| Acknowledgements | 第1-6页 |
| Abstract | 第6-8页 |
| 摘要 | 第8-12页 |
| Chapter One Introduction | 第12-15页 |
| ·The Significance of the Topic | 第12页 |
| ·The Research Objects and Methodology | 第12-13页 |
| ·The Structure of the Thesis | 第13-15页 |
| Chapter Two Literature Review | 第15-38页 |
| ·The Cultures | 第15-23页 |
| ·The Nature of Culture | 第15-17页 |
| ·Typical Cultures in China: Taoism, Confucianism and Buddhism | 第17-20页 |
| ·Typical Cultures in West: Rationalism, Christianity, Puritanism | 第20-23页 |
| ·The Business Negotiation | 第23-30页 |
| ·The Nature of Negotiation | 第25-26页 |
| ·Major Elements of Negotiation | 第26-27页 |
| ·Phases of Business Negotiation | 第27-30页 |
| ·The Status Quo of Studies at Home and Abroad | 第30-38页 |
| ·Research on Intercultural Communication Abroad | 第30-35页 |
| ·Research on Intercultural Communication in China | 第35-38页 |
| Chapter Three Cultural Influences on Business Negotiation from the Perspective of Hofstede’s Theories | 第38-51页 |
| ·Introduction to Hofstede’s Dimensions of Culture | 第38-40页 |
| ·Application of the Dimensions in Actual Sino-West Business Negotiation | 第40-51页 |
| ·The Influence of Individualism and Collectivism | 第40-45页 |
| ·Establishing Harmonious Relationship or Signing a Contract | 第40-43页 |
| ·Avoiding Style or Facing Directly in Disagreement Resolutions | 第43-44页 |
| ·Fairness and Advantages | 第44-45页 |
| ·The Influence of Power Distance | 第45-48页 |
| ·Composition of the Negotiating Team | 第45-46页 |
| ·The Power of the Final Say in Decision-making Process | 第46-48页 |
| ·Taking Risks or Uncertainty Avoidance | 第48-49页 |
| ·The Influence of Short-term and Long-term Orientation | 第49-51页 |
| Chapter Four Cultural Influences on Business Negotiation from the Perspective of Edward Hall’s Theories | 第51-58页 |
| ·The Context of Culture in the Business Negotiation | 第51-58页 |
| ·The Framework of High-context and Low-context | 第51-53页 |
| ·High-context’s Preference for Covert Message and Low-context’s Preference for Overt Message | 第53-54页 |
| ·High-context’s Preference for In-Group Relationship and Low -context’s Lacking of Such Preference | 第54-55页 |
| ·High-context’s Preference for Poly-chronic Use of Time and Low-context’s Preference for Mono-chronic Use of Time | 第55-58页 |
| Chapter Five Suggestions for Sino-West business negotiation | 第58-61页 |
| ·Cultivating Cultural Awareness and Sensitivity | 第58页 |
| ·Improving Communication Competence | 第58-59页 |
| ·Making Sufficient Preparations | 第59-61页 |
| Chapter Six Conclusion | 第61-63页 |
| Bibliography | 第63-66页 |
