ADR Bulletin

ADR Bulletin

Volume 12 | Number 1 Article 2

1-1-2010

French negotiation culture

Maria van der Walt
Bond University, maria.vanderwalt@student.bond.edu.au

Recommended Citation
van der Walt, Maria (2010) "French negotiation culture," ADR Bulletin: Vol. 12: No. 1, Article 2.
Available at: http://epublications.bond.edu.au/adr/vol12/iss1/2

This Article is brought to you by ePublications@bond. It has been accepted for inclusion in ADR Bulletin by an authorized administrator of
ePublications@bond. For more information, please contact Bond University's Repository Coordinator.

Cross-cultural negotiation dynamics
French negotiation culture
Introduction
France is a world leader in many
fields, including tourism and trade,
and a cornerstone of the European
Union. Successful outcomes in
negotiations with this world-leader
are of utmost importance to any
western nation. This article will
briefly consider typical western
negotiation styles, and thereafter
consider French culture and French
negotiation styles, focusing on the
problems, concerns and difficulties
that a western negotiator from
Australia or the United States might
encounter when entering negotiations
with French nationals. For the sake
of brevity, United States or
Australian negotiators will be
collectively referred to ‘western
negotiators’. While it is recognised
that great diversity exists among the
French in mannerisms, ideologies,
protocol and other aspects of life,
French culture will be described in a
general manner for the
purposes of comparing
the typical French
negotiator to the typical
western negotiator.
Lewicki’s concepts
and categories for
intercultural
negotiations will be
employed to highlight
the cultural differences
and differing
negotiation tactics of
the western and French
cultures.1 Based on the work of
several other theorists, Lewicki2
refers to 10 ways that culture can
influence negotiations.3 These areas
will be considered with reference to
French culture and the French style of
negotiation. The dimensions of
culture as suggested by Hofstede, and
discussed by Lewicki, will then be
addressed with respect to French
culture and western interaction
therewith.
(2010) 12(1) ADR ..............................................................................................................................................................................................................................
Published by ePublications@bond, 2010
van der Walt: French negotiation culture
ADR Bulletin of Bond University DRC
Maria van der Walt
The western negotiation agenda, agreed upon in the early
model stages of the negotiation. This agenda
Negotiation models and tactics in determining the structure of
western societies are tactical and discussions will, once agreed upon,
calculated. Fisher and Ury accurately generally provide the framework for
describe many of western negotiation further discussions. Offers may be
tactics in their work Getting to Yes.4 introduced after discussion of the
The Harvard Negotiation Project also various items on the agenda. Offers
outlines four pillars that are vital to may be made as a package offer, or be
all negotiations, namely: made conditionally or unconditionally
• separating the people from the on each item at a time.
problem; It is to be noted that while this is
• having an interest-based focus, the general approach to western intra-
rather than a positional focus; cultural negotiation, this model and
• inventing options for mutual gain; its principles are not necessarily
and employed uniformly across the United
• insisting on objective criteria. States and Australia. Both cultures use
Similarly, negotiation models a variety of negotiation approaches,
taught in Australia are tactical, and adapt and alter these approaches
systematic and practical with when engaging in cross-cultural
principles that are easy to employ. negotiation. The process of adapting
Basic step-by-step procedure models and altering negotiation tactics, as
are taught, outlining each stage of the evident from the discussion that
negotiation. Mantras taught are often follows, is vital to successful
similar, if not identical, to American negotiations with French nationals.
France is a world leader in many fields,
including tourism and trade, and a cornerstone
of the European Union. Successful outcomes
in negotiations with this world-leader are of
utmost importance to any western nation.
mantras, such as ‘separating the Lewicki’s concepts as to
people from the problem,’ and how culture may influence
‘focusing on interests rather than negotiation
positions’.
Western models of negotiation also 1. Definition of negotiation
set up a structure beginning with The French definition of negotiation
broader discussions of both common is in some respects similar, and in
and individual goals and interests, other respects vastly different, to the
and then later moving to more western model. Cogan states ‘the idea
specific discussions of each particular that negotiation consists of a series of
point. Negotiations are also typically elements and stages … is both
organised through the use of an unappealing and unpersuasive to most
11
1
 ADR Bulletin, Vol. 12, No. 1 [2010], Art. 2

