Negotiation is an art that can be learned and improved
This post serves as an illustrative example of international negotiation dynamics and the cultural intricacies that play a pivotal role in shaping successful negotiations.
French culture is a rich and diverse blend of history, traditions, art, and cuisine that reflects the diversity and creativity of the French people. The French have a distinctive negotiation style that reflects their culture and values.
You are curious about the French style of negotiation?
“French negotiation is often seen as difficult by foreigners who practice it. They criticize it for being too long, too complex, too unpredictable, too confrontational and too personal. They have trouble understanding the implicit codes, the innuendos, the unspoken and the power games that govern the relations between French negotiators.”
Marc Cathelineau
Marc Cathelineau, a french author who specializes in negotiation, did some serious research on this topic. He surveyed a thousand French negotiators from different backgrounds and sectors, and he found out some interesting things about their habits and styles. Here are some of our key findings.
French culture and negotiation styles
- Masters of argumentation:
The French love to argue. They are masters of dialectics and don’t shy away from contradicting their opponents. They can make a case for anything, even if it’s nonsense. - Charm over persistence:
The French are not very persistent. They don’t like to push too hard or use pressure tactics. They prefer to rely on their charm and wit, which sometimes works and sometimes doesn’t. - Creativity at its peak:
The French are creative as hell. They have a lot of culture and knowledge, and they can come up with original ideas and solutions. They are the kings of the system D, which means they can improvise and adapt to any situation. - Selective listeners:
The French don’t listen very well. They are not very open or supportive, and they tend to interrupt and talk over their counterparts. They think they know better than anyone else, and they don’t care much about what others have to say. - Rational and analytical:
The French are rational and analytical. They use logic and reason to solve problems, and they don’t let emotions get in the way. They are good at breaking down complex issues into simple terms. - Limited in human relations:
The French are not very good at human relations. They are not very friendly or warm, and they don’t build rapport or trust easily. They are often seen as arrogant or rude by other cultures, especially the Anglo-Saxons. - Contrarian by nature:
The French are contrarian by nature. They like to challenge and question everything, even if it’s not necessary or relevant. They enjoy playing devil’s advocate and provoking reactions. - Optimism and paradox:
The French are optimistic to a fault. They always see the bright side of things, even when there is none. They have a paradoxical culture that combines pessimism and optimism in a weird way. - Principled and rational:
They are principled and rational. They use facts, figures, and solid arguments to support their positions. They also have a strong sense of history and a high regard for their own ideas. They expect their counterparts to be well-prepared and well-informed as well. - Emotionally expressive and confrontational:
They are emotionally expressive and confrontational. They like to argue and contradict their opponents, and they often question various points the other party makes. They use dialectics and rhetoric to persuade and impress their counterparts. They are not afraid of conflicts or disagreements, and they may resort to pressure tactics or threats if necessary. - Creative and flexible:
They are creative and flexible. They can come up with original ideas and solutions, and they can improvise and adapt to any situation. They are also willing to compromise and make concessions, as long as they do not lose face or dignity. They value innovation and diversity, and they appreciate new perspectives and approaches. - Formal and courteous:
They are formal and courteous. They follow a rigid format and a detailed agenda for their meetings, and they respect the hierarchy and authority of their counterparts. They also observe the etiquette and manners of their culture, such as exchanging business cards, using titles and surnames, dressing appropriately, and avoiding personal topics. - Optimistic and paradoxical:
They are optimistic and paradoxical. They always see the positive side of things, even when there is none. They have a paradoxical culture that combines pessimism and optimism in a weird way. They also have a certain spirit of contradiction that makes them challenge and question everything, even if it is not relevant or necessary.
Brexit : A challenging international negotiation with the French
The negotiations were marked by disagreements, delays, and deadlocks, as both sides struggled to reconcile their divergent interests and expectations. The French negotiators were among the most hardline and uncompromising in the EU, as they sought to protect their national interests and values, such as:
- Preserving the integrity of the EU single market and customs union, and ensuring a level playing field for fair competition.
- Defending the rights and interests of French citizens and businesses in the UK, especially in sectors such as fishing, agriculture, and finance.
- Upholding the EU’s principles of solidarity, unity, and sovereignty, and resisting any attempts by the UK to cherry-pick or undermine them.
To implement these strategies, the French negotiators used various tactics, such as:
- Taking a hardline and uncompromising stance on key issues, such as the Irish border, the level playing field, and the fishing rights.
- Threatening to veto or block any agreement that did not meet their demands or expectations.
- Coordinating and cooperating with other EU member states and institutions, such as Germany and the European Commission, to present a united front and a common position.
- Leveraging their influence and power in the EU and the international arena to pressure and persuade the UK to make concessions or accept compromises.
Common French personality characteristics
Beyond negotiation, French individuals often exhibit distinct personality traits rooted in their cultural heritage:
- Intellectualism and skepticism:
A love for intellectual pursuits and a healthy dose of skepticism permeate daily life. - Passion and independence:
French people are passionate and value their personal freedom. - Direct communication and emotional expressiveness:
They communicate directly and wear their emotions on their sleeves. - Sense of style and artistic appreciation:
French fashion and the arts hold high esteem. - Love for cuisine and wine:
Gourmet dining and wine appreciation are part of the culture. - Politeness, tradition, and patriotism:
Politeness and adherence to tradition coexist with a strong sense of patriotism. - Cynicism and attachment to tradition:
A touch of cynicism spices their humor, and attachment to tradition remains strong.
