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.
Key Words: pragmatic failures; cross-cultural; business negotiations

摘  要：随着全球经济的快速发展，各国之间的贸易合作变得更加紧密。中国作为世界上最大的贸易出口国之一的国家，越来越多的中国人在商务谈判中用英语和外国人交流。但是，语用失误是跨文化商务谈判中的一个普遍现象。东西方文化的差异、语言教学的欠缺、母语不恰当的迁移会导致语用失误的产生。为了发展谈判者的跨文化语用和交际能力和减少不必要的语用失误，学习怎样克服跨文化商务谈判中的语用失误是至关重要的。在这篇文章中，作者探讨了跨文化商务谈判中的语用失误这个问题并提出通过加强跨文化意识和跨文化敏锐度、整合教学环境、选择合适的认知环境来减少跨文化商务谈判中的语用失误。
关键词：语用失误；跨文化；商务谈判

In this paper, on the basis of pragmatic failures, I explored the pragmatic failures in cross-cultural business negotiations. There are mainly six parts in this paper, introduction, literature review, a cognitive exploration of pragmatic failures in cross-cultural business negotiations, reasons of pragmatic failures in cross-cultural business negotiations, suggestions for avoiding pragmatic failures in cross-cultural business negotiations and conclusion. According to the exploration of the pragmatic failures in cross-cultural business negotiations, I hope it can help the readers to understand the pragmatic failures in cross-cultural business negotiations and find some measures to reduce the pragmatic failures in cross-cultural business negotiations.