ADR Bulletin of Bond University DRC

French negotiators. The French … western negotiators.

think that negotiation comes Furthermore Baudry explains that
naturally.’5 the French have a belief that, ‘no one
In contrast to this, ‘United States … wins without another losing’.9 Baudry
negotiators concentrate on their own notes that, in contrast to the French
performance and winning and belief the western counterpart is one
negotiations are episodic.’6 of abundance and mutual gain. This
Australian negotiators are also approach might become prevalent
inclined to work with a systematic during negotiations where, even

One of the most basic differences is

found in the fact that, ‘the French love to
talk, and they don’t find arguing rude.’
This is quite distinct from western cultures,
which generally view arguing as a disintegration of
relationships and in a professional realm only talk
on a moderate level, and only when necessary.
approach, with clear tactical phases. though concessions are generally made
This reveals the distinct possibility for by both parties, a French person might
mutual frustration in a cross-cultural be more inclined to feel that,
negotiation between French ‘I have given something up, and
negotiators who might feel restricted therefore I have lost and you have
or patronised by a systematic won.’ Western negotiators might
approach, and western negotiators counter this feeling by making the first
who might feel a sense of concession, or by placing added
disorganisation in a less structured emphasis on French ‘wins’ or ‘gains’
negotiation. It is vital for western and underplaying French concessions.
negotiators to be wary of the
possibility that French negotiators will 2. Selection of negotiators
want to remain free from definitive While some cultures are traditional
structure, and perhaps find ways to in their gender perception, and
bring an informal structure to the therefore pay less heed to female
negotiating table, in a manner that negotiators, the French ‘don’t make
appears spontaneous and unrehearsed. any difference between men and
One of the most basic differences is women. The person across the table is
found in the fact that, ‘the French love judged for what he or she represents
to talk, and they don’t find arguing and not on whether they are a man or
rude.’7 a woman.’ This is also similar with
This is quite distinct from western regard to age, and although a more
cultures, which generally view arguing mature negotiator might be accorded
as a disintegration of relationships and more respect from the onset, younger
in a professional realm only talk on a negotiators will not be dismissed or
moderate level, and only when disrespected on the mere basis of
necessary. However similar to the youth.
western approach the French believe Furthermore Lewicki notes that
that, ‘the contract seems to be more collectivist cultures, such as the French
important than the relationship.’8 culture, are more inclined to cultivate
Yet despite focusing on the contract, and sustain long-term relationships as
the French do place emphasis on opposed to negotiators from
maintaining contact between the individualistic cultures, such as the
parties post-negotiation, and strive to United States and Australia, who will
maintain long-term relationships, a more frequently swap negotiators,
desire which can be of benefit to based on short-term criteria.10 If

12 ...................................................................................................................................................................................................... vol ●
12 no ❶ March/April 2010
http://epublications.bond.edu.au/adr/vol12/iss1/2 2
 van der Walt: French negotiation culture