French Culture beyond negotiation
Expanding beyond negotiation, French culture is a rich tapestry covering language, religion, values, cuisine, fashion, and art, with a history marked by religious wars and revolutions.
The French values of liberty, equality, and fraternity are reflected in their political system, human rights, and diversity.
Their cuisine is famous for its sophistication, and French fashion continues to set global trends.
French art spans the ages, producing influential artists and housing renowned museums and monuments.
Recommendations for non-French negotiators
For both French negotiators abroad and foreigners engaging in negotiations with the French, understanding these cultural nuances and negotiation styles is essential for building successful international business relationships.
Here are some practical tips or strategies for non-French negotiators to effectively navigate and adapt to French negotiation dynamics:
- Do your homework before the negotiation.
Learn about the French culture, history, values, norms, etiquette, and communication styles. Understand their interests, goals, priorities, preferences, constraints, and red lines. Anticipate their arguments, objections, questions, and proposals. Prepare your own position, arguments, evidence, alternatives, and concessions. - Build rapport and trust with your French counterparts.
Show respect for their culture, language, and opinions. Use formal titles and greetings until invited otherwise. Avoid jokes, sarcasm, or criticism that might offend them. Express appreciation for their hospitality and cuisine. Demonstrate your competence, professionalism, and credibility. - Adapt to their negotiation style and expectations.
Be prepared for a long, complex, and detailed negotiation process that involves multiple stages, actors, and issues. Be ready to engage in lively debates, logical arguments, rhetorical questions, and persuasive appeals. Be flexible and creative in finding solutions that satisfy both parties’ interests and values. Be patient and persistent in overcoming impasses and reaching agreements. - Communicate clearly and effectively with your French counterparts.
Use clear, precise, and polite language that conveys your message without ambiguity or exaggeration. Avoid slang, jargon, or idioms that might confuse or mislead them. Use facts, figures, examples, and references to support your claims. Listen actively and attentively to their points of view. Ask clarifying questions if needed. Confirm understanding and agreement at each stage of the negotiation. - Manage emotions and conflicts constructively during the negotiation.
Be aware of your own emotions and how they affect your behavior and decisions. Be respectful of their emotions and how they express them. Avoid showing anger, frustration, or impatience that might escalate tensions or damage relationships. Use humor, compliments, or concessions to defuse negative emotions or conflicts. Focus on common interests and goals rather than differences or disputes.
French negotiators in global business: Influential cases and strategies
- Airbus vs. Boeing:
French negotiators from Airbus leveraged their analytical skills to present compelling business cases for their aircraft. They used logic and detailed technical data to support their proposals. Additionally, their contrarian nature played a role in challenging Boeing’s claims, leading to more robust negotiations. - Renault-Nissan-Mitsubishi Alliance:
French negotiators from Renault were involved in complex discussions with Japanese counterparts. Their adaptability and willingness to compromise while preserving dignity were instrumental in shaping the alliance’s terms. - Dassault aviation’s international fighter Jet Sales:
French negotiators for Dassault Aviation were involved in complex government-to-government negotiations. Their formal and courteous approach, along with their ability to provide rational arguments, helped secure international contracts. - Danone and Wahaha Partnership:
French negotiators from Danone emphasized building relationships and rapport in their negotiations with Wahaha Group, as they faced cultural and branding challenges in China. Their diplomatic approach was essential in resolving disputes.
In summary, French Culture and negotiation styles
- Masters of argumentation:
Excel in dialectics, fearlessly contradict opponents with compelling arguments. - Charm over persistence:
Rely on charm and wit, avoiding aggressive tactics for a non-confrontational approach. - Creativity at its peak:
Highly creative, adapt adeptly with innovative solutions. - Selective listeners:
Limited listening skills, often interrupt and assert viewpoints. - Rational and analytical:
Prioritize logic over emotions, simplify complex issues effectively. - Limited in Human Relations:
Build rapport with difficulty due to perceived aloofness. - Contrarian by nature:
Question conventions, enjoy playing devil’s advocate. - Optimism and paradox:
Maintain optimism even in adversity, embodying cultural paradoxes. - Principled and rational:
Rely on factual support and historical context in negotiations. - Emotionally expressive and confrontational:
Commonly confrontational, using dialectics and rhetoric. - Creative and flexible:
Value flexibility and innovation, fostering original solutions. - Formal and courteous:
Adhere to formal etiquette, respect hierarchy, and agendas. - Optimistic and paradoxical:
Embrace a unique blend of optimism and contradiction. - Common French Personality Traits:
- Intellectualism and skepticism:
Embrace intellectual pursuits and skepticism. - Passion and independence:
Value personal freedom and independence. - Direct communication and emotional expressiveness:
Communicate directly and express emotions openly. - Sense of style and artistic appreciation:
Hold fashion and the arts in high esteem. - Love for cuisine and wine:
Treasure gourmet dining and wine appreciation. - Politeness, tradition, and patriotism:
Balance politeness, tradition, and patriotism.
- Intellectualism and skepticism:
- French Culture beyond negotiation:
- Encompassing diversity:
Encompass language, religion, values, cuisine, fashion, and art. - Political values:
Liberty, equality, and fraternity shape the political system and human rights. - Cultural significance:
Renowned cuisine, sophisticated fashion, and influential art define French culture. - Historical legacy:
Religious wars and revolutions have left a lasting imprint on France.
- Encompassing diversity:
“How can you govern a country that has 246 varieties of cheese?”
Charles de Gaulle
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