目录一、背景分析..................................................................................................................................1（一）我方公司（卖方）.......................................................................................................1（二）对方公司（买方）.......................................................................................................1（三）谈判背景......................................................................................................................1葡萄酒采购项目谈判策划书团队成员：郑珣、陈岱如、苏小霞、林伟文苏银连、许燚妍、尹安琪、沈武标代表班级：12级国贸3班二、谈判议题..................................................................................................................................2（一）价格..............................................................................................................................2（二）运输责任....................................................................................................................2（三）付款方式......................................................................................................................2（四）长期合作计划..............................................................................................................2三、谈判团队人员组成..................................................................................................................2（一）台上人员......................................................................................................................2（二）台下人员......................................................................................................................2四、双方利益..................................................................................................................................2（一）拉图酒庄进出口贸易公司...........................................................................................2（二）广州澳海经典贸易有限公司.......................................................................................3五、双方优劣势分析......................................................................................................................3（一）我方优势......................................................................................................................3（二）我方劣势......................................................................................................................7（三）对方优势......................................................................................................................8（四）对方劣势......................................................................................................................9六、谈判目标........................................................................................................................10（一）数量不变....................................................................................................................10（二）数量增加.....................................................................................................................11七、谈判程序及策略.....................................................................................................................11（一）开局..................