ADR Bulletin of Bond University DRC

western negotiators were to pursue a culture by means of a kiss on the

long-term relationship with a cheek could run the risk of appearing
particular French company or foolish, while failure to extend a
institution, it might be useful to handshake might appear discourteous.
maintain the use of the same
negotiators in order to create a sense 4. Communication
of familiarity and build closer Verbal and non-verbal
relations. communication is a vital part of cross-
cultural communication, as every
3. Protocol nation has a distinct manner of
American and Australian protocols, speaking and interacting that will not
although fairly distinct in the business always be correctly perceived by
realm, are not as strongly developed as foreigners. Taylor refers to the ‘French
the French equivalent. While titles are “No” Syndrome’.
sometimes used in Australia and the In France some people will say ‘No’
United States, for example in the even before you finish the question.
courtroom, it is not common to the What they usually mean is ‘I don’t
European extent. ‘Many European know, that’s not my job’ or ‘I don’t
countries, [for example] France … are understand you’ or ‘I’m busy now’.13
very formal and not using the proper This is similar to the Japanese
title when addressing someone is tendency to use ‘hai’ when they do not
considered insulting.’11 This means necessarily mean ‘yes’.14
that western negotiations need to be During the course of a negotiation
wary of potential French co- within French culture, use of the word
negotiators who might take offence at ‘no’ can lead to misunderstandings,
the incorrect use or the omission of a and can even cause western
title. negotiators to believe that a certain
Although slightly less essential, it is offer or proposition has been rejected
also necessary for western negotiators when it has not. However if aware of
to be aware of greeting practices of a this cultural tendency, a western
foreign culture. French are renowned negotiator can employ the listen-
for their ‘kiss-on-both-cheeks’ acknowledge-reframe-summarise
greeting. However this is not technique to ensure that in that
acceptable in a business setting, with particular instance, ‘no’ does, in fact,
near or total strangers. Instead mean ‘no.’
French all shake hands. It’s not a strong Another important aspect of
handshake in the American style, with communication is eye contact. Taylor
a long serious moment of eye contact. notes that ‘making eye-contact is a
Rather it is a brief holding of the hands statement of equality in France … a
with an even briefer visual recognition of the other person’s

Verbal and non-verbal communication is a

vital part of cross-cultural communication,
as every nation has a distinct manner of
speaking and interacting that will not always
be correctly perceived by foreigners.

acknowledgement, but it is most identity.’15 This clearly suggests that if

important in French greetings among a Western negotiator were to make
all acquaintances.12 minimal eye contact during
Although differences are minor, they negotiations, it may be regarded as
are important to take into impolite, or disrespectful. While
consideration, as a western negotiator westerners often find prolonged eye-
who attempts to simulate French contact to be disconcerting, Lewicki

(2010) 12(1) ADR .............................................................................................................................................................................................................................. 13

Published by ePublications@bond, 2010 3
 ADR Bulletin, Vol. 12, No. 1 [2010], Art. 2

ADR Bulletin of Bond University DRC

urges the western negotiator to make an opportunity for discussion,

‘always look directly into your French for an exercise in the art of
associate’s eye when making an conversation.
important point.’16 This might ensure If unaware of this culture
that you are taken seriously by your dimension, such style of
French counterpart, and can also be communication could potentially be
seen as a mark of respect and equality. frustrating to western negotiators,
Furthermore the French often speak who might be inclined to view the

... the French often speak with their hands, reflecting

their Mediterranean heritage. While it is neither
necessary, nor acceptable for western negotiators to copy
this French mannerism it is necessary to note that ...
‘putting one’s hands in one’s pocket is impolite,’ and may
be misconstrued as a sign of passivity or a lack of power.

with their hands, reflecting their French inclination to criticise as a

Mediterranean heritage. While it is personal attack, or view the desire for
neither necessary nor acceptable for discussion as a waste of time.
western negotiators to copy this However if western negotiators are
French mannerism it is necessary to aware of these facets of the French
note that the prevalent use of hand culture, they can be interpreted
gestures has led to the French belief correctly, that is, as a probative desire
that 'putting one’s hands in one’s to gain information and a greater
pocket is impolite,’17 and may be understanding of the issues at hand.
misconstrued as a sign of passivity or
a lack of power. 5. Time sensitivity
Taylor also notes that the French The way that different cultures
will often employ rudeness as a perceive time can radically influence
tactical approach when initiating the proceedings of the negotiation.
conversation. Baudry explains that American culture
Purposeful rudeness comes mostly from is monochronic, meaning that there is
feelings of insecurity … because they one time for each thing and one thing
can’t understand you. Some assume for each time.19 Lewicki also notes that
because of their class or status, they In the United States, people tend to
must ‘put you down’ first because they respect time by appearing for meetings
are afraid you will put them down.18 at an appointed hour, being sensitive to
Thus fear of being rejected or not wasting the time of other people
insulted is often expressed through and generally holding that ‘faster’ is
rudeness, which is a reflection of better than ‘slower’ because it
insecurity rather than of true dislike. symbolises high productivity.20
She suggests that rather than returning In contrast to this, it is noted the
an insult, the best option might be to French manner is one of ‘endemic
try being polite, as it might improve lateness’,21 and might be an
their disposition. expression of power, whereby
Finally, it is also important to note individuals with greater status or
that, unlike Americans or Australians power demonstrate their ‘right’ to be
in general, ‘The French are late, and that they are not bound by
argumentative.’ However, time. In practice this might mean that
… it is a point of view presented, not when French negotiators arrive late at
an unpleasant attack. The French are a scheduled meeting a western
quick to criticise everybody and negotiator may misconstrue such
everything, but that is often only to tardiness as disrespect or carelessness,

