Negotiating with Managers from France

Jessica Jean
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Jessica Jean: Toulouse Business School

Chapter 9 in The Palgrave Handbook of Cross-Cultural Business Negotiation, 2019, pp 189-218 from Springer

Abstract: Abstract When negotiating with a counterpart from a different culture it is important to know what to expect. Whether it is in terms of how to greet your counterpart, the importance of networking, or how to best sell your proposal, culture plays a vital role in determining whether your negotiation will succeed or fail. This chapter looks at each of the influencing factors which shape the French culture, highlighting those underlying cultural factors that negotiators from abroad must be familiar with in order to achieve the best possible results when negotiating with a French counterpart.

Keywords: Appreciation of discussion and debate; Confrontational approach; Importance of hierarchy; Networking; Relationships take time to build; Subcultures (search for similar items in EconPapers)
Date: 2019
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sprchp:978-3-030-00277-0_9

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DOI: 10.1007/978-3-030-00277-0_9

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