| Chapter 1 Introduction | 第1-9页 |
| ·The Purpose and Subject of the Study | 第7-8页 |
| ·The Structure of the Study | 第8-9页 |
| Chapter 2 The Concepts and Theories Concerning Cultural Divergence and Conflict in Intercultural Business Negotiation | 第9-24页 |
| ·Cultural Divergence | 第9-14页 |
| ·Defining Culture and Cultural Value | 第9-10页 |
| ·Literature Review on Cultural Dimensions | 第10-14页 |
| ·Conflict and Conflict Styles | 第14-20页 |
| ·Defining Conflict in Negotiation | 第14页 |
| ·Levels of Conflict and Negotiation | 第14-15页 |
| ·Thomas-Kilmann Conflict Style Mode and Negotiation Modes | 第15-18页 |
| ·Communication, Conflict and Culture | 第18-19页 |
| ·Other Factors Beyond Culture Impact on Conflict Styles | 第19-20页 |
| ·Theoretical Framework and Research Model for this Study | 第20-22页 |
| ·Chapter Summary | 第22-24页 |
| Chapter 3 Cultural Analysis of Conflict Resolution Preferences of American and Chinese Negotiators | 第24-39页 |
| ·The Different Roots of Chinese and American Cultural Values | 第24-27页 |
| ·Collectivism vs. Individualism | 第27-31页 |
| ·Different Attitudes toward Counterpart in Conflicts: In-group vs. Out-group | 第27-28页 |
| ·Different Attributional Tendencies to Conflicts: Situationalism vs. Dispositionalism | 第28-30页 |
| ·Different Concerns about Face | 第30-31页 |
| ·Hierarchy versus Egalitarianism | 第31-32页 |
| ·Different Decision Making Processes: Group Approach vs. Individual Approach | 第31-32页 |
| ·High Context vs. Low Context | 第32-36页 |
| ·Different Approaches to Framing Conflicting Issues: Moralistic vs. Legalistic | 第33-34页 |
| ·Different Information Sharing Strategies: Indirect Communication vs. Direct Communication | 第34-36页 |
| ·Key Judgment Biases in Sino-U.S. Business Negotiations | 第36-38页 |
| ·Chapter Summary | 第38-39页 |
| Chapter 4 Questionnaire Survey and Case Studies | 第39-54页 |
| ·Questionnaire Survey | 第39-45页 |
| ·Case Studies | 第45-54页 |
| Chapter 5 Conclusions and Recommendations for Chinese Negotiators | 第54-58页 |
| ·Conclusions | 第54-55页 |
| ·Limitations | 第55-56页 |
| ·Recommendation for Chinese negotiators | 第56-58页 |
| Appendix 1 Questionnaire (English Version) | 第58-61页 |
| Appendix 2 Questionnaire (Chinese Version) | 第61-64页 |
| Appendix 3 Scoring the Thomas-Kilmann Conflict Mode Instrument | 第64-65页 |
| Bibliography | 第65-67页 |
