| CHAPTER 1 INTRODUCTION | 第1-12页 |
| ·Rationale and Significance of the Study | 第10页 |
| ·Methodology | 第10-11页 |
| ·Structure of the Study | 第11-12页 |
| CHAPTER 2 LITERATURE REVIEW | 第12-22页 |
| ·Culture: Task Orientation versus Relationship Orientation | 第12-13页 |
| ·Negotiation: Dispute (Relational) Negotiation and Transactional Negotiation Theory | 第13-14页 |
| ·Cultural Studies on Negotiation | 第14-22页 |
| ·Conceptualizing Culture and Negotiation | 第14-16页 |
| ·Cultural Influence on Negotiation in Eight Ways by Lewicki | 第16-17页 |
| ·Thomas-Kilmann Conflict Style Model and Bai Yuan’s Negotiation Mode | 第17-19页 |
| ·Previous Findings of Cultural Impact on Negotiating Styles | 第19-22页 |
| CHAPTER 3 CULTURAL ANALYSIS OF NEGOTIATING | 第22-40页 |
| ·Theoretical Framework for This Study | 第22-30页 |
| ·Model Description | 第22-24页 |
| ·Cultural Analysis with Task Orientation and Relationship Orientation Theory | 第24-27页 |
| ·Strengths and Weaknesses of Different Negotiating Styles | 第27-30页 |
| ·Culture’s Lessening Impact on Negotiating Style | 第30-34页 |
| ·CAT Communication Accommodation Theory | 第30-32页 |
| ·Culturally Responsive Negotiation Strategies | 第32-34页 |
| ·Other Factors that May Influence Chinese Negotiating Style | 第34-37页 |
| ·Hypothesis Generation | 第37-40页 |
| CHAPTER 4 SURVEY AND CASE ANALYSIS | 第40-59页 |
| ·Questionnaire Survey | 第40-50页 |
| ·Research Method | 第40-42页 |
| ·Participants | 第42-43页 |
| ·Procedures | 第43页 |
| ·Results Analysis | 第43-50页 |
| ·Interviews | 第50-55页 |
| ·Case Analysis | 第55-59页 |
| CHAPTER 5 CONCLUSION | 第59-64页 |
| ·Summary | 第59-62页 |
| ·Limitations | 第62页 |
| ·Significance of the Study | 第62-64页 |
| APPENDIX 1 | 第64-66页 |
| APPENDIX 2 | 第66-68页 |
| BIBLIOGRAPHY | 第68-70页 |
