlines B. presupposes C. concerns D. presents
6. The construction of the new road is____________winning the support of local residents.
A. thanks to B. reliant on C. dependent on D. responsible to
7. Although he didn’t actually say he wanted a radio for his birthday he did
____________pretty strongly.
A. imply B. suggest C. mention D. hint
8. Because of cutbacks in council spending, plans for the new swimming pool had to be
____________.
A. stockpiled B. overthrown C. shelved D. disrupted
9. Don’t let that old rascal take you____________with his clever talk – none of it is true.
A. along B. in C. about D. down
10. People living abroad are not ____________to enter for his competition.
A. enabled B. permission C. capable D. eligible
11. When attacked by his opponents, the general ________ with a strong justification for his
policy.
A. hit back B. struck up C. leapt up D. pushed forward

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12. Activities in the department store were _______ by animal rights activists protesting
against the sale of fur coats.
A. disorientated B. disrupted C. deranged D. disturbed
13. In terms of protocol, the President takes ________ over all others in the country.
A. priority B. the lead C. precedence D. the head
14. I recommend that you ______ out the information for the courses online. You’ll find
everything you need there.
A. checking B. to check C. check D. for checking
15. You’ll be pleased to know that you are _____ for a scholarship if you wish to apply.
A. entitled B. eligible C. appropriate D. particular
16. It never _____ my mind that he was lying to me.
A. crossed B. racked C. took D. put
17. The children’s diet was _____ in Vitamin C, which has caused a lot of problems.
A. absent B. faulty C. deficient D. missing
18. Don’t thank me for helping in the garden. It was _____ pleasure to be working out of doors
A. plain B. mere C. simple D. sheer
19. My sunburnt nose made me feel rather_____ for the first few days of the holiday.
A. self-effacing B. self-centred C. self- concious D. self-evident
20. He’s a nice guy, always already to do somebody a good___________.
A. present B. play C. turn D. pleasure
Your answers
1. 2. 3. 4. 5. 6. 7. 8. 9. 10.
11. 12. 13. 14. 15. 16. 17. 18. 19. 20.

Part 2. Complete the following text with the correct forms of the words given in the
brackets. (10 pts)
1. I was surprised by the _____ of the occasion. All the men wore dark suits and ties.
(FORMAL)
2. It is _______to write by hand instead of using a computer. (EFFICIENCY)

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3. The unresponsive audience made the lecturer somewhat _______. What a shame! (HEART)
4. The tourists were impressed by the _______of the jewellery in the museum. (SPLENDID)
5. Any opposition to the rules is _______. (TOLERATE)
6. Small children are very _______in their behaviour. They just copy what they see.
(IMITATE)
7. There was a sudden _______of clapping and cheering as he rose to receive the Nobel Peace
Prize. (BURST)
8. Crimes of violence were _______rare until a few years ago. (COMPARE)
9. He’s just received _______payments for the contract broken. (COMPENSATE)
10. He works for a(n) _______company for investment. (ADVISE)
Your answers:
1. 2. 3. 4. 5.
6. 7. 8. 9. 10.

Part 3: Identify 10 errors in the following passage and correct them. (10 pts)
1 Simply be bilingual does not qualify anyone to interpreting. Interpreting does not
2 merely a mechanical process of converting one sentence in language A into a same
3 sentence in language B. Rather, it is a complex art in that thoughts and idioms which
4 have no obvious analogues from tongue to tongue or words which have multiple
5 meanings – must quickly be transformed in many a way that the message is clearly
6 and accurately expressing to the listener.
7 There are two kinds of interpreters, simultaneous and consecutive, each requires
8 separate talents. The former, sitting in an isolated booth, usually at a large
9 multilingual conference, speaks to listeners wearing headphones, interpreting that a
10 foreign language speaker says as he says it – actually a sentence afterwards.
11 Consecutive interpreters are the one most international negotiators use. They are
12 mainly employed for smaller meetings without sound booths, headphones, and
13 another high-tech gear.
Your answers:

