| INTRODUCTION | 第1-7页 |
| PART ONE THEORETICAL ANALYSIS | 第7-42页 |
| CHAPTER 1 A CRITICAL STUDY OF CULTURE & NEGOTIATION THEORIES | 第7-24页 |
| 1．1 What is Culture? | 第7-15页 |
| 1．2 Cross-cultural Theories | 第15-22页 |
| 1．3 Negotiation Theories | 第22-24页 |
| CHAPTER 2 OUTSTANDING CULTURAL DIFFERENCES BETWEEN CHINESE AND AMERICAN NEGOTIATORS IN A CHANGING CONTEXT & HYPOTHESES TO BE TESTED | 第24-42页 |
| 2．1 Time Perception | 第24-28页 |
| 2．2 Interpersonal Relationship | 第28-32页 |
| 2．3 Collectivism versus Individualism | 第32-34页 |
| 2．4 Uncertainty Avoidance | 第34-35页 |
| 2．5 Attitude Toward Conflict | 第35-39页 |
| 2．6 Face Concern | 第39-42页 |
| PART TWO EMPIRICAL ANALYSIS | 第42-58页 |
| CHAPTER 3 RESEARCH ON THE CULTURAL DIFFERENCES BETWEEN CHINESE AND AMERICAN NEGOTIATORS BASED ON A SIMULATED NEGOTIATION | 第42-55页 |
| 3．1 Research Method | 第42-46页 |
| 3．2 Data Processing & Research Findings | 第46-53页 |
| 3．3 Discussion & Suggestions | 第53-55页 |
| CHAPTER 4 CONCLUSIONS | 第55-58页 |
| 4．1 Conclusions | 第55-56页 |
| 4．2 Limitations | 第56-57页 |
| 4．3 Afterword | 第57-58页 |
| APPENDIXⅠ NEGOTIATION CASE: UNIVERSAL COMPUTER COMPANY | 第58-62页 |
| APPENDIXⅡ QUESTIONNAIRE | 第62-66页 |
| BIBLIOGRAPHY | 第66-68页 |