14 ...................................................................................................................................................................................................... vol ●
12 no ❶ March/April 2010
http://epublications.bond.edu.au/adr/vol12/iss1/2 4
 van der Walt: French negotiation culture

ADR Bulletin of Bond University DRC

when, in fact, it is a mere cultural European cultures are quite

expression of hierarchy, and freedom conservative [risks takers]’.24 An
from time constraints. alternative view taken by Fischer-
A practical way for western Sitzwohl et al is that the
negotiators to side-step frustrations French are said to be fairly high risk
could be to ensure that they always takers, probably because of their
have additional work with them to creativity and also their feeling of
keep them busy in the event that intellectual superiority. But … the
French negotiators are late. The time French always like to discuss every
could also be utilised to do extra little detail during the negotiation,
preparation or to familiarise which considerably reduces uncertainty
themselves with the setting. … so we could say that French are risk
However, being on time and turning takers but in an environment they
up on the agreed hour is only one know fairly well.25
obvious manner in which time will Based on the view of Fischer-
affect cross-cultural negotiations. Time Sitzwohl et al, it may be of great
will also prove to be a relevant factor benefit to Western negotiators to
during the negotiation proceedings. create an environment that feels
Taylor notes that ‘nothing of comfortable, and to ensure that French
significance happens in France without negotiators feel a sense of security and
a lengthy discussion and familiarity throughout the negotiation.
deliberation’.22 Americans and They would, in such an atmosphere,
Australians tend to negotiate with a then be prompted to take greater risks,
greater awareness of time, aiming for which may consequently take the form
fast, and high-productivity of concessions, admissions, or the
negotiations.23 However this is not formation of an agreement. If at ease
true for the French, who, as noted they might also be more open to
above, enjoy embarking on long unusual or creative suggestions from
discussions, and thus prefer to discuss western negotiators or be more
each matter separately, and at great inclined to overcome their concerns
length. The focus for them is on the and to set aside the fear that
quality of the discussion rather than prohibited them from finalising an
the speed of it. This might inevitably agreement.

Americans and Australians tend to negotiate with a

greater awareness of time, aiming for fast, and high-
productivity negotiations. However this is not true for the
French ... who enjoy embarking on long discussions, and
thus prefer to discuss each matter separately, and at great
length. The focus for them is on the quality of the
discussion rather than the speed of it

lead to stumbling blocks in cross- 7. Groups versus individuals

cultural negotiators, as western The perception that a particular
negotiators aim to show respect to the culture holds with regards to
time restrictions of French negotiators, individualism or collectivism may also
but in reality, appear to be showing a have a definitive impact on the
disregard for their desire to deliberate, negotiation proceedings.
and to discuss issues in great depth. As noted earlier, the United States
and Australia are both largely
6. Risk propensity individualistic societies. However
Western society has a high risk Lewicki points out that ‘Negotiators
propensity, Lewicki notes that ‘some from other countries [for example]

(2010) 12(1) ADR .............................................................................................................................................................................................................................. 15

Published by ePublications@bond, 2010 5
 ADR Bulletin, Vol. 12, No. 1 [2010], Art. 2

ADR Bulletin of Bond University DRC

France do not always share this Lewicki notes that ‘in the United
ideology [individualism], and may States, agreements are typically based
instead stress group rights as more on logic, are often formalized and are
important than individual rights and enforced through the legal system if
public investment as better allocation such standards are not honoured.’29
of resources than private investment.’ This will create congruity in a cross-
According to Hofstede, France is cultural negotiation, as both parties
ranked 10th in the world for will tend to recognise the importance