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 Number Line Mistake Correction
1.
2.
3.
4.
5
6
7
8
9
10

C. READING (50 points)

Part 1. Read the following passage and decide which answer (A, B, C, or D) best fits each
gap. (10 pts)
It only requires the completion of the reconstruction of the human genetic map for a
whole host of hereditary disease to be (1) ………... Originally, it was forecast that the venture
would take until the beginning of the 21st century to be accomplished. At present, it is clear
that the task can be finished much earlier. Hundreds of scholars have gone to (2) ………... to
help (3) ………... the mystery of the human genetic structure with an ardent hope for (4)
………... mankind from disorders such as cancer, cystic fibrosis or arthritis.
The progress in this incredible undertaking is (5) ………... by an accurate interpretation
of the information contained in the chromosomes forming the trillions of the cells in the
human body. Locating and characterizing every single gene may (6) ………... an implausible
assignment, but very considerable (7) ………... has already been made. What we know by
now is that the hereditary code is assembled in DNA, some parts of which may be diseased
and (8) ………... to the uncontrollable transmission of the damaged code from parents to their
children.
Whereas work at the completion of the human genome may last for a few years more,
notions like gene therapy or genetic engineering don't (9) ………... much surprise any longer.
Their potential application has already been examined in the effective struggle against many
viruses or in the genetic treatment of blood disorders. The hopes are, then, that hundreds of
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maladies that humanity is (10) ………... with at the present might eventually cease to exist in
the not too distant future.
1. A. terminated B. interfered C. eradicated D. disrupted
2. A. maximum B. utmost C. supreme D. extremes
3. A. dissolve B. interrogate C. respond D. unravel
4. A. liberating B. surviving C. insulating D. averting
5. A. dependent B. reliant C. qualified D. conditioned
6. A. sound B. hear C. voice D. perceive
7. A. headline B. heading C. headway D. headship
8. A. amiable B. conceivable C. evocative D. conducive
9. A. evoke B. institute C. discharge D. encourage
10. A. aggravated B. teased C. persecuted D. plagued
Your answers:
1. 2. 3. 4. 5.
6. 7. 8. 9. 10.

Part 2: Read the text below and think of the word which best fits each space. Use only
one word in each space. (10pts)
BICYCLE SAFETY
Having to obey rules and regulations when riding a bike is (0) __one__ of the first
experiences children have of the idea of obeying the law. However, a large number of children
are left to learn the rules by trial and (1) ______, instead of being guided by experienced (2)
_______. Every year, hundreds of children visit the doctor or the hospital casualty department
(3) ______ crashing on their bikes. This could be easily prevented by (4) _______ them the
basics of bicycle safety. Ideally, children should be allowed to ride only in safe places, such as
parks and cycle tracks. When this is not possible, and they are permitted to go on the (5)
______, it is important to teach them some basic safety principles.
First, they ought to learn and obey the rules of the road, which (6) _______ traffic signs,
signals and road markings. Second, they should always wear a helmet. Studies have shown
that wearing bicycle helmets can (7) ______ head injuries by up to 85 per cent. In many
places, helmets are required by law, particularly (8) _______ children. Finally, children should

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be made to understand (9) _______ importance of riding in areas that are brightly lit and of
wearing clothes that make (10) _______ clearly visible on the road.
Your answers:
1. 2. 3. 4. 5.
6. 7. 8. 9. 10.

