| 摘要 | 第1-7页 |
| Abstract | 第7-12页 |
| Chapter One Introduction | 第12-16页 |
| Chapter Two Culture and Business Negotiation | 第16-29页 |
| ·Reasons why culture has the power to influence business negotiation | 第16-23页 |
| ·Definition and features of culture | 第16-17页 |
| ·Conflict: the result of different cultures interacting | 第17-19页 |
| ·Typical culture in China | 第19-21页 |
| ·Confucianism and Buddhism: the origin of Chinese culture | 第19-20页 |
| ·Taoism: another significant cultural influence on China | 第20-21页 |
| ·Typical cultures in America | 第21-23页 |
| ·Christianity, Puritanism: the origin of American culture | 第21-22页 |
| ·Enlightenment in America | 第22-23页 |
| ·Reasons why business negotiation are susceptible to the influence of culture | 第23-29页 |
| ·Nature of business negotiation | 第23-25页 |
| ·The nature of communication | 第23-24页 |
| ·Business negotiation: a special kind of communication | 第24-25页 |
| ·Stages of business negotiation | 第25-29页 |
| Chapter Three Exploring Cultural Influence on Business Negotiation from the Perspective of Hofstede’s idea | 第29-45页 |
| ·Introduction of Hofstede’s three dimensions of culture | 第29-31页 |
| ·The application of the three dimensions in actual Sino-American business negotiation | 第31-45页 |
| ·The influence of individualism and collectivism | 第31-36页 |
| ·Avoiding conflict to save face | 第31-33页 |
| ·Establishing harmonious relationship in pre-negotiation stage | 第33-35页 |
| ·Universalism and particularism | 第35-36页 |
| ·The influence of power distance | 第36-42页 |
| ·The power of the final say in decision-making process | 第36-39页 |
| ·Seeking equivalent in status | 第39-42页 |
| ·The influence of uncertainty avoidance | 第42-45页 |
| Chapter Four Exploring Cultural Influence on Business Negotiation from the Perspective of Edward Hall’s idea | 第45-58页 |
| ·The dimension of time in the business negotiation | 第45-49页 |
| ·Mono-chronic use of time and poly-chronic use of time | 第45页 |
| ·Differences in time arrangement between China and America | 第45-49页 |
| ·Employing time to establish good relationship | 第46-48页 |
| ·Different time patterns in concession-making | 第48页 |
| ·A continuous vs. discontinuous view of time at the end of the negotiation | 第48-49页 |
| ·The dimension of context in the business negotiation | 第49-58页 |
| ·High-context and low-context | 第49-50页 |
| ·High-context’s preference for indirectness and low-context’s preference for directness | 第50-52页 |
| ·High-context’s preference for in-group relationship and low-context’s lacking of such preference | 第52-58页 |
| Chapter Five Conclusion | 第58-64页 |
| ·Suggestions for Sino-American business negotiation | 第58-60页 |
| ·Thesis Summary | 第60-64页 |
| Acknowledgements | 第64-66页 |
| Bibliography | 第66-70页 |
| Publications | 第70页 |