A western negotiator should be aware of the

greater inclination of French negotiators to display
emotion, as ignorance of this point could lead to
western negotiators feeling affronted or offended
by emotional speeches that appear to be targeted
at them individually.

individualism, while the United States of agreeing upon the finer points of a
and Australia are ranked first and negotiation, and formalising such
second respectively.26 This could lead agreements in writing. However,
to potential difficulties within Fischer-Sitzwohl et al note that for the
negotiations. However when French, the important part in the
proposing solutions, western negotiation is ‘the deal and not the
negotiators may keep this factor of the relationship’.30 Although this appears
French culture in mind, aiming to to contradict Lewicki’s belief about
propose solutions that benefit to the collectivist cultures, including the
greater good. The collectivist nature French, tending to pursue the
of the French might also mean that formation of long-term relationships,
decisions will be reached collectively, the two views may be reconciled. It is
and that French negotiators will conceivable that while during the
consult with one another, and with negotiation the French are primarily
their superiors more frequently than concerned with the importance of
western negotiators. Their collectivist entering a contractual agreement that
approach will also be of benefit to is favourable to them, they do also
western negotiators in that strive to ultimately maintain long-
… negotiators from collectivist cultures term relations with their opponents.
will strongly depend on cultivating and Throughout the negotiation it may
sustaining a long-term relationship be useful for western negotiators to
whereas negotiators from remind French negotiators of the
individualistic cultures may be more benefits of long-term relationships, a
likely to swap negotiators, using value which the French already hold
whatever short-term criteria seem dear, but may have temporarily
appropriate.27 suppressed in light of their greater
desire to reach an agreement. This
8. Nature of agreements reminder will then ultimately be of
It has been said that the French prefer benefit to both parties, serving as a
a specific form of agreement because common goal, and urging minor
they like to go over details while concessions from both to uphold this
negotiating, so they’d rather have a value.
detailed contract with all the
possibilities.28 9. Emotionalism
This is similar to the western Lewicki notes that ‘[c]ulture appears
approach, where contracts are also to influence the extent to which
crafted with great attention to detail. negotiators display emotions’.31 In

16 ...................................................................................................................................................................................................... vol ●
12 no ❶ March/April 2010
http://epublications.bond.edu.au/adr/vol12/iss1/2 6
 van der Walt: French negotiation culture

ADR Bulletin of Bond University DRC

general it may be said that French monarchical and democratic traditions

display emotion more openly and freely both of which can influence
than do westerners. Within the French negotiation behaviour depending on
culture it is considered acceptable to be the context.’34 Similarly, despite
upset, or to display joy or frustration capitalist notions, France cannot be
with a person or a situation. In said to be a truly capitalist nation.
contrast, western culture will generally Rather it is displays elements of both
associate the public display of emotion capitalism and socialism. According to
with weakness of character, or the Lewicki,35 such ideologies form part
inability to control oneself. ‘French of the ‘environmental context’ beyond
negotiators tend to project their feelings the control of the parties,
onto their negotiation partner. They and this may complicate cross-cultural
often believe the negotiation is a war.’32 negotiations. The western negotiator
A western negotiator should be may heed these French ideologies by
aware of the greater inclination of initiating propositions that will have
French negotiators to display emotion, collectivist benefits by serving a
as ignorance of this point could lead to purpose for the ‘greater good’ of the
western negotiators feeling affronted or entire company in question, or that
offended by emotional speeches that will somehow be
appear to be targeted at them of benefit to the French society or
individually. Once it is understood that economy at whole, even if such
French displays of emotion during a benefits are only minor.
negotiation are targeted at resolving
issues, and creating resolutions, western Hofstede’s cultural
negotiators may feel more comfortable dimensions
in such situations and be able to Lewicki considers four of Hofstede’s
correctly identify the opinions and important cultural dimensions, namely
concerns underlying the emotion. • individualism and collectivism;
• career success and quality of life;
10. Ideology • power distance; and
Individualism and capitalism are two • uncertainty avoidance.
of the primary ideologies held by both The factors relevant to the
the United States and Australia. Lewicki individualism and collectivism have
states ‘Negotiators from the United already been discussed earlier in this
States generally share a common article with regards to the French
ideology about the benefits of culture. While career success and

