Negotiating with Managers from France

  • Jessica Jean


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.


Appreciation of discussion and debate Confrontational approach Importance of hierarchy Networking Relationships take time to build Subcultures 


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Copyright information

© The Author(s) 2019

Authors and Affiliations

  • Jessica Jean
    • 1
  1. 1.Toulouse Business SchoolToulouseFrance

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