Communicating with the French
Mar 10, 08 Posted in FranceAs a European now living in the US, I’ve often wondered why there is such strong animosity between Americans and the French. Sure, I understand the political aspect, but I sense there’s more to it. Talking with several Americans working for or with French companies, it recently dawned on me that a big factor is how differently the French communicate.
Negotiating business over there, this certainly has bitten me more than once. I learned over the years that when dealing with the French, you first have to find out how to find out what you need to know. What is said and written in formal communication is often kept to a bare minimum, at least from an American perspective. In the U.S., information is easy to get and updates are often provided automatically. In France, one is expected to ask around and find out. The primary sources for this are individual contacts, and the French spend considerable time developing and nurturing their networks. In this high-context culture, building a strong network of dependable relationships is a way to “fill the gaps” and become aware of what is going on.
The Americans I spoke with often felt that they were being kept in the dark on purpose. People seemed to ignore proposals, left e-mails unanswered, and it seemed impossible to predict their decisions. All of this is perceived as arrogant, unfriendly, almost hostile.
In reality, all it is is a cultural difference that gets in the way of negotiating and working with the French. I’m pretty sure that there’s usually no ill will in these behaviors - they’re just the way “people do things” in France. Note that this applies to the French communicating among themselves as well. For example, I was often surprised to observe how little information French managers will sometimes share with their employees. They simply expect their employees to find out themselves whatever it is they need to know. So, if you’re negotiating with the French, do the same thing, and you’ll be fine.
2 Responses to “Communicating with the French”
By cristian ibarra on May 11, 08
Doing business in France is not as risky as doing business in China; nevertheless, one must always be careful when there are no strong legal safeguards in place. It seems that the French for the most part appreciate an individual who speaks their language. An executive who can learn enough to conduct a deal will be looked at by their French counterpart as taking that potential deal as a serious venture. In addition, French businessmen tend to like confrontational negotiations. If the American executive can show that he has a strong position for his arguments he will be respected more by the other side. Also, even though the French negotiator might refuse part of the deal at the beginning that does not mean that the discussion concerning that area is over. The French tend to be people that take time to consider the deal they are entering. They are not like American executives that apply a hard sell approach, but rather will not make decisions quickly when they are not absolutely comfortable with the deal.
The French are also strong believers in the Big Picture of the deal. They are not like American businessman who usually apply the wait and see approach. They tend to have far reaching plans while not looking at the details of what will make the deal work. One last important aspect of conducting business in France is that there business model is very hierarchical. In most cases the only person that can make the decision of whether to make the business deal is the highest ranking executive.
By Lothar on May 12, 08
Not sure everyone would agree on wording them as ‘confrontational’ negotiations. I think many French see it more as passionate debates, in which they try to defend their positions through logical reasoning that may sometimes get very heated but rarely aggressive. The ‘winner,’ i.e. the side that meets most of their objectives, is often whoever had the most compelling rationale for their respective positions.