| Chapter 1 Introduction | 第1-16页 |
| 1．1 Motivation and Significance of the research | 第9-14页 |
| 1．2 Thesis Structure | 第14-16页 |
| Chapter 2 The Significance of Relationships in Sports Agent Negotiation | 第16-32页 |
| 2．1 Brief Introduction of Sports Agents | 第16-20页 |
| 2．1．1 The Origin of Sports Agents | 第16-18页 |
| 2．1．2 The Business of Sports Agents | 第18-20页 |
| 2．2 Distributive Negotiation vs． Integrative Negotiation | 第20-23页 |
| 2．2．1 Distributive Negotiation: The Win-Lose Negotiation Style | 第20-22页 |
| 2．2．2 Integrative Negotiation: The Win-Win Negotiation Style | 第22-23页 |
| 2．3 The Importance of Relationships in Negotiation | 第23-27页 |
| 2．3．1 Relationship-building is One Part of Negotiation | 第23-24页 |
| 2．3．2 Negotiation Can Lead to Repeat Business | 第24-26页 |
| 2．3．3 Focusing on Long-term Relationships | 第26-27页 |
| 2．4 Relationship-building is Especially Important for Sports Agents | 第27-31页 |
| 2．5 Relationship ≠ Backdoor Connection | 第31-32页 |
| Chapter 3 Bonding and Building Relationships | 第32-43页 |
| 3．1 Bonding Process | 第33-35页 |
| 3．2 Case Study: The Deal of a Lifetime | 第35-38页 |
| 3．3 Case Analysis | 第38-43页 |
| Chapter 4 Relationships in Different Cultures | 第43-62页 |
| 4．1 Case Study: Wong Po and the Rump | 第43-47页 |
| 4．2 Hofstede's Cultural Dimensions | 第47-49页 |
| 4．3 Low-context Orientation vs． High-context Orientation | 第49-53页 |
| 4．4 Results vs． Relationships | 第53-55页 |
| 4．5 Attitudes towards Time | 第55-57页 |
| 4．6 Case Analysis | 第57-62页 |
| Chapter 5 Conclusion | 第62-72页 |
| 5．1 Other Suggestions | 第62-66页 |
| 5．2 Thesis Summary | 第66-67页 |
| 5．3 Conclusion: The Benefit of Long-term Relationships | 第67-68页 |
| 5．4 Suggestions for Further Study | 第68-72页 |