... French displays of emotion during a

negotiation are targeted at resolving issues,
and creating resolutions ...

individualism and capitalism. quality of life is an important cultural

Americans believe strongly in dimension, this article will focus on
individual rights, the superiority of two of Hofstede’s views — power
private investment and the importance distance and uncertainty avoidance.
of making profit in business.’33 This article also consider another
As previously discussed, France has cultural dimension that is identified by
a slightly more collectivist ideology Hofstede — namely masculinity and
than Western cultures. It is also stated femininity — and highlights the
that ‘[v]alues are proposed to have a differences between the way in which
direct effect when then have strong French and western culture consider
effects across several different contexts gender.
[for example] France has both

(2010) 12(1) ADR .............................................................................................................................................................................................................................. 17

Published by ePublications@bond, 2010 7
 ADR Bulletin, Vol. 12, No. 1 [2010], Art. 2

ADR Bulletin of Bond University DRC

1. Power distance uncertainty and ambiguity within

Hofstede’s concept of power French negotiators.
distance refers to the extent to which It is further explained that cultures
it accepted and understood that that have a high uncertainty
power is unequally spread. Where avoidance index tend to steer away
there is low power distance, there is from situations in which they feel
generally more democracy, and uncomfortable, and situations that are
individuals on a lower hierarchical new or novel.38 This confirms the
position may contribute to a greater proposition discussed earlier, namely
extent. The Hofstede model shows that as the French generally have a
France ranking highly in terms of higher risk propensity in situations
power distance and, according to where they feel more comfortable,
Fischer-Sitzwohl et al, western negotiators may benefit from
… nowadays, the hierarchy is usually being aware of the importance of
to be respected. Even though ensuring that negotiations occur in an
employees can bypass their bosses, it is atmosphere that feels secure and
not often the case, and they often have familiar to the parties.
to ask for their bosses’ assent before
taking a decision. 3. Masculinity / femininity
Western negotiators, particularly Hofstede explains that
Australian negotiators, will tend to Masculinity stands for a society in
come from a background with a lower which social gender roles are clearly
power distance. In practice, this may distinct: Men are supposed to be
mean that French negotiators may assertive, tough, and focused on
interrupt negotiation proceedings material success; women are supposed
more frequently in order to consult to be more modest, tender, and
with their superiors. Although not concerned with the quality of life.
always the case, it might also mean France is not considered to be a
that more power may reside with one very masculine nation, and based
French negotiator than with the rest. one Hofstede’s model, France has
It may be beneficial for western been rated with 40 out of 100 for
negotiators to ascertain at the onset of masculinity.39 This will tend to
proceedings whether French suggest that France is more feminine
negotiators have the authority to than it is masculine. Hofstede
settle, and whether decisions will need further notes that ‘Femininity stands
to be ratified by superiors, and to for a society in which social gender
what extent. roles overlap: Both men and women
are supposed to be modest, tender,
2. Uncertainty avoidance and concerned with the quality
According to Hofstede, Australians of life.’40
have an uncertainty avoidance of The rating for masculinity within
about 50 out of 100 and the United the United States and Australia are
States has an even lower uncertainty substantially higher than France, both
avoidance index of 40 out of 100, rating at a 60 out of 100 (as
while France has a high rate, at 80 compared to 40 out of 100 in
out of a 100.36 This means that the France).41 The difference is not
French have an uncertainty avoidance dramatic, but it is substantial and
index of almost double that of the noteworthy. The difference is not as
average western negotiator. Fischer- large as between, for example —
Sitzwohl et al, who note that ‘The Japan, which rated with 90 out of
French don’t like ambiguity and they 100 for masculinity; or Norway,
try to reduce it by establishing formal which rated with five out of 100 for
rules in order to avoid ideas and masculinity.42
behaviour they don’t desire.’37 In light Western negotiators may not be
of this information, it may be aware of the relatively low rate of
necessary for western negotiators to masculinity, and therefore high rate
ensure that all statements and offers of femininity, of French culture.
are clarified, and fully explained, so Indeed the feminine aspect of French
as to avoid creating a sense of culture maybe related to the French

