| Acknowledgements | 第1-6页 |
| Abstract (English) | 第6-8页 |
| Abstract (Chinese) | 第8-12页 |
| Chapter One Introduction | 第12-16页 |
| ·Significance of the Research | 第12-13页 |
| ·Research Purpose | 第13-14页 |
| ·Structure of the Thesis | 第14-16页 |
| Chapter Two Literature Review | 第16-29页 |
| ·Cross-cultural Communication and Business Negotiation | 第16-18页 |
| ·Language and Culture in Cross-cultural Communicati | 第16-17页 |
| ·Cross-cultural Business Negotiation | 第17-18页 |
| ·Pragmatic Failures | 第18-26页 |
| ·Definition of Pragmatic Failures | 第18-20页 |
| ·Classification of Pragmatic Failures | 第20-22页 |
| ·Studies of Pragmatic Failures Abroad and at Home | 第22-26页 |
| ·Cross-cultural Business Negotiations and Pragmatic Failure | 第26-27页 |
| ·Summary | 第27-29页 |
| Chapter Three Theoretical Bases | 第29-43页 |
| ·Principle of Relevance and Optimal | 第29-30页 |
| ·The Notion of Cognitive Context in Relevance Theory | 第30-39页 |
| ·Traditional Concepts of Context | 第30-31页 |
| ·Cognitive Context | 第31-39页 |
| ·Knowledge Script | 第33-35页 |
| ·Psychological Schema | 第35-37页 |
| ·Socio-psychological Representation | 第37-39页 |
| ·Ostensive-inferential Mode of Communication | 第39-42页 |
| ·Summary | 第42-43页 |
| Chapter Four A Cognitive Exploration of Pragmatic Failures in Cross-cultural Business Negotiations | 第43-75页 |
| ·Working Definition of Pragmatic Failures in the Thesis | 第43页 |
| ·Manifestations of Pragmatic Failures in Cross-cultural Business Negotiations | 第43-60页 |
| ·Pragmalinguistic Failures | 第44-53页 |
| ·Failures at Phonetic Level | 第44-48页 |
| ·Failures at Lexical Level | 第48-51页 |
| ·Failures at Syntactic Level | 第51-53页 |
| ·Sociopragmatic Failures | 第53-60页 |
| ·Failures in Addressing | 第54-55页 |
| ·Failures in Responding to Compliments | 第55-57页 |
| ·Failures in Advancing Requests | 第57-58页 |
| ·Failures in Making Refusals | 第58-60页 |
| ·Cognitive Context and Pragmatic Failures | 第60-69页 |
| ·Knowledge Script and Pragmatic Failures | 第60-63页 |
| ·Psychological Schema and Pragmatic Failures | 第63-66页 |
| ·Socio-psychological Representation and Pragmatic Failure | 第66-69页 |
| ·Suggestions for Avoiding Pragmatic Failures in Cross-cultural Negotiati | 第69-74页 |
| ·Avoidance of Negative Pragmatic Transfer | 第69-71页 |
| ·Construction of Mutual Cognitive Environments | 第71-73页 |
| ·Selection of Appropriate Cognitive Contexts | 第73-74页 |
| ·Summary | 第74-75页 |
| Chapter Five Conclusion | 第75-77页 |
| Bibliography | 第77-80页 |
| 详细摘要 | 第80-84页 |
