Pragmatic Failures and Their Countermeasures in Business Negotiation开题报告

 2023-01-17 07:01

1. 研究目的与意义

Over the past few decades, especially the past 30 years of reform and opening up, China has made solid steps forward, and its economic strength has made qualitative leaps every few years. With joint efforts, the bilateral trade between China and other English countries has been increasing in recent years. Chinese enterprises have vigorously undertaken economical cooperation with overseas enterprises and scored tremendous achievements. In this context, the business negotiation will gradually highlight its importance and become more essential part of business cooperation. In international business negotiation, since negotiating parties come from different countries, the accuracy of interpretation is one of the most important factors that will directly influence the success of a negotiation. But usually, it is never easy to have a good control of the accuracy in real business negotiation. When the source language information is passed on to the audience in the target language in negotiation, pragmatic failures often appear for a variety of reasons. Because of pragmatic failures, information cannot be transmitted smoothly between two sides, which may lead to the misunderstanding of each other or even the final failure of the whole negotiation. Trying to avoid the pragmatic failures is the main task and mission for better business cooperation and trade development. Consequently, the study of pragmatic failures and its countermeasures in business negotiation seems to be very important and necessary.

2. 研究内容和预期目标

Pragmatic failures are very common in business negotiation. How to properly recognize and solve this current problem would possess momentous realistic significance for business cooperation between China and other countries. This thesis is on the basis of large amounts of reading of relevant texts. It puts forward and tries to answer a series of question by analyzing the existing examples in real negotiation. What are pragmatic failures in business negotiation? Why do pragmatic failures exist? How to classify pragmatic failures? How do they influence the progress of business negotiation? How should we think about pragmatic failures? What research method should be used? The pragmatic failures in business negotiation are very complicated. This thesis concludes with the description of the various kinds of pragmatic failures and some feasible countermeasures are put forward for preventing more failures. Through studying and researching the pragmatic failures in negotiation, we are able to learn more of them and have a new insight into them. The ultimate goal of this thesis is to combine theoretical research with practical application and to solve the key problem of reducing or avoiding the pragmatic failures in business negotiation. Only by feeding its research and innovation results back to practice can the function and significance of this study be embodied.

3. 国内外研究现状

Pragmatic failures are often regarded as difficult problems to tackle in business negotiation. As the economic cooperation develops quickly, China is attaching more and more importance to business negotiation, especially its existing problems-pragmatic failures. And the researches by scholars at home have achieved many basic and acknowledged agreements yet about pragmatic failures. Many papers and dissertations are relevant to the study of the definition, classification, reasons, negative effects and countermeasure of pragmatic failures (Wang Hongping, 2007; Wang Tao, 2002; Lu Licheng, 2006; Qing Hong, 2003). Dai Weidong and Zhang Hongling (2000) considered that the research about pragmatic failures was of important meaning to the subjects of cross-culture communication, foreign language teaching and second language acquisition. According to Jenny Thomas (1983), pragmatic failure fell into two categories: pragmalinguistic failure and socialpragmatic failure. But there is no absolute distinction between them: both need to be understood in specific context (He Ziran, 1988). Many scholars (Wang Dexing, 1990; He Zhaoxiong, 2000) thought the reasons for pragmatic failures were largely due to the cultural differences. In intercultural communication, pragmatic failure arousing from cultural differences often causes communication failure, and even gives rise to unpleasant communication. Scholars (He Ziran, 1986; 1988; Zhang Juwen, 2000) also mentioned that the solutions and countermeasures to this problem must be tied to the foreign language teaching. But there is seldom any analysis and discussions about pragmatic failure in business negotiation, which needs to be further dug out with a more systematically integrated theory. This thesis aims to discuss this phenomenon in detail and in specific context-business negotiation and also come up with some feasible countermeasures.

4. 计划与进度安排

Outline ChapterⅠ Introduction 1.1 Significance of the study 1.2 Organization of the thesis Chapter Ⅱ Pragmatic failures in business negotiation 2.1 Definition of pragmatic failures 2.2 Classification of pragmatic failures 2.3 Studies on pragmatic failures Chapter Ⅲ Reasons for pragmatic failures in business negotiation 3.1 Limited attention in language teaching 3.2 The lack ofcontextual and encyclopedic knowledge 3.3 Cultural differences 3.4 Negative transfer of mother tongue Chapter IV Countermeasures to pragmatic failures in business negotiation 4.1 Advocate pragmatic teaching in language teaching 4.2 Expand professional and encyclopedic knowledge 4.3 Raise the awareness of cultural differences Chapter V Conclusion 5.1 Summary 5.2 Suggestion for future research

5. 参考文献

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