商务谈判中的语用失误研究
Study on Pragmatic Failure in Business Negotiation
摘要
英语作为国际间交流最为通用的语言，在商务谈判中起了十分重要的桥梁作用。而由于文化背景及各因素差异的存在，语用失误现象普遍存在，这对商务谈判及其他国际贸易活动产生了严重的阻碍。商务谈判中的语用失误是指语言信息接收者不能理解语言信息发送者实际想要表达的含义。尽管语言在发音、语调和语法上都没有问题，但由于各自文化背景等因素的不同，沟通的双方可能无法达到预期的沟通目的。国内外学者的大量研究表明，尽管语用失误理论尚未形成一个全面的理论体系，但是它已经为整个世界的跨文化沟通带来了巨大的影响。本论文将运用语用失误原理，进一步阐述语用失误的概念、分类及其在商务谈判中的影响，从而针对语用失误现象的存在，分析造成语用失误的原因，最后寻找出一系列的补救措施。
关键词：语用失误；商务谈判；跨文化；补救措施
Abstract
English, as a widely used language in international communication, has played a great role as a bridge in business negotiation. However, pragmatic failures turn up frequently because of the cultural background differences and other factors, and produce a lot of barriers for business negotiations and other international trades. Pragmatic failure in business negotiation means information receivers cannot understand the true meaning the information sender expresses. Although both of them share the same pronunciation, intonation and grammar, it is likely that they fail to reach their expected communication goal due to their respective cultural background differences and other factors. Domestic and foreign scholars reveal although pragmatic failure theory has not been formed into a comprehensive systematic theory, it has already brought a great influence on cross-cultural communication. The present thesis attempts to make further explanations about the concept of pragmatic failure, classification of pragmatic failure and its influence on business negotiation by applying pragmatic failure theory. After examining pragmatic failure phenomenon, the author will explore the main causes that lead to pragmatic failure and put forward a series of remedies for avoiding them in business negotiation.
Key words: pragmatic failure；business negotiation; cross-culture; remedies