With the impact of globalization, business interactions between China and France have deepened continuously, yet negotiation obstacles caused by cultural differences still persist. Based on Edward Hall’s high-context and low-context culture theory and Brown-Levinson’s politeness strategy theory, this paper combines their intersection points and conducts discussions through theoretical analysis and illustrative examples. Focusing on the pragmatic differences between Chinese and French negotiators, it explores three aspects: language, non-language, and "face". It is found that Chinese negotiators are characterized by an indirect, implicit, and interpersonal relationship-oriented communication style under high-context culture, while French negotiators adopt a direct, clear, and task-centered communication mode typical of low-context culture. These differences may lead to misunderstandings between Chinese and French negotiators regarding price, controversial issues, and interpersonal relationship building. In response to the above reasons, this paper proposes a hierarchical solution based on "cognition-strategy-process", namely conducting in-depth cross-cultural training, facilitating bilateral adaptive communication, and establishing cultural buffer zones during negotiations, so as to ensure effective communication channels for Sino-French business negotiations.
Research Article
Open Access