| 摘要 | 第3-4页 |
| Abstract | 第4-5页 |
| Chapter One Introduction | 第8-11页 |
| 1.1 The Objective of the Study | 第8-9页 |
| 1.2 Research Questions | 第9页 |
| 1.3 The Significance of the Study | 第9-10页 |
| 1.4 The Organization of the Thesis | 第10-11页 |
| Chapter Two Literature Review | 第11-19页 |
| 2.1 Introduction to Business Negotiation | 第11-14页 |
| 2.1.1 Different Definitions of Negotiation | 第11-12页 |
| 2.1.2 Stages and Processes of Business Negotiation | 第12-13页 |
| 2.1.3 Characteristics and Outcomes of Business Negotiation | 第13-14页 |
| 2.2 Current Studies on Business Negotiation Strategy | 第14-18页 |
| 2.2.1 Overseas Studies on Business Negotiation Strategy | 第14-16页 |
| 2.2.2 Domestic Studies on Business Negotiation Strategy | 第16-18页 |
| 2.3 Summary | 第18-19页 |
| Chapter Three Theoretical Foundation and Framework | 第19-27页 |
| 3.1 Introduction to Identity Management Theory | 第19-20页 |
| 3.2 Key Notions of Identity Management Theory | 第20-23页 |
| 3.2.1 Negotiation Competence Management | 第20-21页 |
| 3.2.2 Cultural and Relational Identity Management | 第21-22页 |
| 3.2.3 Face and Face-work Management | 第22-23页 |
| 3.3 Phases of Identity Management Theory | 第23-25页 |
| 3.3.1 Trial Phase of Identity Management | 第23-24页 |
| 3.3.2 Enmeshment Phase of Identity Management | 第24页 |
| 3.3.3 Renegotiation Phase of Identity Management | 第24-25页 |
| 3.4 Summary | 第25-27页 |
| Chapter Four The Application of Identity Management Theory in Business Negotiation and Relevant Case Study | 第27-53页 |
| 4.1 Communication Competence of the Negotiators in Business Negotiation | 第27-29页 |
| 4.2 Identity Management in the Pre-negotiation Stage | 第29-38页 |
| 4.2.1 Gender Identity Management Contributes to Mutual Respect | 第30-32页 |
| 4.2.2 Age Identity Management Contributes to Mutual Understanding | 第32-33页 |
| 4.2.3 Cultural Identity Management Contributes to Mutual Progress | 第33-35页 |
| 4.2.4 Relational Identity Management Contributes to Mutual Benefit | 第35-37页 |
| 4.2.5 Summary | 第37-38页 |
| 4.3 Identity Management in the Face-to-face Negotiation Stage | 第38-49页 |
| 4.3.1 Identity Management Strategy in Advantageous Negotiation | 第38-43页 |
| 4.3.2 Identity Management Strategy in Balanced Negotiation | 第43-46页 |
| 4.3.3 Identity Management Strategy in Disadvantageous Negotiation | 第46-49页 |
| 4.3.4 Summary | 第49页 |
| 4.4 Identity Management in the Post-negotiation Stage | 第49-53页 |
| 4.4.1 Identity Management and Strategy of Compromising | 第50-51页 |
| 4.4.2 Identity Management and Strategy of Ultimatum | 第51-52页 |
| 4.4.3 Summary | 第52-53页 |
| Chapter Five Conclusion | 第53-56页 |
| 5.1 Summary of This Study | 第53-54页 |
| 5.2 Limitations of This Study | 第54-55页 |
| 5.3 Suggestions for Further Study | 第55-56页 |
| References | 第56-60页 |
| Acknowledgements | 第60-61页 |
