The Success and Failure of International Business English Negotiation: Based on Hofstede's Cultural Dimension Perspective

Ruyi Pang; Ruxin Pang

doi:10.54691/bcpep.v10i.5403

Authors

Ruyi Pang
Ruxin Pang

DOI:

https://doi.org/10.54691/bcpep.v10i.5403

Keywords:

International Business English Negotiation; Hofstede's Cultural Dimension; Business English.

Abstract

With the increasingly frequent international economic and trade exchanges, the use of Business English in transnational exchanges has become more popular and valued. However, in international Business English negotiations, the differences in language expression under different cultural backgrounds have become a major obstacle in the negotiation process. Based on Hofstede's cultural dimension theory and through typical examples of Business English expressions, this paper explored how cross-cultural differences are reflected in negotiations, and has found that Hofstede's cultural dimension theory affects the success or failure of negotiations by influencing decision-making mechanisms, identity cognition, semantic understanding, risk perception, and goal pursuit of negotiation parties. Then further, giving corresponding suggestions of negotiation strategies, proposing an application framework of the whole process of international Business English negotiations in the cross-cultural context, aiming to help negotiation practitioners cope with cross-cultural conflict and achieve success in negotiations. At the end of the paper, the theoretical contributions and practical contributions are discussed, as well as the direction for future research.

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