The Common Pragmatic Failure in Sino-US Business Negotiation_英语论文

摘要

随着当今社会的快速发展，各国之间的合作越来越密切，商业使得全世界的经济在向前飞速发展。然而，随着商业的发展，越来越多的问题出现在商业合作之中，因此，商业谈判应运而生。在不同的习俗和文化差异面前，商业谈判对人们的要求也相应逐渐提高。由于各国、各地区的语言、手势、肢体习惯的不同，会出现形形色的语用失误，这就要求谈判者能够适应多元化的商业环境，做出应变，处理好谈判中可能出现的误会和不必要的麻烦。本文从中美谈判分析商业谈判中可能出现的语用失误，并分析其出现的主要原因以及合理有效的解决措施。

关键词：中美谈判；语用失误；多元化

Contents

摘　要 I

Abstract II

1 Introduction 1

1.1 Brief Introduction of Business Negotiation 2

1.2 Brief Introduction of Research Methods 2

2 Main Reasons of Pragmatic Failure in the Sino-US Negotiation 3

2.1 The Non-Verbal Communication Failure 3

2.1.1 Body Language.3

2.1.1.1 Facial Expressions3

2.1.1.2 Eye Language.3

2.1.1.3 Sign Language4

2.1.2 Space Utilization.4

2.1.3 Para Language.4

2.1.4 Concept of Time4

2.2 The Verbal Communication Failure.5

2.2.1 Pragmatic Failure Caused by Pronuncation5

2.2.2 Pragmatic Failure Caused by Vocabulary.6

2.2.3 Pragmatic Failure Caused by Grammar7

3 Different Negotiation Styles Between China and US 7

3.1 History of the Development Between the US and China 7

3.2 Major Differences in Negotiation Style Between China and US 8

3.2.1 The Reflection of Personality in Negotiation Style 8

3.2.2 The Reflection of Language Context in Negotiation Style 9

4 Strategies to Solve Pragmatic Failure in Sino-US Negotiation 9

4.1 Improve English application ability 9

4.2 Good at Using Variety of Negotiation Tactic9

4.3 Adapt to a variety of negotiation environment and styles 10

4.4 Control the Time of Negotiations.10

5 Conclusion 11

References 12