Business Negotiation in France

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himpy RaniKhillan(PG20125548) idhanshuGupta(PG20125350) hivam Gupta(PG20125367) hruti Gupta(PG20125734) iddharth Singh(PG20125496) omia Sharma(PG20125630) onakshi Bajaj(PG20125040

Negotiation
Negotiating is an art of reaching an agreement by resolving differences through creativity

Negotiation is a skill which is acquired through PRACTICE AND NOT LEARNING

Classification of Negotiation Process

Negotiation

Day-to-day Negotiation

Business Negotiation

Domestic

International

 Business Negotiation: Process of conferring in which the participants of business activities communicate, discuss,and adjust their views, finally reach a mutually acceptable agreement in order to close a deal or achieve a proposed goal. International Business Negotiation: The business negotiation that takes place between the interest groups from different countries or regions.

Negotiation in France

About France
Location: Western Europe Capital: Paris Religions: Roman Catholic 83%-88%, Protestant 2%, Jewish 1%, Muslim 5%-10%, unaffiliated 4% Government: Republic Languages in France: French(88% of population), Celtic(1.2%), Arabic(1.7%). Some French people have two first names, which are often hyphenated, as in Jean-Jacques.

Key points to follow during Negotiation in France

Speak in french or use short simple English sentences followed by apology for not knowing french. Use some key phrases in french (demonstrates an interest in long term relationship)
ENGLISH Hello Mrs./Mr./Miss Thank you FRENCH Bonjour Madame / Monsieur / Mademoiselle Merci

1. Appointments are necessary and should be made at least 2 weeks in advance. 2. Meetings may not always start on time around 10-15 mins buffer 3. Light handshakes. Men should wait for women to initiate handshakes.
4. Avoid Gifts(considered as bribery unlike CHINA) 5. Wait to be told where to sit.

6.Business cards are exchanged after the initial introductions without formal ritual. 7. Do take a few moments to look at the card.

What do they usually do...

French value difference and may enjoy building relationships with people whose experiences and interests are different from their own ones. Expect negotiations to be slow because they do not spend much time in preparing prior to negotiation. Often take a holistic approach and may jump back and forth between topics rather than addressing them in sequential order May not always show a WIN-WIN attitude unless and until they find it logical

Dos and Donts during negotiation

Primary approach to negotiating is to engage in a debate aimed at reaching a mutually agreeable solution. Avoid heated confrontation with them

They pretend to be disinterested to make you feel like a petitioner. So play intelligently with them.

 Dress formally while coming for Negotiation. Men -> Dark-coloured, conservative business suits. Women -> Either business suits or elegant dresses in soft colours Avoid exaggerated claims, as the French do not appreciate hyperbole. Say NO instead of giving ambiguous answers such as We will consider it

 Avoid American OK sign, in France

, means zero

French people are free to be themselves only with their closed ones. NEVER ATTEMPT TO BE OVERFRIENDLY DURING BUSINESS NEGOTIATION. They use pressure techniques that include opening with their best offer, applying time pressure, or making final or expiring offers

The French are often thought to be rather proud with an innate air of superiority: it is what is known as Grandeur. The fact is that their contributions to history, culture, art, philosophy, literature or cuisine speak for themselves. Admit it, and the French will immediately warm to you.