| Introduction | 第1-7页 |
| Chapter 1 How Negotiations Work: An Overview | 第7-16页 |
| 1．1 Negotiation Defined | 第7-9页 |
| 1．2 Basic Elements of the Negotiation Process | 第9-16页 |
| Chapter 2 Culture's Impacts on Negotiation | 第16-23页 |
| 2．1 Culture Defined | 第16-19页 |
| 2．2 Culture and the Group | 第19-21页 |
| 2．3 General Influence of Culture on Business Negotiations | 第21-23页 |
| Chapter3 Chinese and Western Negotiating Styles：A Cross-cultural Perspective | 第23-51页 |
| 3．1 Negotiating Goals | 第24-28页 |
| 3．2 Attitudes toward Negotiation | 第28-30页 |
| 3．3 Personal Style | 第30-33页 |
| 3．4 Communication | 第33-37页 |
| 3．5 Sensitivity to Time | 第37-41页 |
| 3．6 Emotionalism | 第41-44页 |
| 3．7 Form of Agreement | 第44-48页 |
| 3．8 Agreement Building Process | 第48-49页 |
| 3．9 Team Organization | 第49-50页 |
| 3．10 Willingness to Take Risks | 第50-51页 |
| Chapter4 Conclusion and Recommendations for Chinese Negotiators | 第51-57页 |
| Reference | 第57-58页 |
