| 摘要 | 第4-5页 |
| Abstract | 第5页 |
| Chapter 1 Introduction | 第8-14页 |
| 1.1 Background and Objective of the Thesis | 第8-10页 |
| 1.2 Literature Review | 第10-14页 |
| 1.2.1 Intercultural-Communication Theory | 第10-11页 |
| 1.2.2 Business Negotiation Theory | 第11-14页 |
| Chapter 2 An Overview of Intercultural Business Negotiation | 第14-22页 |
| 2.1 Culture: the Windows of the Mind | 第14-17页 |
| 2.1.1 Understanding Culture | 第14-15页 |
| 2.1.2 Three Features of Culture | 第15-17页 |
| 2.2 Business Negotiation | 第17-22页 |
| 2.2.1 The Phases of Negotiation | 第17-21页 |
| 2.2.2 Win-Lose and Win-Win Outcomes | 第21-22页 |
| Chapter 3 Case Studies of Intercultural Business Negotiation | 第22-38页 |
| 3.1 Case One | 第22-29页 |
| 3.1.1 Chinese People’s Emphasis on Relationships | 第27-28页 |
| 3.1.2 Canadians’Emphasis on Time and Efficiency | 第28页 |
| 3.1.3 Differences in Negotiation Style | 第28-29页 |
| 3.2 Case Two | 第29-38页 |
| 3.2.1 Concern With Business Negotiation | 第35-36页 |
| 3.2.2 Concern With Protocol | 第36-37页 |
| 3.2.3 Complexity of the Use of Language | 第37-38页 |
| Chapter 4 Examinations of Conflicts in Intercultural Business Negotiation | 第38-54页 |
| 4.1 The Differences in Cultural Roots: Chinese and Western Values | 第39-48页 |
| 4.1.1 Chinese Cultural Roots | 第39-44页 |
| 4.1.2 Western Cultural Roots | 第44-48页 |
| 4.2 Cultural Factors Influencing Business Negotiation | 第48-54页 |
| 4.2.1 Low-Context Versus High-Context Communications | 第49-51页 |
| 4.2.2 Individualism Versus Collectivism | 第51-52页 |
| 4.2.3 Outcome Orientation Versus Relationship Orientation | 第52-54页 |
| Chapter 5 Suggestions on Effective Intercultural Negotiation | 第54-58页 |
| 5.1 The Importance of Self-knowledge | 第54页 |
| 5.2 Understanding Cultural Differences | 第54-55页 |
| 5.3 Improving Intercultural Communicative Competence | 第55-56页 |
| 5.4 Tolerance to Differences | 第56-58页 |
| Conclusion | 第58-60页 |
| References | 第60-65页 |
| Acknowledgements | 第65页 |
