Negotiation Styles

The French Approach

French negotiation differs markedly from Anglo-Saxon styles:

Characteristics: - Logic over emotion - Principles before details - Long-term over short-term - Debate as relationship building - Flexibility within framework

Negotiation Process

1. Philosophical Agreement: - Establish shared principles - Agree on overall objectives - Create theoretical framework

2. Detailed Discussion: - Work through specifics - Expect circular discussions - Allow for digressions

3. Synthesis and Agreement: - Summarize positions - Find elegant compromise - Document thoroughly

Common Negotiation Mistakes

What Doesn't Work: - Hard-sell tactics - Arbitrary deadlines - Emotional manipulation - Ignoring hierarchy - Rushing decisions - Pure bottom-line focus

Inclusive Tip: Gender in Negotiations

While French business includes many powerful women, gender dynamics persist. Female negotiators might face subtle biases. Establishing expertise early, maintaining professional boundaries, and leveraging French appreciation for intellectual debate can help level playing fields.