| Chapter 1 Introduction | 第1-16页 |
| 1．1 Significance of the study about Central Asian negotiators | 第9-13页 |
| 1．2 Theoretical framework | 第13-14页 |
| 1．3 Three main influential factors in Central Asia | 第14-16页 |
| Chapter 2 Understanding the Complex Culture Traditions from a Historical Perspective | 第16-25页 |
| 2．1 Understanding Central Asian cultures | 第16-18页 |
| 2．2 Central Asian negotiators' paradoxical characteristics | 第18-23页 |
| 2．2．1 Values and beliefs | 第18页 |
| 2．2．2 Negotiating with the Kazak Employer | 第18-23页 |
| 2．3 Arguments for and against ”when in Rome, do as the Romans do” | 第23-25页 |
| Chapter 3 Analyzing the Paradoxical Features of the Negotiators' Mentality | 第25-38页 |
| 3．1 The cause of indirect way and passive-aggressive attitude | 第25-31页 |
| 3．1．1 The indirect way Chinese negotiators encounter in Central Asia | 第25-28页 |
| 3．1．2 Passive-aggressive listening of Central Asian negotiators | 第28-31页 |
| 3．2 Suggested considerations for Chinese-Central Asian negotiations | 第31-38页 |
| 3．2．1 Using active listening and questioning tactics | 第31-33页 |
| 3．2．2 Applying people-centered orientation in business negotiations | 第33-38页 |
| Chapter 4 Understanding Central Asian Negotiators by Business Tactics Use | 第38-48页 |
| 4．1 Business tactics with a high frequency in Central Asian negotiations | 第38-44页 |
| 4．1．1 Timing Concept | 第38-39页 |
| 4．1．2 Excuse Finding | 第39-40页 |
| 4．1．3 Amount tactics | 第40-42页 |
| 4．1．4 Detours tactics | 第42-44页 |
| 4．2 Language tactics in Central Asian business negotiations | 第44-48页 |
| 4．2．1 The Russian language used on the complex multilingual background | 第44-45页 |
| 4．2．2 Language tactics in the multilingual context | 第45-48页 |
| Chapter 5 Conclusion | 第48-53页 |
| Reference | 第53-55页 |
