| Chapter 1 Introduction | 第1-12页 |
| ·Subject and the purpose of the study | 第8页 |
| ·Possible significance of the Study | 第8-10页 |
| ·Methodology and organization of the study | 第10-12页 |
| Chapter 2 Literature Review and Theoretical Framework | 第12-27页 |
| ·Negotiation theory | 第12-14页 |
| ·Personality variables | 第14-15页 |
| ·Culture’s impact on business negotiation | 第15-19页 |
| ·Culture defined | 第16页 |
| ·Hofstede’s cultural dimensions | 第16-18页 |
| ·Hofstede’s cultural dimensions in the academic literature on international business negotiation | 第18-19页 |
| ·Literature on Chinese and Brazilian business negotiation | 第19-21页 |
| ·Theoretic framework of the study | 第21-27页 |
| ·The relationship between cultural dimensions and personality | 第22-23页 |
| ·The relationship between culture and problem solving approach | 第23-24页 |
| ·The relationship between personality and problem solving approach | 第24-27页 |
| Chapter 3 Comparison of the Chinese and Brazilian Personality & Culture and Hypothesis Generation | 第27-35页 |
| ·Comparison of personality | 第27-30页 |
| ·The Chinese personality | 第27-28页 |
| ·The Brazilian personality | 第28页 |
| ·Comparison of propensity to trust and risk of Chinese and Brazilian | 第28-30页 |
| ·Comparison of Cultures with Hofstede’s cultural dimensions | 第30-33页 |
| ·Hypotheses | 第33-35页 |
| Chapter 4 Questionnaire Research | 第35-51页 |
| ·Methodology | 第35-38页 |
| ·Sample and data collection | 第35-36页 |
| ·Questionnaire design | 第36-38页 |
| ·Data analysis | 第38页 |
| ·Results | 第38-46页 |
| ·The correlation between personality variables, partner’s PSA and negotiator’s own PSA | 第38-43页 |
| ·The Chinese sample | 第39-41页 |
| ·The Brazilian Sample | 第41-42页 |
| ·Comparison of the correlated relationships between the Chinese and the Brazilian samples | 第42-43页 |
| ·The comparison of the three independent variables across the two culture groups | 第43-46页 |
| ·Discussion and implications | 第46-51页 |
| ·The differences between Chinese and Brazilian negotiators | 第47-48页 |
| ·Personality and negotiation | 第48-49页 |
| ·The effect of perception of counterpart’s PSA | 第49-51页 |
| Chapter 5 Case Study | 第51-60页 |
| ·Case background description | 第51-53页 |
| ·Case analysis | 第53-60页 |
| ·Trust | 第53-54页 |
| ·Risk | 第54-56页 |
| ·Problem solving approach | 第56-58页 |
| ·Summary | 第58-60页 |
| Chapter 6 Conclusion | 第60-64页 |
| ·Conclusion | 第60-61页 |
| ·Recommendations | 第61-62页 |
| ·Limitations of the research | 第62-64页 |
| Appendix A English version of the questionnaire | 第64-67页 |
| Appendix B Chinese version of the questionnaire | 第67-69页 |
| Bibliography | 第69-72页 |
