中文摘要：随着社会的不断变化，国家之间或企业之间的国际贸易越来越重要。在此背景下，商务谈判在贸易中成为一种重要的谈判手段。在商务谈判中，谈判团队起着至关重要的作用。本论文主要讨论谈判团队在商务谈判中的作用。本论文首先介绍了关于商务谈判与谈判团队的具体的背景知识介绍。通过一些基础的概况以便有更深的对商务谈判与谈判团队的了解。然后，去探讨怎样在商务谈判中建构谈判团队。主要通过三方面：在谈判前，在谈判中和在谈判后。最后，通过具体的实例分析一个有效率的谈判团队在商务谈判中的作用。主要想通过案例来去阐述谈判团队的优点与影响。一个高效率的谈判会提高谈判进程的速度，但是效率低的谈判团队会阻碍谈判的进程。希望通过本论文的探讨能对未来国际商务谈判中的谈判团队的研究领悟有所借鉴。

关键词：商务谈判；谈判团队；影响

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