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French negotiation style: A qualitative approach
[Negociación a la francesa: un enfoque cualitativo]

Author

Listed:
  • Enrique Ogliastri Uribe

    (IE Business School, IE University, INCAE Business School - INCAE Business School)

  • Maria Isabel Rendón

    (Cámara de Comercio de Cartagena)

  • Sébastien Michel Fosse

    (Deusto Business School - DEUSTO - Universidad de Deusto)

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.

Suggested Citation

  • Enrique Ogliastri Uribe & Maria Isabel Rendón & Sébastien Michel Fosse, 2018. "French negotiation style: A qualitative approach [Negociación a la francesa: un enfoque cualitativo]," Post-Print hal-04739447, HAL.
    • Handle: RePEc:hal:journl:hal-04739447
    DOI: 10.11144/javeriana.cao30-54.nfec
    Note: View the original document on HAL open archive server: https://hal.science/hal-04739447v1
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    References listed on IDEAS

    as
    1. Ogliastri, Enrique & Quintanilla, Carlos, 2016. "Building cross-cultural negotiation prototypes in Latin American contexts from foreign executives' perceptions," Journal of Business Research, Elsevier, vol. 69(2), pages 452-458.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    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;
    All these keywords.

    JEL classification:

    • F51 - International Economics - - International Relations, National Security, and International Political Economy - - - International Conflicts; Negotiations; Sanctions
    • F51 - International Economics - - International Relations, National Security, and International Political Economy - - - International Conflicts; Negotiations; Sanctions
    • F51 - International Economics - - International Relations, National Security, and International Political Economy - - - International Conflicts; Negotiations; Sanctions

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