中文摘要：语用失误是指在交际过程中未能正确理解对方所说话语的含义。国与国之间的经济交流日益频繁，跨文化交际已成为国内外重点研究领域。然而，在进行跨文化交际的过程中难免会产生语用失误，造成交际障碍，严重影响交际的效果。因此，以英语为基础的商务谈判成为和平且高效解决冲突，促进两国贸易正常化，推动经济发展的重要手段。文章从文化冲突着手，重点分析因文化冲突而导致的商务谈判语用失误，深入剖析语用失误原因，总结对应的策略，培养谈判人员的跨文化意识和非语言交际能力，为谈判人员提供相应的理论依据和规避方法。

关键词：商务谈判；语用失误；规避方法

Contents

中文摘要

Abstract

1.Introduction-1

2.Typical Pragmatic Failures in Business Negotiation-1

2.1 Taboo Words influenced by Pragmatic Linguistic Failure-2

2.1.1 Phonetic Differences-2

2.1.2 Common Terms and Technical Terms-3

2.1.3 Negative Transfer of Native Language-3

2.2 Thinking Modes influenced by Socio-Pragmatic Failure-4

2.2.1 Collectivism and Individualism-4

2.2.2 High context and Low context-5

2.3 Non-Verbal Communication in Contexts-5

2.3.1 Body Language-6

2.3.2 Time Sensitivity-6

2.3.3 Object Language-7

3.Failures in Business Negotiation caused by Cultural Conflicts-7

3.1 Language Differences-8

3.2 Value Differences-8

4.Solutions to Pragmatic Failures in Business Negotiation-9

4.1 Cultivating Cross-Cultural Awareness-9

4.1.1 Openness and Inclusiveness-9

4.1.2 Correctness of Using Language-10

4.2 Understanding Cultural Differences before Negotiation-10

4.3 Developing nonverbal communication skills-10

5.Conclusion-10

References-12

Acknowledgement-13