| Acknowledgement | 第1-6页 |
| 摘要 | 第6-7页 |
| Abstract | 第7-9页 |
| Chapter 1 Introduction | 第9-13页 |
| ·The Purpose and Subject of the Study | 第9-10页 |
| ·Literature Review | 第10-11页 |
| ·Methodology | 第11页 |
| ·The Structure of the Study | 第11-13页 |
| Chapter 2 Overview of Business Negotiation | 第13-20页 |
| ·Definition of Business Negotiation | 第13-14页 |
| ·Basic Elements of Business Negotiation | 第14-17页 |
| ·Stages of Business Negotiation | 第17-20页 |
| Chapter 3 Cultural Factors of Business Negotiation | 第20-39页 |
| ·Understanding Culture | 第20-24页 |
| ·Cultural Dimensions | 第24-29页 |
| ·Culture Differences between China and the West | 第29-37页 |
| ·General Cultural Influences in Business Negotiation | 第37-39页 |
| Chapter 4 Impacts of Culture Differences on Sino-Western Business Negotiati | 第39-66页 |
| ·Goals and Approaches of Negotiation | 第39-41页 |
| ·Composition of the Negotiating Team | 第41-44页 |
| ·Communication Style | 第44-48页 |
| ·Decision-making Systems | 第48-51页 |
| ·View of Time | 第51-55页 |
| ·Risk-taking Propensity | 第55-57页 |
| ·Conflict Resolution | 第57-61页 |
| ·Form of Agreement | 第61-66页 |
| Chapter 5 Recommendations for Effective Negotiation | 第66-69页 |
| ·Cultivating Cultural Awareness and Sensitivity | 第66-67页 |
| ·Being Prepared Well before Negotiation | 第67-68页 |
| ·Improving Business Communication Skills | 第68-69页 |
| Chapter 6 Conclusion | 第69-72页 |
| ·Conclusion | 第69-70页 |
| ·Limitation | 第70-72页 |
| Bibliography | 第72-75页 |
