Multicultural NEGOCIATION
FRENCH STYLE IN NEGOCTIATION
– is flexible to serious arguments, classic and elegant.
– are firm when they say NO and quite formal; very attentive to the
preliminary stages.
– They aim to obtain a preliminary agreement, then one of principle
to reach the final agreement (horizontal style).
– in the closing phase, they can sometimes become arrogant.
Obviously, this attitude can be characteristic of other cultures, too.
The French place great emphasis on logic and reason, taking into
account individual opinions.
GERMAN STYLE IN NEGOCTIATION
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it is a clear, firm style, based on logic, almost mathematically.
–
the German negotiator makes his preparations for the meeting rigorously, thoroughly,
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it does not make exaggerated claims, but it will not make radical compromises either.
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does not accept half-measures.
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in order to counteract such a style, it is good to create a negotiation environment specific
to the negotiating partner, characterized by rigor, including details, but also by new and
original solutions that have not been anticipated.
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