| 摘要 | 第1-8页 |
| Abstract | 第8-10页 |
| Chapter I Introduction | 第10-12页 |
| ·Some works on impact of different cultures on business negotiation strategies | 第10页 |
| ·The significance of the present thesis | 第10-11页 |
| ·The main definition and research methodology employed in the present thesis | 第11-12页 |
| Chapter II Culture and Differences between Cultures | 第12-16页 |
| ·What is culture? | 第12页 |
| ·Characteristics of culture | 第12页 |
| ·General differences between Chinese and American cultures | 第12-16页 |
| Chapter III A Brief Introduction to Business Negotiation Strategies | 第16-18页 |
| ·Business negotiation process in general | 第16页 |
| ·Fundamental business negotiation strategies | 第16-18页 |
| Chapter IV The Impact of Cultural Differences on Business Negotiation Strategies | 第18-39页 |
| ·Cross-cultural communication in business negotiation | 第18-24页 |
| ·Individualism VS. Collectivism | 第19-20页 |
| ·Power distance | 第20-22页 |
| ·High and low context | 第22-24页 |
| ·The manifestation of cultural differences on pragmatic principles | 第24-29页 |
| ·Culture-specific pragmatic features | 第24-25页 |
| ·Some pragmatic strategies in business negotiation | 第25-29页 |
| ·Politeness principle and strategy | 第25-27页 |
| ·Euphemism strategy | 第27页 |
| ·Fuzzy language strategy | 第27-28页 |
| ·Humorous language strategy | 第28页 |
| ·Compliment strategy | 第28-29页 |
| ·Some other language points | 第29-31页 |
| ·Folk Etymology | 第29页 |
| ·Dialect | 第29-30页 |
| ·Conflict of homonyms | 第30-31页 |
| ·Differences on planning and deciding strategies and tactics | 第31-39页 |
| ·Some strategies and tactics in business negotiation | 第31-33页 |
| ·Verbal and nonverbal communication | 第33-34页 |
| ·Comparing business negotiation strategies between the US and China | 第34-39页 |
| ·Some strategies in negotiation with the Americans | 第34-36页 |
| ·Some strategies in negotiation with the Chinese | 第36-39页 |
| Chapter V Achieving Effective Negotiations through Effective Negotiation Strategies | 第39-41页 |
| ·Awareness of cultural differences | 第39页 |
| ·Some suggestions for developing effective business negotiation strategies | 第39-41页 |
| Chapter VI Conclusion | 第41-42页 |
| Bibliography | 第42-44页 |
| 读硕期间发表的论文 | 第44-45页 |
