Abstract: With the rapid development of economic globalization, the business cooperation between countries becomes much closer. As one of the biggest trade exporters, more and more Chinese people speak English with foreigners during business negotiations. However, pragmatic failure is a common phenomenon in cross-cultural business negotiations. Many factors lead to pragmatic failures in cross-cultural business negotiations, including cultural differences between China and the West, lack of pragmatic teaching and inappropriate transfer of mother tongue. In order to develop negotiators’ cross-cultural pragmatic and communication abilities and reduce unnecessary pragmatic failures, it is necessary to learn how to overcome pragmatic failures in cross-cultural business negotiations. In this thesis, the author explored pragmatic failures in cross-cultural business negotiations and proposed some measures to reduce pragmatic failures in cross-cultural communication including strengthening intercultural awareness and intercultural sensitivities, integrating teaching with context, and construction of mutual cognitive environments. |
