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doing business in France (Do's and don'ts in negotiating)
Transcript of doing business in France (Do's and don'ts in negotiating)
do's and don'ts in negotiating
French doing business with other French
"Le client est Roi" -> go wherever the client wants to and pay for it all.
You should know how to play golf -> best moment to discuss business
In a restaurant: drink alcohol
order many dishes and finish them all.
How to behave with French in business.
-> confidence and sincerity
-> be distant while interacting
-> shake hands
The "vous" / "tu" issue
-> wait for proposal.
-> only after being invited to do so.
How to dress?
-> usually formal
How to do business with the French.
-> booked in advance in writing or by phone
+ goal = exchange information and NOT reach decision
-> relaxed: being 15 minutes late is fine
-> direct, questioning and probing
Argumentation? -> the french way to analyze
Exaggeration? -> to be avoided
Clarity and rationality are important to convey messages
-> only written commitments are serious
The French "trick"
: orderly, quite formal, cold, unfriendly
Beneath the surface
: network of personal relationships drives negotiations.
Formality: business takes place on two levels.
Cultural nuances to be aware of:
-> strong national culture :
speaking french is appreciated.
-> Problem solving:
details matter cf justice issues.
-> develop a relationship: go out have dinner
-> show interest: disagreement is fine