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7/28/2019 France on Negotiation (1)
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Business Negotiation in FranceSubmitted by:himpy RaniKhillan(PG20125548)
idhanshuGupta(PG20125350)
hivam Gupta(PG20125367)
hruti Gupta(PG20125734)iddharth Singh(PG20125496)
omia Sharma(PG20125630)
onakshi Bajaj(PG20125040
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Negotiation
Negotiating is an art of reaching anagreement by resolving differences through
creativity
Negotiation is a skill which is acquired
through PRACTICE AND NOT LEARNING
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Negotiation
Day-to-day
Negotiation
International
Business
Negotiation
Domestic
Classificationof Negotiation Process
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Business Negotiation:Process of conferring in which theparticipants 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.
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Negotiation
in France
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About France
Location: Western Europe
Capital: Paris
Religions: Roman Catholic 83%-88%, Protestant
2%, Jewish 1%, Muslim 5%-10%, unaffiliated4%
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 inJean-Jacques.
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Key points to follow during Negotiation
in France
Speak in french or use short simple Englishsentences followed by apology for not knowing
french.
Use some key phrases in french (demonstrates aninterest in long term relationship)
ENGLISH FRENCH
Hello Bonjour
Mrs./Mr./Miss Madame / Monsieur /
Mademoiselle
Thank you Merci
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1. Appointments are necessary and should be madeat least 2 weeks in advance.
2. Meetings may not always start on time around
10-15 mins buffer3. 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.
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6.Business cards are exchanged after the
initial introductions without formal ritual.
7. Do take a few moments tolook at the card.
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French value difference and may enjoy buildingrelationships with people whose experiences andinterests are different from their own ones.
Expect negotiations to be slow because they do notspend much time in preparing prior to negotiation.
Often take a holistic approach and may jump backand forth between topics rather than addressingthem in sequential order
May not always show a WIN-WIN attitude unlessand until they find it logical
What do they usually do...
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Primary approach to negotiating is to engage in adebate aimed at reaching a mutually agreeablesolution.
Avoid heated
confrontation with them
They pretend to be disinterested to make you feellike a petitioner. So play intelligently with them.
Dos and Donts during
negotiation
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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
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Avoid American OKsign, , means zero
in France
French people are free to be themselves only
with their closed ones. NEVER ATTEMPT TO BE
OVERFRIENDLY DURING BUSINESSNEGOTIATION.
They use pressure techniques that include
opening with their best offer, applying timepressure, or making final or expiring offers
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The French are often thought to be rather
proud with an innate air of superiority: it iswhat 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.
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