Part 3. Read the following passage and answer the questions that follow. (10 pts)
Travel journalist Richard Madden reports on his first trip with a camera crew.
It was books that first captured my imagination about faraway places. TV travelogues
always seemed the poor relation to the classic written accounts, although of course the pictures
were rather better. And then there was the issue of authenticity. All those pretentious theatrical
types dying of thirst in the desert, as if we didn't realise there was a camera crew on hand to
cater for their every need. These days programme-makers know that the audience is more
sophisticated and the presence of the camera is acknowledged. But can a journey with filming
equipment ever be anything other than a cleverly constructed fiction?
I recently got the chance to find out, when I was asked to present two one-hour
programmes for an adventure travel series. The project was the brainchild of the production
company Trans-Atlantic Films, which wanted the series presented by writers and adventurers,
as well as TV professionals. My sole qualification was as a journalist specialising in
'adventure' travel. However, I was thought to have 'on-screen' potential
The first programme was filmed in Costa Rica. Within 24 hours of my arrival, I realised
that this was going to be very different from my usual 'one man and his laptop' expeditions.
For a start, there were five of us - director, cameraman, sound recordist, producer and
presenter. And then there was the small matter of £100,000 worth of equipment. I soon
realised that the director, Peter Macpherson, was a vastly experienced adventure film-maker.
In his case, the term 'adventure' meant precisely that 'Made a film with X,' he would say
(normally a famous mountaineer or skier), before describing a death-defying sequence at the
top of a glacier in Alaska or hang-gliding off the Angel Falls in Venezuela. Invariably, these

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reminiscences would end with the words: 'Had a great deal of respect for X. Dead now,
sadly...'
Part of the brief for the series was to put the presenter in unusual situations and see how
he or she coped. One such sequence was the night we spent in the rainforest canopy near the
Rincón de la Vieja National Park in Guanacaste province. I don't have a head for heights and
would make a poor rock-climber, so my distress is real enough as the camera catches me
dangling on a rope some 30 metres up, well short of the canopy platform.
Ironically, it was the presence of the camera, looking down on me from above, that gave
me the impetus for the final push to the top. By this time, I'd learnt how 'sequences' were cut
together and realised that one last effort was required. I had to struggle to stay coherent while
the camera swooped within a few millimetres of my face for my reaction. In the end, it was a
magical experience, heightened all the more by the sounds of the forest - a family of howler
monkeys in a nearby tree, amplified through the sound recordist's headphones.
Learning how to establish a rapport with the camera is vital and it took me a while to
think of it as a friend rather than a judge and jury. The most intimidating moments were when
Peter strolled up to me, saying that the light would only be right for another 10 minutes, and
that he needed a 'link' from one sequence to another. The brief was simple. It needed to be 30
seconds long, sum up my feelings, be informative, well-structured and, most important of all,
riveting to watch. 'Ready to go in about five minutes?' he would say breezily.
I soon discovered that the effect of the camera on what was going on around us was far
less intrusive than I had imagined. After a first flurry of curiosity, people usually lost interest
and let us get on with our job. We were also flexible enough to be spontaneous. Our trip
coincided with an 80 per cent solar eclipse, a rare event anywhere in the world. We were in a
village called Santa Elena and captured the whole event on camera. The carnival atmosphere
was infectious and made a welcome addition to our shooting schedule.
1. One thing the writer used to dislike about travel programmes on TV was
A. the repetitive nature of many of them.
B. the dull images that they frequently contained.
C. their lack of respect for the intelligence of the viewers.
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D. their tendency to copy the style of famous written accounts.
2. What reason is given for the writer becoming involved in making TV travel
programmes?
A. Other people's belief that he might be suited to appearing on them.
B. His own desire to discover whether it was possible to make good ones.
C. His own belief that it was natural for him to move from journalism to TV.
D. A shortage of writers and adventurers willing to take part in them.
3. Shortly after arriving in Costa Rica, the writer became aware that
A. the director had a reputation that was undeserved.
B. he would probably dislike working as part of a team rather than alone.
C. he would probably get on well with the director personally.
D. his role in the filming would be likely to involve real danger.
4. The writer uses the sequence filmed in the National Park as an example of...
A. something he had been worried about before any filming started.
B. the sort of challenge that presenters were intended to face in the series.
C. something he was expected to be unable to deal with.
D. the technical difficulties involved in making films in certain places.
5. The word “impetus” in the passage is closest in meaning to _______.
A. stimulus B. hope C. disappointment D. argument
6. What does the writer say about the last part of the sequence in the National Park?
A. It taught him a lot about the technical aspects of film-making.
B. He was encouraged to complete it when he looked up at the camera.
C. It changed his whole attitude towards doing dangerous things.
D. He was unable to say anything that made sense at this time.
7. The word “intimidating” in the passage is closest in meaning to ______.
A. satisfying B. thrilling C. thriving D. frightening
8. In paragraph 6 the writer says that he found it particularly difficult to
A. understand what was required of him for a 'link'.
B. change things he was going to do at very short notice.
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C. accept certain advice given to him about presenting a film.
D. meet certain demands the director made on him.
9. The word “intrusive” in the passage is closest in meaning to ______.
A. annoying B. disappointing C. hilarious D. unanimous
10. What does the writer use the experience in Santa Elena as an example of?
A. Something they filmed although they had not planned to.
B. The friendly way in which they were treated by the local people. 
C. Something they did purely for their own enjoyment.
D. The kind of thing that viewers like to see in travel films.
Your answers:
1. 2. 3. 4. 5.
6. 7. 8. 9. 10.

