| Acknowledgement | 第8-9页 |
| 摘要 | 第9-10页 |
| Abstract | 第10页 |
| Chapter One Introduction | 第11-14页 |
| 1.1 Origin of the Study | 第11-12页 |
| 1.2 Research Questions | 第12页 |
| 1.3 Significance of the Research | 第12-13页 |
| 1.4 Organization of this Paper | 第13-14页 |
| Chapter Two Literature Review | 第14-17页 |
| 2.1 The Study of Pragmatic Failures | 第14-15页 |
| 2.2 Former Study on International Business Negotiation | 第15-17页 |
| Chapter Three General Survey of Pragmatic Failure, Adaptation and IBN | 第17-28页 |
| 3.1 Pragmatic Failure | 第17-20页 |
| 3.1.1 Definition of Pragmatic Failure | 第17-18页 |
| 3.1.2 Classification of Pragmatic Failure | 第18-20页 |
| 3.2 Overview of Adaptation Theory | 第20-22页 |
| 3.2.1 Three Properties of Language | 第20-21页 |
| 3.2.1.1 Variability | 第20页 |
| 3.2.1.2 Negotiability | 第20-21页 |
| 3.2.1.3 Adaptability | 第21页 |
| 3.2.2 Four Angles of Pragmatic Investigation | 第21-22页 |
| 3.2.2.1 Contextual Correlates of Adaptability | 第21页 |
| 3.2.2.2 Structural Objects of Adaptability | 第21-22页 |
| 3.2.2.3 Dynamics of Adaptability | 第22页 |
| 3.2.2.4 Salience of the Adaptation Processes | 第22页 |
| 3.3 Introduction of International Business Negotiation | 第22-28页 |
| 3.3.1 Definition of International Business Negotiation | 第22-24页 |
| 3.3.2 Basic Elements of International Business Negotiation | 第24-25页 |
| 3.3.3 Phases of International Business Negotiation | 第25-26页 |
| 3.3.4 The importance of langue in International Business Negotiation | 第26-27页 |
| 3.3.5 The Relation between Adaptation Theory and International Business Negotiation | 第27-28页 |
| Chapter Four The Pragmatic Failures in IBN | 第28-50页 |
| 4.1 Pragmatic Failures in IBN | 第28-40页 |
| 4.1.1 Pragmalinguistic failure | 第28-32页 |
| 4.1.1.1 Pronunciation | 第29页 |
| 4.1.1.2 Vocabulary | 第29-31页 |
| 4.1.1.3 Sentence | 第31-32页 |
| 4.1.2 Sociopragmatic failures | 第32-40页 |
| 4.1.2.1 Introduction of products | 第33-34页 |
| 4.1.2.2 Addressing | 第34-35页 |
| 4.1.2.3 Greetings | 第35-36页 |
| 4.1.2.4 Compliments | 第36-37页 |
| 4.1.2.5 Advising and Persuading | 第37-39页 |
| 4.1.2.6 Refusing | 第39-40页 |
| 4.2 Causes of Pragmatic Failures | 第40-50页 |
| 4.2.1 Failure to Make Adaptations to the Interpreters | 第41-42页 |
| 4.2.2 Failure to Make Adaptation to the Mental World | 第42-46页 |
| 4.2.2.1 Failure to Make Adaptation to the Negotiator’s Personality | 第43-44页 |
| 4.2.2.2 Failure to Make Adaptation to the Negotiators’Emotions | 第44页 |
| 4.2.2.3 Failure to Make Adaptation to the Negotiators’Beliefs | 第44-46页 |
| 4.2.2.4 Failure to Make Adaptation to the Intention | 第46页 |
| 4.2.3 Failure to Make Adaptation to the Social World | 第46-48页 |
| 4.2.4 Failure to Make Adaptation to the Physical World | 第48-50页 |
| Chapter Five Strategies to Avoid the Pragmatic Failures in IBN | 第50-55页 |
| 5.1 Strategies to Make Adaptation to the Interpreters | 第50-51页 |
| 5.2 Strategies to Make Adaptation to the Mental World | 第51-53页 |
| 5.3 Strategies to Make Adaptation to the Social World | 第53-54页 |
| 5.4 Strategies to Make Adaptation to the Physical World | 第54-55页 |
| Chapter Six Conclusion | 第55-57页 |
| Bibliography | 第57-59页 |