18 ...................................................................................................................................................................................................... vol ●
12 no ❶ March/April 2010
http://epublications.bond.edu.au/adr/vol12/iss1/2 8
 van der Walt: French negotiation culture

ADR Bulletin of Bond University DRC

concept of collectivism. Perhaps Endnotes

western negotiators may appeal to a 1. Roy J Lewicki, Bruce Barry and
French negotiator’s sense of David M Saunders, Negotiation (5th
community and care for others, ed, 2006).
including the greater society. Perhaps 2. Above note 1.
too, western negotiators operating 3. Above note 1 at 420.
within French culture may consider 4. Roger Fisher and William B Ury,
underplaying masculine notions, such Getting to Yes (2nd ed, 1991).
as competitiveness and individuality, 5. Charles Cogan, French
to avoid creating an appearance that Negotiating Behaviour (2006) at 108.
is hard and rigid. 6. Above note 1 at 419.
7. Sally Adamson Taylor, Culture
Conclusion Shock! France (1990).
It is clear that there are numerous 8. Mag. Birgit Fischer-Sitzwohl,
differences between the French and ‘Negotiation Management,’
western cultures that may ultimately Negotiation Conference, Summer
create a range of stumbling blocks Semester 2006.
when cross-cultural negotiations are 9. Pascal Baudry, French and Americans
entered into between these two — The Other Shore (2005) at 99.
equally powerful, yet vastly differing 10. Above note 1 at 415.
world powers. It has also been 11.Above note 1 at 421.
revealed that western negotiators, 12.Sally Adamson Taylor, Culture
with the best of intentions and Shock! France (1990) at 27.
excellent negotiation skills, may 13. Above note 12 at 63.
unwittingly cause great offence or 14. Above note 1 at 431.
confusion to French negotiators if 15. Above note 12 at 25.
they fail to take into consideration the 16. Above note 1 at 421.
cultural dimensions that set each 17. Above note 12 at 27.
nation of the world distinctly and 18. Above note 12 at 64.
uniquely apart from the rest. However 19. Above note 9 at 163.
a number of strategies have been 20. Above note 1 at 422.
outlined, whereby western negotiators 21. Above note 1 at 422.
may prepare for cross-cultural 22. Above note 12 at 31.
negotiations with French nationals 23. Above note 1 at 422.
with minor adjustments to ensure 24. Above note 1 at 422.
the comfort respect and continued 25. Above note 8.
alliance of their French opponents. 26. G. Hofstede Culture and
While these suggestions may be of Organizations: Software of the Mind
immense benefit to western (1991).
negotiators engaging in proceedings 27. Above note 1 at 415.
with French negotiators, it is always 28. Above note 8.
to be remembered that ultimately 29. Above note 1 at 423.
each person will bring a unique set of 30. Above note 8.
values and principles to the 31. Above note 1 at 423.
negotiation table — that the human 32. Above note 8.
element inherent in negotiations will 33. Above note 1.
always leave a sense of uncertainty 34. Above note 1 at 419.
and doubt that can only be countered 35. Above note 1.
with a true and honest spirit, and a 36. Geert Hofstede, Geert Hofstede
genuine desire to understand and Cultural Dimensions Resources (2009)
empathise with an individual from a <www.geert-hofstede.com/> at 14 June
culture that is intrinsically and vastly 2009.
different to one’s own. ● 37. Above note 8.
38. Above note 8 at 16.
Maria van der Walt is a 39. Above note 16.
JD student at Bond University. 40. Hostede, Culture’s
She can be contacted at Consequences (2nd ed. 2001) at 297.
<maria.vanderwalt@student. 41. Above note 16.
bond.edu.au> 42. Above note 16.

(2010) 12(1) ADR .............................................................................................................................................................................................................................. 19

Published by ePublications@bond, 2010 9