声明
ACKNOWLEDGEMENTS
摘要
ABSTRACT
CONTENTS
List of Figures
Chapter One INTRoDUCTION
1．1Need for the Study
1．2Significance of the Study
1．3Structure of Thesis
Chapter Two LITERATURE REVIEW
2．1．2The principles of Business Negotiations
2．1．3The five stages of the negotiations
2．1．4The definition of culture
2．2 Relevant Theoretical Studies
2．2．1 Cross Cultural Theory
2．2．2 Studies Related to Negotiation
Chapter Three RESEARCH METHODOLOGY
3．1 Research Questions
3．1．3 What are the coping strategies of Sino-Japanese business negotiation?
3．2 Research Methodology
3．2．1Questionnaire
3．2．2Data Description and Collection
3．2．3Data Analysis
Chapter Four RESULTS AND DISCUSSION
4．1．1 Sino-Japanese relationship in economy and trade
4．1．2 The tough economic recovery of Japan
4．1．3 Prospects for Sino-Japanese economic and trade cooperation
4．2Cultural Factors in Sino-Japanese Business Negotiations
4．2．1 Cultural factors in business negotiations
4．2．2 Effects of Thinking Differences on Business Negotiations
4．2．3The different negotiating purposes
4．2．4 Different understandings of etiquette
4．2．5 Different decision-making mechanisms
4．2．6 Different concepts of time
4．2．7 Differences in individual styles of negotiators
4．3Research on the causes of the cultural differences in Sino-Japanese business Negotiations
4．3．1 The impact of traditional Chinese culture
4．3．2The influence of Japanese traditional culture
4．3．3The definition of enterprise culture
4．3．4 The connotation of enterprise culture
4．3．5 Impact of corporate culture with Chinese characteristic
4．3．6The influence of corporate culture with Japanese characteristics
4．4Countermeasures for Sino-Japanese cross-Cultural Negotiations
4．4．1Practical negotiating skills
4．4．2 Strategies for Cultural Factors in Sino-Japanese Business Negotiations
4．4．3 The negotiating process embodying the Japanese culture
Chapter Five CONCLUSIONS
5．1Major findings of the thesis
5．2Limitations and Suggestions for Further Research
REFERENCES
APPENDIX
个人简历在读期间发表的学术论文与研究成果
