| ACKNOWLEDGEMENT | 第1-5页 |
| 摘要 | 第5-6页 |
| ABSTRACT | 第6-8页 |
| CONTENTS | 第8-10页 |
| Introduction | 第10-14页 |
| Chapter Ⅰ Theoretical Framework | 第14-18页 |
| ·Cross-cultural Approaches | 第14-15页 |
| ·Three Levels of Culture in International Negotiations | 第15页 |
| ·The Win-win Concept | 第15-18页 |
| Chapter Ⅱ The Complicated Culture Traditions of Indians | 第18-36页 |
| ·Three Main Influential Factors in Indian Culture | 第18-26页 |
| ·Hindu Philosophy | 第18-20页 |
| ·British Colonialism | 第20-23页 |
| ·The Traditional Caste System | 第23-26页 |
| ·A Glance of Indian Culture | 第26-29页 |
| ·The Honorifics Use and the Nationalities Identification | 第27-28页 |
| ·The Meaning ofNumbers | 第28页 |
| ·Behavioral Misunderstanding | 第28-29页 |
| ·Handshake | 第29页 |
| ·Indian Negotiators' Complicated Nature | 第29-34页 |
| ·Values and Beliefs | 第29-30页 |
| ·Complicated Nature Revealed by the Indian Negotiators | 第30-34页 |
| ·"Do as the Romans do" or Not | 第34-36页 |
| Chapter Ⅲ A Case Study | 第36-46页 |
| ·Introduction of the Case | 第36-38页 |
| ·An Analysis of the Case | 第38-39页 |
| ·Suggestions for Chinese-Indian Negotiations | 第39-46页 |
| ·Patience with Firmness | 第39页 |
| ·Following rather than Against Them | 第39-40页 |
| ·Virtues of Flexibility | 第40页 |
| ·Guidance | 第40-41页 |
| ·Preparation for the Delay | 第41-42页 |
| ·Right Tone | 第42-46页 |
| Chapter Ⅳ Indian Negotiators' Strategies and Chinese Contractors'Corresponding Approaches | 第46-50页 |
| ·Authority Strategy and Corresponding Approaches | 第46-47页 |
| ·Timing Strategies and Corresponding Approaches | 第47-48页 |
| ·Amount Strategies and Corresponding Approaches | 第48-50页 |
| Conclusion | 第50-53页 |
| Bibliography | 第53-54页 |
