| 摘要 | 第5-6页 |
| Abstract | 第6页 |
| Chapter One Introduction | 第9-12页 |
| 1.1 The Research Background of the Study | 第9-10页 |
| 1.2 The Purpose of the Study | 第10页 |
| 1.3 The Organization of the Thesis | 第10-12页 |
| Chapter Two Literature Review and the Theoretical Framework | 第12-34页 |
| 2.1 Previous Study on Intercultural Business Negotiation | 第12-23页 |
| 2.1.1 Studies on the Process of Intercultural Business Negotiation | 第12-15页 |
| 2.1.2 Studies on Cultural Influence on Intercultural Business Negotiation | 第15-16页 |
| 2.1.3 Studies on Chinese Characteristics of Intercultural Business Negotiation | 第16-21页 |
| 2.1.4 Studies on German Characteristics of Intercultural Business Negotiation | 第21-23页 |
| 2.2 Theoretical Framework of Cultural Values of Intercultural Business Negotiation | 第23-29页 |
| 2.2.1 Hofstede's Cultural Dimensions Theory | 第23-25页 |
| 2.2.2 Edward T.Hall's Low-and-High Context Culture Theory | 第25-28页 |
| 2.2.3 Ting-Toomey's Face-Negotiation Theory | 第28-29页 |
| 2.3 Research on the Intercultural Business Negotiation Style | 第29-32页 |
| 2.3.1 Studies on Intercultural Business Negotiation Variables | 第29-30页 |
| 2.3.2 Stephen E.Weiss's Intercultural Business Negotiation Variables | 第30-32页 |
| 2.4 Summary of the Chapter | 第32-34页 |
| Chapter Three Case Study A:A Successful Sino-German BusinessNegotiation | 第34-67页 |
| 3.1 Methodology of the Case Study | 第34页 |
| 3.2 Material of the Case Study | 第34-38页 |
| 3.2.1 The Chinese and German Participants | 第34-35页 |
| 3.2.2 Synopsis of the Case | 第35-38页 |
| 3.3 Qualitative Study of the Case | 第38-56页 |
| 3.3.1 Analysis of Intercultural Differences from Cultural Dimension Perspective | 第38-43页 |
| 3.3.1.1 Individualism and Collectivism | 第38-39页 |
| 3.3.1.2 Power Distance | 第39-41页 |
| 3.3.1.3 Uncertainty Avoidance | 第41-42页 |
| 3.3.1.4 Long-Term and Short-Term Orientation | 第42-43页 |
| 3.3.2 Analysis of Intercultural Differences from Cultural Context Perspective | 第43-46页 |
| 3.3.2.1 Low-Context Culture V.S. High-Context Culture | 第43-44页 |
| 3.3.2.2 Face Concern | 第44-46页 |
| 3.3.3 Analysis of Intercultural Differences from Business Negotiation Variables Perspective | 第46-56页 |
| 3.3.3.1 Most Significant Type of Issue | 第46-47页 |
| 3.3.3.2 Selection of Negotiators | 第47-48页 |
| 3.3.3.3 Decision-Making In Group | 第48-49页 |
| 3.3.3.4 Orientation toward Time | 第49-51页 |
| 3.3.3.5 Risk-Taking Propensity | 第51-52页 |
| 3.3.3.6 Bases of Trust | 第52页 |
| 3.3.3.7 Communication Complexity | 第52-54页 |
| 3.3.3.8 Concern with Protocol | 第54-55页 |
| 3.3.3.9 Nature of Persuasion | 第55-56页 |
| 3.4 Quantitative Study of the Case | 第56-62页 |
| 3.4.1 Composition | 第57-58页 |
| 3.4.2 Questionnaire | 第58页 |
| 3.4.3 Results of the Questionnaire | 第58-62页 |
| 3.5 Summary of the Case Study | 第62-67页 |
| Chapter Four Case Study B:An Unsuccessful Sino-German BusinessNegotiation | 第67-79页 |
| 4.1 Methodology of the Case Study | 第67页 |
| 4.2 Material of the Case Study | 第67-70页 |
| 4.2.1 The Chinese and German Participants | 第67-68页 |
| 4.2.2 Synopsis of the Case | 第68-70页 |
| 4.3 Qualitative Analysis of the Case | 第70-75页 |
| 4.3.1 Analysis of Intercultural Differences from Cultural Context Perspective | 第70-71页 |
| 4.3.2 Analysis of Intercultural Differences from Face-Negotiation Perspective | 第71-72页 |
| 4.3.3 Analysis of Intercultural Differences from Business Negotiation Variables Perspective | 第72-75页 |
| 4.3.3.1 Most Significant Type of Issue | 第72-73页 |
| 4.3.3.2 Form of Agreement | 第73-75页 |
| 4.4 Quantitative Study of the Case | 第75-77页 |
| 4.4.1 Composition | 第75-76页 |
| 4.4.2 Questionnaire | 第76页 |
| 4.4.3 Results of the Questionnaire | 第76-77页 |
| 4.5 Summary of the Case Study | 第77-79页 |
| Chapter Five Conclusion | 第79-82页 |
| 5.1 General Conclusion | 第79-80页 |
| 5.2 Limitations of the study | 第80-81页 |
| 5.3 Suggestions for further study | 第81-82页 |
| Reference | 第82-86页 |
| Acknowledgements | 第86-87页 |
| Appendix | 第87页 |