Part 4. Read the passage below and choose the correct heading for paragraph A-E from
the list of headings below. (20 pts)
List of Headings Question 1-5

i How Serious Deforestation Is 1. Paragraph A

ii Why Deforestation Happens
iii Deforestation and Biodiversity 2. Paragraph B
iv The Rate of Deforestation
v How Deforestation Happens 3. Paragraph C
vi Deforestation and the Global Carbon Cycle
vii Industrialisation and Deforestation 4. Paragraph D
viii What Is the Solution to It?
5. Paragraph E
DEFORESTATION OF TROPICAL RAINFORESTS
Throughout the tropics, rainforests are being cut down. By different methods for different
reasons, people in tropical regions of the world are cutting down, burning, or otherwise

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damaging forests. The process in which a forest it cut down, burned or damaged is called
‘deforestation’. Global alarm had risen because of the destruction of tropical rainforests. Not
only are we losing beautiful areas, but the loss also strikes deeper. Extinction of many species
and changes in our global climate are effects of deforestation. If the world continues the
current rate of deforestation, the world’s rainforests will be gone within 100 years – causing
unknown effects to the global climate and the elimination of the majority of plant and animal
species on the planet.
A. Deforestation occurs in many ways. The majority of rainforests cut down are cleared for
agricultural use – grazing of cattle, planting of crops. Poor farmers chop down a small area
(typically a few acres) and burn the tree trunks, a process called ‘Slash and Burn’ agriculture.
Intensive, or modern, agriculture occurs on a much larger scale, sometimes deforesting several
square miles at a time. Large cattle pastures often replace rainforests to grow beef for the
world market. Commercial logging is another common form of deforestation, cutting trees for
sale as timber or pulp. Logging can occur selectively – where only the economically valuable
species are cut – or by clear cutting, where all trees are cut. Commercial logging uses heavy
machinery, such as bulldozers, road graders, and log skidders, to remove cut trees and build
roads. The heavy machinery is as damaging to a forest as the chainsaws are to the trees. There
are other ways in which deforestation happens, such as the building of towns and flooding
caused by construction of dams. These represent only a very small fraction of total
deforestation.
B. The actual rate of deforestation is difficult to determine and has been the focus of NASA-
funded scientists for many years. NASA’s projects to study the deforestation of tropical forests
are conducted by analyzing Satellite Imagery (pictures taken by satellites in space) to view
areas of forest that have been cleared. There are both patches of deforestation and a ‘fishbone’
of deforestation along roads. Forest fragments are isolated forest pieces left by deforestation,
where the plants and animals are cut off from the larger forest areas. Regrowth – also called
secondary forest – is abandoned farmland or timber cuts that are growing back to become
forest. The majority of the picture is undisturbed or ‘primary’ forest, with a network of rivers
draining it. The most recent figures by the Food and Agriculture Organisation (FAO) estimate
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tropical deforestation (rainforests and other tropical forests) at 53,000 square miles per year
during the 1980s. Of this, they estimate that 21,000 square miles were deforested annually in
South America, most of this in the Amazon Basin. Based on these estimates, each year an area
of tropical forest large enough to cover North Carolina is deforested. Each year! The rate of
deforestation varies from region to region. Our research showed that in the Brazilian Amazon,
the rate of deforestation was around 6,200 square miles per year from 1978–1986, but fell to
4,800 sq. miles per year from 1986–1993. By 1998, 6% of the Brazilian Amazon has been cut
down (90,000 square miles, about the area of New England). However, due to the isolation of
fragments and the increase in forest-clearing boundaries, a total of 16.5% of the forest
(230,000 square miles, nearly the size of Texas) was affected by deforestation. NASA-funded
scientists are currently analysing rates of deforestation for the current decade, as well as
studying how deforestation changes from year to year. The much smaller region of Southeast
Asia (Cambodia, Indonesia, Laos, Malaysia, Myanmar, Thailand and Vietnam) lost nearly as
much forest per year from the mid-1970s to the mid-1980s, with 4,800square miles per year
