France: Let's Make a Deal!

From ExecutivePlanet.com

Let’s Make a Deal!

What you should know before negotiating

Most businesspeople in France read English, so there is no need to have your business card translated into French. However, if you do have your card printed in French, it should indicate your position in French and your university degree, only if it is at the Ph.D. level.

It's strongly recommended that you learn basic French phrases and use them whenever possible. Your efforts will be well appreciated and remembered. The French will soon revert to English if they see you floundering.

When you speak their language, be gracious if the French correct your mistakes in grammar or pronunciation. Usually, people who make these efforts care about the French language and are only trying to help you speak it more effectively.

The French tend to focus on long term objectives and will try to establish firm personal relationships with the other negotiating party.

During a first meeting, remain polite and cordial.

The French, in a meeting, can be very direct, questioning, and probing, so a carefully planned, logically organized proposal is very important. Moreover, it is likely that the French side will focus on the aspects of your proposal that require further explanation. You may find that the French tend to treat the business discussion as an intellectual exercise.

Logic will dominate arguments on the French side. They will be quick to criticize anything that appears illogical.

Arguments tend to be made from an analytical, critical, perspective that is articulated with eloquence and wit. In addition, one's personal feelings or belief in an ideology may enter into the presentation.

Although the French can often be persuaded to change their opinions, they will not accept anything that deviates from the cultural norm. They are receptive to any new information that enhances the spirit of the debate.

The French will judge you on your ability to demonstrate your intellect, and this often involves discussing confrontational ideas and engaging in rigorous debate with them. You will earn their respect if you can handle yourself well in these situations. Don't be too concerned if your opinions differ from those of your opponents; what matters is your ability effectively to defend your position, demonstrate that you are well-informed, and maintain your composure.

Discussions are likely to get far more heated and intense than you may be accustomed to in North America.

In the middle of an argument, the focus may change, setting aside the immediate issue. Try not to be frustrated; these digressions are characteristic of French business culture and sometimes influence the final decision.

Despite the passionate tone of business discussions, don't make the mistake of insisting that everyone agree with you or attempt a "hard sell."

French business protocol requires constant formality and reserve in negotiations. Trying to convince your French counterparts to "lighten up" is inappropriate.

The French tend to be preoccupied with examining every minute detail before arriving at a decision. Consequently, be prepared for a long wait before you receive an answer.

If the negotiations reach an impasse, the French will ask for a break or simply ask for another meeting at a later date.

Generally, the French will not make concessions in the negotiations unless the logic used in their arguments has been defeated.

Power is intrinsic to French business culture; only the highest individual in authority makes the final decision. Therefore, be aware that the people with whom you are dealing might not be the ultimate decision maker. But they will, however, convey their opinion to the person in authority.

It's possible that the members of the French negotiating team will be alumni of the same university (Grande Ecole).

Despite the intensely hierarchical structure of this society, working successfully with all levels of the organization is still crucial to your success.

You'll find that the French, in business, are not risk takers and are reluctant to embrace change.

Finding a way around rules and regulations, when they fail to work, is an accepted practice, and this can be accomplished if you have an influential contact who is willing to be of assistance.

In France, most people with brilliant careers in business or government are products of the exclusive “Grandes Ecoles”. It is only in the past twenty-five years that women enrolled in these exclusive schools and this has become a significant trend. Women are now more likely to become company President or Minister in a government than was previously the case. Very publicized examples exist. Having said that, French women still face challenges in achieving positions and levels of income that are comparable with those of men. There is a “glass ceiling” for most of them. In 2008, only 7.8% of Company Directors were women. This compares unfavorably to the US at 15.2%, far behind Norway at 40.2%.

The current legislature (2010) is considering quotas in boardrooms.