| Chapter 1 Introduction | 第1-12页 |
| ·Motivation and Significance of the Research | 第8-10页 |
| ·Methodology | 第10-11页 |
| ·Thesis Structure | 第11-12页 |
| Chapter 2 Literature Review | 第12-35页 |
| ·Cross-cultural Communication Theory | 第12-16页 |
| ·Definition of Culture | 第12-14页 |
| ·Culture Structure | 第14-16页 |
| ·Cross-cultural Communicationand Communication Failure | 第16-19页 |
| ·Cultural explanationsfor Negotiation Failures | 第19-26页 |
| ·Hofstede’s Cultural Dimensions | 第19-22页 |
| ·Hall’s High-contextand Low-context Orientation | 第22-24页 |
| ·Sequential or Synchronic Use of Time | 第24-25页 |
| ·Assertiveness and Interpersonal Harmony | 第25-26页 |
| ·Core Factors of Chinese and American Culture | 第26-30页 |
| ·Core Factors of Chinese Culture | 第26-29页 |
| ·Core Factors of American Culture | 第29-30页 |
| ·Negotiation Theory | 第30-35页 |
| ·What is Negotiation?24 | 第31-32页 |
| ·Negotiation Phases | 第32-35页 |
| Chapter 3 Case Analysis of Communication Failures | 第35-62页 |
| ·Communication Failures in Pre-negotiation phase | 第35-43页 |
| ·Establishing a Personal Relationship | 第35-39页 |
| ·Different Time Concepts | 第39-43页 |
| ·Communication Failuresin Face-to-face Negotiation Process | 第43-57页 |
| ·Attitudes to Confrontations | 第44-49页 |
| ·Power Influence | 第49-53页 |
| ·People Orientation and Problem Orientation | 第53-57页 |
| ·Communication Failuresin the Post-negotiation Phase | 第57-62页 |
| Chapter 4 Conclusions | 第62-70页 |
| ·Thesis Summary | 第62-64页 |
| ·Implications | 第64-65页 |
| ·Suggestions for Sino-U.S. Business Negotiation | 第65-68页 |
| ·Limits of This Researchand Suggestions for Further Study | 第68-70页 |
| Bibliography | 第70-73页 |