converted to agriculture or cut for timber.
C. The cause of deforestation is a very complex subject. A competitive global economy forces
the need for money in poorer tropical countries. At the national level, the governments sell
logging concessions to raise money for projects, to pay international debt, or to develop
industry. Brazil had an international debt of $159billion in 1995, on which it must make
payments each year. The logging companies seek to harvest the forest and make profit from
the sales of valuable hardwoods (such as mahogany) and pulp. Deforestation by a peasant
farmer is often done to raise crops for self-subsistence, and is driven by the basic human need
for food. Most tropical countries are very poor by U.S. standards, and farming is a basic way
of life for a large part of the population. In Brazil, for example, the average annual earnings of
a single person in is US $5400, compared to $26,980 per person in the United States (World
Bank, 1998). In Bolivia, which holds part of the Amazon rainforest, the average earnings per
person is $800. Farmers in these countries do not have the money to buy necessities and must
raise crops for food and to sell.

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D. Carbon dioxide (CO2) is the major gas involved in the greenhouse effect, which causes
global warming. All the things that produce CO2 (like a car burning gas) and the things that
consume CO2 (growing plants) are involved in the ‘Global Carbon Cycle’. Tropical forests
hold an immense amount of carbon, which joins with oxygen to form CO2. The plants and soil
of tropical forests hold 460–575 billion metric tons of carbon worldwide (McKane et al. 1995).
Each acre of tropical forest stores about 180 metric tons of carbon. Deforestation increases the
amount of CO2 and other trace gases in the atmosphere. When a forest is cut and replaced by
cropland and pastures, the carbon that was stored in the tree trunks (wood is about 50%carbon)
joins with oxygen and is released into the atmosphere as CO2. The loss of forests has a great
effect on the global carbon cycle. From 1850 to 1990, deforestation worldwide (including in
the United States) released 122 billion metric tons of carbon into the atmosphere, with the
current rate being between1.6 billion metric tons per year (Skole et al. 1998). In comparison,
all of the fossil fuels (coal, oil, and gas) burnt during a year release about 6 billion tons per
year. Releasing CO2 into the atmosphere increases the greenhouse effect, and may raise global
temperatures. The role of fossil fuel burning in cars and industry is well known, but tropical
deforestation releases about 25% of the amount released by fossil fuel burning. Tropical
deforestation, therefore, contributes a significant part of the increasing CO2 in the atmosphere.
E. Worldwide, there are between 5 to 80 million species of plants and animals, which make up
the ‘biodiversity’ of planet Earth (Lawton and May 1995). Most scientists believe the number
of species to be between 10 and 30 million. Tropical rainforests – covering only 7% of the
total dry surface of the Earth –hold over half of all of these species (Lovejoy 1997). Of the
tens of millions of species believed to be on Earth, scientists have only given names to about
1.5 million of them (Stork 1997). Even fewer of the species have been studied in depth. Many
of the rainforest plants and animals can only be found in small areas, because they require a
special habitat to live. This makes them very vulnerable to deforestation. If their habitats are
cut down, they may go extinct. Every day species are disappearing from the tropical
rainforests as they are cut. We do not know the exact rate of extinction, but estimates range
from one to137 species disappearing worldwide per day (Stork 1996, Rainforest Action
Network 1998). The loss of species will have a great impact on the planet. For humans, we are
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losing organisms that might have us how to prevent cancer or cure AIDS. Other organisms are
losing species they depend upon, and thus face extinction themselves.
Question 6-10: Complete the sentences, using NO MORE THAN THREE WORDS taken
from the passage.
6. The process in which a forest is cut down, burned or damaged is called _______.
7. Extinction of many species and changes in our global climate are _______.
8. The majority of rainforests cut down is cleared for _______.
9. The _______ has been the focus of NASA-funded scientists.
10. Releasing CO2 into the atmosphere increases the greenhouse effect, and _______ may rise.
Your answers:

