Handling Business in France

The manner of communication in France varies slightly between the social and business scene. Generally, France uses a high-context manner of communication, and is often indirect to avoid confrontation or speaking in an overly direct way. This indirect way of speaking changes in the business setting, where the French can be argumentative and blunt during negotiations. Generally, French businessmen tend to place importance on relationships and status, but still conduct business with high-context communication. Verbally, the French favor indirect language to direct speaking, and often use Cartesian logic to explain themselves. The French language allows for this flourish in speaking, which may get lost if explained in a different language.

Upon meeting in a business setting it is normal to shake hands while keeping eye contact. With men, the man of higher status must initiate the handshake, and with women it is optional whether or not to offer one’s hand. When speaking to French businessmen, French is the language generally used, although several of the businessmen can speak English. Buyers will usually allow English or German to be spoken, but when dealing with exporters they expect French. Even written business items should be written in French, and Parisians especially expect your French to be good.

To initialize contact in France for business matters, usually meeting at trade shows or through mutual contacts is a good start. It is also normal to be introduced through business associations such as trade associations or banks. Requesting to meet through a formal letter written in perfect French is acceptable as well. Upon meeting, business cards are exchanged without any type of proper ritual. Cards from France are normally larger than other countries. On the business card it is common courtesy to include a side that is translated in French. It is also common to include the academic degrees you may have on the card.

Managing in France is influenced by the social manners and etiquette of the country. Some of these common manners that are conducted in France include maintaining eye contact, avoiding confrontations during negotiations, as well as precise contracts to set agreements in stone. In French negotiations business is conducted in a proper and formal manner. Following France’s polychronic behavior of ‘taking their time’ decision making in France is a longer process than in other countries. Decisions are not made in business meetings, which are simply meant for discussion. Generally the decisions are made by the senior member in France, but are not necessarily a fast procedure. Business meetings conducted slowly as well. This is due to the fact that the French analyze all the details of proposals or negotiations. Business presentations should explain everything in a logical manner without high-pressure tactics. If it so happens that serious business matters needed to be discussed, they would be put off until an invitation was offered to have a business lunch.

There are several characteristics that define France’s management style. One of these characteristics includes the autocratic manner in which France conducts business, placing authority on managers. Managers are expected to be able to answer any questions its employees may have, and are unwilling to delegate authority. Team work is not common in French companies, and when information is given it out it’s on a selective basis. Reporting to the manager is not common as well. The French consider reporting a sign of weakness and an opportunity for criticism. There are also a few business etiquettes that should be followed when managing in France. Before conducting business in France it is important to build rapport with the people you are dealing with. Normally this involves discussing your knowledge of the French culture and language, as well as the food and art. By building rapport and earning their trust, it is building a relationship with them so they can better communicate with you. It is also important to understand that they are more concerned with the quality of the business negotiation as opposed to the amount of time it takes. Business presentations should be detailed and any questions they pose you must be able to answer. In negotiating business it is also preferable to be face-to face, but you must remember to not speak of business during meals.