| 中文摘要 | 第1-5页 |
| Abstract | 第5-10页 |
| CHAPTER ONE INTRODUCTION | 第10-14页 |
| ·BACKGROUND OF THE STUDY | 第10-11页 |
| ·SIGNIFICANCE OF THE STUDY AND METHODOLOGY | 第11-12页 |
| ·STRUCTURE OF THE THESIS | 第12-14页 |
| CHAPTER TWO LITERATURE REVIEW | 第14-34页 |
| ·UNDERSTANDING CROSS-CULTURAL BUSINESS NEGOTIATION | 第14-21页 |
| ·Definition of Business Negotiation | 第14-17页 |
| ·Characteristics of Cross-cultural Business Negotiation | 第17-19页 |
| ·Win-win Negotiation and Win-lose Negotiation | 第19-21页 |
| ·GENERAL REVIEW OF PREVIOUS STUDIES | 第21-24页 |
| ·PREVIOUS STUDIES FROM CROSS-CULTURAL PERSPECTIVE | 第24-32页 |
| ·Hofstede’s Cultural Dimensions | 第25-29页 |
| ·Hall’s High-Context and Low-Context Theory | 第29-32页 |
| ·LIMITATIONS OF PREVIOUS STUDIES AND NECESSITY OF APPLYING PRAGMATIC THEORY TO CROSS-CULTURAL BUSINESS NEGOTIATION | 第32-34页 |
| CHAPTER THREE APPLICATION OF PRAGMATIC THEORIES IN CROSS-CULTURAL BUSINESS NEGOTIATION | 第34-55页 |
| ·PRAGMATIC THEORY REVIEW | 第34-49页 |
| ·Cooperative Principle | 第35-40页 |
| ·Politeness Theory | 第40-45页 |
| ·Face Theory | 第41-42页 |
| ·Politeness Principle and Its Maxims | 第42-45页 |
| ·Relevance Theory | 第45-49页 |
| ·APPLICATION OF PRAGMATIC THEORIES: CASE STUDY AND ANALYSIS | 第49-55页 |
| CHAPTER FOUR LANGUAGE STRATEGIES IN CROSS-CULTURAL BUSINESS NEGOTIATION | 第55-73页 |
| ·DEFINITION OF LANGUAGE STRATEGIES | 第55-56页 |
| ·MANIFESTATIONS OF LANGUAGE STRATEGIES IN BUSINESS NEGOTIATION | 第56-61页 |
| ·LANGUAGE STRATEGIES IN DIFFERENT TYPES OF CROSS-CULTURAL BUSINESS NEGOTIATION | 第61-73页 |
| ·Language Strategies for Win-win Negotiation | 第61-67页 |
| ·Language Strategies for Win-lose Negotiation | 第67-73页 |
| CHAPTER FIVE CONCLUSION | 第73-77页 |
| ·MAJOR FINDINGS OF THE STUDY | 第74-75页 |
| ·LIMITATIONS AND SUGGESTIONS FOR FURTHER RESEARCH | 第75-77页 |
| BIBLIOGRAPHY | 第77-82页 |
| ACKNOWLEDGEMENTS | 第82-83页 |
| 在读期间科研成果目录 | 第83页 |
