| ACKNOWLEDGEMENTS | 第1-8页 |
| ABSTRACT | 第8-10页 |
| 中文摘要 | 第10-11页 |
| Table of Contents | 第11-13页 |
| List of Tables and Figures | 第13-14页 |
| CHAPTER Ⅰ INTRODUCTION | 第14-18页 |
| ·Brief Introduction of the Study | 第14-15页 |
| ·Research Purpose | 第15-16页 |
| ·Research Methods | 第16-17页 |
| ·Organization of the Thesis | 第17-18页 |
| CHAPTER Ⅱ LITERATURE REVIEW | 第18-32页 |
| ·Review of the Previous Studies | 第18-29页 |
| ·Previous Studies on Pragmatic Strategies | 第18-27页 |
| ·Previous Studies Abroad | 第18-24页 |
| ·Previous Studies at Home | 第24-27页 |
| ·Previous Studies on International Business Cultures | 第27-29页 |
| ·Previous Research Work in Foreign Countries | 第28-29页 |
| ·Previous Research Work in China | 第29页 |
| ·Critical Comments of Previous Studies and Necessities of the Present Study | 第29-30页 |
| ·Theoretical Framework of the Present Study | 第30-32页 |
| CHAPTER Ⅲ THE APPLICATION OF PRAGMATIC STRATEGIES IN INTERNATIONAL BUSINESS NEGOTIATIONS | 第32-52页 |
| ·Different Views of the Context Theory | 第32-34页 |
| ·The Contexts in International Business Negotiations | 第34-35页 |
| ·The Application of Pragmatic Strategies in International Business Negotiation | 第35-52页 |
| ·Cooperation strategy | 第37页 |
| ·Politeness strategies | 第37-40页 |
| ·Indirect speech act strategy | 第40-41页 |
| ·Don't do the FTA strategy | 第41-43页 |
| ·Euphemism Strategy | 第43-45页 |
| ·Vague Language | 第45-47页 |
| ·Side-stepping strategy | 第47-52页 |
| CHAPTER Ⅳ THE CULTURAL CAUSES OF PRAGMATIC STRATEGIES IN INTERNATIONAL BUSINESS NEGOTIATIONS | 第52-74页 |
| ·The Relationship between Language and Culture | 第52-55页 |
| ·Pragmatic principles and culture | 第55页 |
| ·Culture impacts on international business negotiations | 第55-58页 |
| ·Influences exerted by cultural differences | 第55-56页 |
| ·Consequences caused by culture differences | 第56-58页 |
| ·The Cultural Causes of Pragmatic Strategies in International Business Negotiations | 第58-70页 |
| ·High-Context and Low-Context Cultures | 第59-67页 |
| ·Hierarchical Culture and Egalitarian Culture | 第67-70页 |
| ·The Cultural Causes that Influence International Business Negotiations | 第70-74页 |
| ·Task-driven and Relationship-driven cultures | 第70-72页 |
| ·Monochronic time and Polychronic time cultures | 第72-74页 |
| CHAPTER Ⅴ CONCLUSION | 第74-78页 |
| ·The Research Results and Discussion | 第74-76页 |
| ·Major Findings | 第76页 |
| ·Practical Implications | 第76-77页 |
| ·Limitations of the Study and Suggestions for Further Research | 第77-78页 |
| BIBLIOGRAPHY | 第78-82页 |
| APPENDIX | 第82页 |
