Abstract

With the deepening of economic globalization, intercultural business negotiation plays an increasingly important role in cross-cultural business activities. In intercultural communication, the negotiators tend to make various pragmatic failures for the lack of cross-cultural awareness and pragmatic competence. As a result, the two parties may fail to make a deal. Therefore, knowing and mastering relevant strategies is an indispensable step to promote successful cross-cultural business negotiations. This paper summarizes the following strategies: Firstly, establishing the sense of cultural differences between the East and the West. Secondly, understanding the customs and habits of the western countries. Thirdly, knowing the differences of context and language culture. Fourthly, understanding the significance of nonverbal communication.

Key words: cross-cultural communication; business negotiation; pragmatic failure; strategy

Contents

Abstract

中文摘要

1 Introduction-1

2 Literature review-2

2.1 Definition and classification of pragmatic failure-2

2.2 Studies of pragmatic failure at home and abroad-4

3 Cross-cultural pragmatic failures in business negotiation-6

3.1 Cross-cultural communication and business negotiation-6

3.1.1 Definition of cross-cultural communication-7

3.1.2 Definition and characteristics of business negotiation-7

3.2 Pragmalinguistic failures in business negotiation-8

3.3 Sociopragmatic failures in business negotiation-9

3.4 Reasons for pragmatic failure in business negotiation-11

4 Solutions to pragmatic failures in cross-cultural business negotiation-13

5 Conclusion-15

References-17