中文摘要：隨著社會的不斷變化，國家之間或企業之間的國際貿易越來越重要。在此背景下，商務談判在貿易中成為一種重要的談判手段。在商務談判中，談判團隊起著至關重要的作用。本論文主要討論談判團隊在商務談判中的作用。本論文首先介紹了關于商務談判與談判團隊的具體的背景知識介紹。通過一些基礎的概況以便有更深的對商務談判與談判團隊的了解。然后，去探討怎樣在商務談判中建構談判團隊。主要通過三方面：在談判前，在談判中和在談判后。最后，通過具體的實例分析一個有效率的談判團隊在商務談判中的作用。主要想通過案例來去闡述談判團隊的優點與影響。一個高效率的談判會提高談判進程的速度，但是效率低的談判團隊會阻礙談判的進程。希望通過本論文的探討能對未來國際商務談判中的談判團隊的研究領悟有所借鑒。

關鍵詞：商務談判；談判團隊；影響

Contents

Abstract

中文摘要

I Introduction-1

II The Relative Information of Business Negotiation-2

2.1 The Definition of Business Negotiation-2

2.2 Principles of Business Negotiation-2

2.3 The Characteristics of Business Negotiation-3

III Negotiation Team of Business Negotiation-4

3.1 The Definition of Negotiation Team-4

3.2 The Features of Negotiation Team-4

3.3 The Composition of Negotiation Team-4

3.4 The Advantages of Negotiation Team-5

IV Team Management of Business Negotiation-8

4.1 To Establish an Effective Negotiating Team Before Negotiation-8

4.2 To Play a Good Role During Negotiation-9

4.3 To Conduct a Negotiation Summary After Negotiation-9

V Analyzing the Role of Negotiation Team in Business Negotiation-11

5.1 Case Study of Negotiation Team-11

5.2 The Role of Negotiation Team in Business Negotiation-13

Conclusion-15

References-16

Acknowledgements-17