| 1． Some Fundamem tals of Negotiation | 第1-12页 |
| 1．1 Concept of Negotiation | 第5-6页 |
| 1．2 Basic Elements of Negotiation | 第6-8页 |
| 1．3 Tasks to Be Fulfilled in Negotiation | 第8-12页 |
| 2． Introduction to International Business Negotiation | 第12-21页 |
| 2．1 Nature of Business Negotiation | 第13-15页 |
| 2．2 Differences between Domestic and International Negotiation | 第15-17页 |
| 2．3 Process of International Business Negotiation | 第17-21页 |
| 2．3．1 Pre-Negotiation | 第17-19页 |
| 2．3．2 Face-to-Face Negotiation | 第19-20页 |
| 2．3．3 Post-Negotiation | 第20-21页 |
| 3． Linguistic Approach to Negotiation | 第21-34页 |
| 3．1 Importance of Language | 第21-28页 |
| 3．1．1 Language's Role in Creating Meaning | 第22-24页 |
| 3．1．2 Means by Which Language Works | 第24-26页 |
| 3．1．3 Dependence of Language on History | 第26-27页 |
| 3．1．4 Language as Social Bonding | 第27-28页 |
| 3．2 Linguistic Strategies in Negotiation | 第28-34页 |
| 3．2．1 Language as Negotiation Strategy | 第29-30页 |
| 3．2．2 Paradigm Choices | 第30-32页 |
| 3．2．3 Syntagm Choices | 第32-34页 |
| 4． Application of Indirectness in International Business Negotiation | 第34-59页 |
| 4．1 Concept of Indirectness | 第34-35页 |
| 4．2 Reasons to Apply Indirectness | 第35-47页 |
| 4．2．1 Basic Need of Human Interaction | 第36-38页 |
| 4．2．1．1 Face-Saving | 第36-37页 |
| 4．2．1．2 Agreement | 第37-38页 |
| 4．2．2 Cultural Factors | 第38-42页 |
| 4．2．2．1 Concept of Culture | 第38-39页 |
| 4．2．2．2 Cultural Influences on Negotiation | 第39-41页 |
| 4．2．2．3 Cultural Differences and Application of Indirectness | 第41-42页 |
| 4．2．3 Atmosphere | 第42-47页 |
| 4．2．3．1 Conflict and Cooperation | 第43-45页 |
| 4．2．3．2 Power and Dependence | 第45-46页 |
| 4．2．3．3 Expectations | 第46-47页 |
| 4．3 Specific Ways and Techniques to Apply Indirectness | 第47-59页 |
| 4．3．1 Choices of Words | 第47-52页 |
| 4．3．1．1 Turning the Hard into the Soft | 第47-49页 |
| 4．3．1．2 Changing Pronouns | 第49-50页 |
| 4．3．1．3 Lessening Flowery Adjectives | 第50-51页 |
| 4．3．1．4 Using Transitional Words | 第51-52页 |
| 4．3．2 Choice of Sentence Patterns | 第52-55页 |
| 4．3．2．1 Turning the Active into the Passive | 第53-54页 |
| 4．3．2．2 Turning the Imperative into the Interrogative | 第54页 |
| 4．3．2．3 Minimizing Exclamatory Sentences | 第54-55页 |
| 4．3．3 Way of Expressing | 第55-59页 |
| 4．3．3．1 Turning the Negative to the Positive | 第56-57页 |
| 4．3．3．2 Limiting Direct Comparison | 第57页 |
| 4．3．3．3 Averting Particular Reference | 第57-58页 |
| 4．3．3．4 Attenuating Subjectivity | 第58-59页 |
| 5． Conclusion | 第59-61页 |
| Bibliography | 第61-62页 |
