| Acknowledgements | 第3-4页 |
| Abstract in Chinese | 第4-5页 |
| Abstract in English | 第5页 |
| Part I Introduction | 第7-9页 |
| Part II Culture and Cultural Differences | 第9-14页 |
| 2.1 Definition of Culture | 第9页 |
| 2.2 Components of Culture | 第9-11页 |
| 2.3 Cultural Differences and Their Roots | 第11-14页 |
| Part III An Overview of Business Negotiation | 第14-18页 |
| 3.1 Definition of Business Negotiation | 第14页 |
| 3.2 General Process of Negotiation | 第14-16页 |
| 3.3 Importance of Business Negotiation | 第16-18页 |
| Part IV Impacts of Cultural Differences on West-Eastern Business Negotiation | 第18-36页 |
| 4.1 Factors of Culture that Influence Negotiation | 第18-23页 |
| 4.1.1 Low-context vs. High-context Communication | 第18-19页 |
| 4.1.2 Individualism vs. Collectivism | 第19-20页 |
| 4.1.3 Egalitarianism vs. Hierarchy | 第20-21页 |
| 4.1.4 Results vs. Relationships | 第21页 |
| 4.1.5 Time Orientation | 第21-23页 |
| 4.2 How Negotiation Is Affected | 第23-36页 |
| 4.2.1 Different Understandings of Negotiation | 第23-25页 |
| 4.2.2 Makeup of Negotiation Team | 第25-26页 |
| 4.2.3 Pace of Negotiation Process | 第26-27页 |
| 4.2.4 Non-task Sounding of Negotiation | 第27-29页 |
| 4.2.5 Task-related Exchange of Information | 第29-31页 |
| 4.2.6 Decision-making System | 第31-32页 |
| 4.2.7 Attitude towards Lawyer Used in Negotiation | 第32-34页 |
| 4.2.8 Forms of Agreement | 第34-36页 |
| Part V Recommendations for Effective Negotiation | 第36-39页 |
| 5.1 Understanding Cultural Differences | 第36页 |
| 5.2 Improving Communication Competence | 第36-38页 |
| 5.3 Being Patient | 第38-39页 |
| Part VI Conclusion | 第39-41页 |
| Bibliography | 第41-43页 |
| Declaration | 第43页 |