1. 2. 3. 4. 5.
6. 7. 8. 9. 10.
D. WRITING (60 pts)
Part 1. Summarizing an extract (10 pts)
Read the following text on “win-win negotiation” and use your own words to summarize it.
Your summary should be between 120 and 140 words long. You MUST NOT copy the
original.
A win-win negotiation is concluded when both parties gain something of value in
exchange for making concessions. Although the balance of power may change during the
negotiation process, negotiators on both sides must remain open to options that will ultimately
allow for a fair exchange. To achieve a resolution that benefits both parties, everyone involved
must be willing to listen carefully to each other’s concerns. To arrive at a conclusion that is
good for everyone, negotiators must reveal what they value and what they don’t value. Good
negotiators look for something that their side does not value but to which the other side assigns
a high value. By offering it, they lose nothing, but the other side gains something, thereby
feeling more disposed to concede something that the other side perceives as valuable. In
addition to listening for ways to help the other side, everyone has to be aware of the limitations
that both sides may bring to the table. There are some options that cannot be explored because

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they are not possible for one of the parties. For example, a price that does not allow a profit
margin for the company that manufactures it is not a point of negotiation, unless the other side
can offer a way to increase profits or productivity. If that isn’t possible, then perhaps a service
that saves the buyer money might be a way to balance the firm pricing structure of the goods.
A win-win negotiation allows both parties to feel that they made a good deal, but
another positive outcome is the way that the people involved feel about each other. In
traditional bargaining, people on opposite sides of a negotiation tend to view each other as
adversaries, a relationship that is often difficult to change after the negotiation has ended and
the collaboration is supposed to begin. In a win-win setting, the parties approach the
negotiation as colleagues who want to support each other’s success. When the deal has been
made and the collaboration begins, the people involved are already committed to working
together for their mutual benefit.

Part 2. Describing graph(s) (20 pts) 

The table below shows the percentage of different-aged cars in four countries. Write a
report of about 150 words for a university lecturer describing the information shown below:

New to 3 4-5 years 5-8 years 9-12 years 13 years or

years more
New Zealand 26 32 34 6 2

Japan 79 16 3 1 1
USA 39 24 21 11 5
Britain 35 36 24 2 3

Part 3. Essay writing (30 pts)

It is generally believed that some people are born with certain talents, for instance for
sport or music and others are not. However, it is sometimes claimed that any child can be
taught to become a good sports person or musician. Which one do you prefer?
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Give reasons for your answer and include any relevant examples from your own knowledge
and experience. Write at least 250 words.

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