French business behaviour emphasizes courtesy and a degree of formality.
Mutual trust and respect is required to get things done.
Trust is earned through proper behaviour.
Creating a wide network of close personal business alliances is very important.
If you do not speak French, an apology for not knowing their language may aid in developing a relationship.
It is always a good idea to learn a few key phrases, since it demonstrates an interest in a long-term relationship.
The way a French person communicates is often predicated by their social status, education level, and which part of the country they were raised.
In business, the French often appear extremely direct because they are not afraid of asking probing questions.
Written communication is formal. Secretaries often schedule meetings and may be used to relay information from your French business colleagues.
Business Meetings Etiquette
Appointments are necessary and should be made at least 2 weeks in advance.
Appointments may be made in writing or by telephone and, depending upon the level of the person you are meeting, are often handled by the secretary.
Do not try to schedule meetings during July or August, as this is a common vacation period.
If you expect to be delayed, telephone immediately and offer an explanation.
Meetings are to discuss issues, not to make decisions.
Avoid exaggerated claims, as the French do not appreciate hyperbole.
Business Negotiation
French business emphasizes courtesy and a fair degree of formality.
Wait to be told where to sit.
Maintain direct eye contact while speaking.
Business is conducted slowly. You will have to be patient and not appear ruffled by the strict adherence to protocol.
Avoid confrontational behaviour or high-pressure tactics. It can be counterproductive.
The French will carefully analyze every detail of a proposal, regardless of how minute.
Business is hierarchical. Decisions are generally made at the top of the company.
The French are often impressed with good debating skills that demonstrate an intellectual grasp of the situation and all the ramifications.
Never attempt to be overly friendly. The French generally compartmentalize their business and personal lives.
Discussions may be heated and intense.
High-pressure sales tactics should be avoided. The French are more receptive to a low-key, logical presentation that explains the advantages of a proposal in full.
When an agreement is reached, the French may insist it be formalized in an extremely comprehensive, precisely worded contract.
Dress Etiquette
Business dress is understated and stylish.
Men should wear dark-coloured, conservative business suits for the initial meeting. How you dress later is largely dependent upon the personality of the company with which you are conducting business.
Women should wear either business suits or elegant dresses in soft colours.
The French like the finer things in life, so wear good quality accessories.
Business Cards
Business cards are exchanged after the initial introductions without formal ritual.
Have the other side of your business card translated into French. Although not a business necessity, it demonstrates an attention to detail that will be appreciated.
Include any advanced academic degrees on your business card.
French business cards are often a bit larger than in many other countries.
