French negotiation style: A qualitative approach

Negociación a la francesa: un enfoque cualitativo

Enrique Ogliastri Uribe, Maria Rendón and Sébastien Fosse ()
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Enrique Ogliastri Uribe: IE Business School, IE University, INCAE Business School - INCAE Business School
Maria Rendón: Cámara de Comercio de Cartagena
Sébastien Fosse: Deusto Business School - DEUSTO - Universidad de Deusto

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Abstract: Based on theories developed by Hall, Hofstede, and the Globe project, this article analyzes, on one hand, the patterns of French negotiators, and on the other hand, the challenges that people from other cultures face when they negotiate with the French. Inductive, comparative and qualitative methodologies are used about specific negotiation experiences with the French: a focus group and three studies with semi-structured interviews with 244 negotiators from five continents. To those negotiating with the French, it is advised to prepare negotiations with facts, figures and solid arguments, to look for a gradual approach, to be assertive but flexible, and to maintain formality and good manners at the negotiation table.

Keywords: Negotiation; Latin america; Culture; Qualitative methods; Francia negociación cultura método cualitativo Latinoamérica. Clasificación JEL: F51 France negotiation culture qualitative methods Latin America. JEL Classification: F51; Francia; negociación; cultura; método cualitativo; Latinoamérica. Clasificación JEL: F51 France; negotiation; culture; qualitative methods (search for similar items in EconPapers)
Date: 2018-04-10
Note: View the original document on HAL open archive server: https://hal.science/hal-04739447v1
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Published in Cuadernos de Administración, 2018, 30 (54), pp.91. ⟨10.11144/javeriana.cao30-54.nfec⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-04739447

DOI: 10.11144/javeriana.cao30-54.nfec

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