Negotiating, even in your mother tongue, can be a daunting proposition. After all, you’re trying to persuade someone else (that you likely don’t know all that well…) to agree to do something – without coming across as pushy, manipulative, or coercive. Add to that an additional layer of complexity, such as doing all those things in French, and it would hardly be surprising if you were feeling a bit intimidated. If you need some advice on the best approach for success, then read on!
Prioritise formality and politeness
French culture tends to favour a more formal way of communicating than some of its European neighbours, and this is particularly true in a business context. While in Britain, it may be usual to inject a little humour to diffuse situations or “break the ice”, in France, it’s best to keep things respectful and serious, avoiding jokes or informal remarks until you have built trust.
Unlike English, French has two distinct forms of address – “tu” (casual and informal) and “vous”. Even if you feel like you have got off to a good start with your colleagues, it’s always wise to stick with the more formal “vous” form. Using the informal form “tu” can easily be perceived as being flippant, overstepping boundaries, or even being downright rude.
Instead, make sure your choice of language always reflects your respect for the other person, by using suitable business-appropriate phrases such as:
- Veuillez me permettre de…. (Please allow me to….)
- Pouvez-vous préciser votre idée ? (Could you clarify your idea?)
- Permettez-mois de vous presenter… (Allow me to introduce…)
These expressions signal your respect for authority and are likely to make your negotiating partner more receptive to your propositions or suggestions.
Make yourself likeable and show empathy
The art of negotiation, particularly in France, relies on courtesy and cooperation rather than competition and manipulation. Try to find a win-win scenario, where both parties feel as though they have come away with a positive outcome.
Why is this particularly important within a French context?
Well, because French business culture values relationships and trust above quick wins or aggressive tactics. As well as through the language choices you make, it’s important to show this empathy through showing cultural awareness and adapting your approach to meet their expectations for collaboration and sincerity. It’s a lot to think about—especially in the middle of a negotiation. That’s where a skilled French interpreter can really make a difference.
Once the language and cultural pressures are removed, you’re free to focus solely on the negotiation itself. Similarly, consider using professional French translation services for any written documents, to avoid similar pitfalls or cultural missteps.
Think about mirroring
Mirroring is a key component in negotiation. By subtly imitating your counterpart’s body language, style of language, or mannerisms, you’re reflecting their choices and signalling a sense of empathy. Often carried out subconsciously, mirroring is particularly useful when negotiating in French, as it signals those all-important values of respect and mutual understanding. French negotiators tend to favour a calm and thoughtful dialogue over aggressive or rushed tactics.
By mirroring this measured pace and tone, you signal your willingness to engage sincerely and thoughtfully, which can lead to more productive discussions. Once established, this connection can reduce tensions and make the whole negotiating process a lot smoother.
If you’re expanding your business in France and need to negotiate in French, it needn’t be a headache (or even a mal de tête!). With sensitivity to cultural norms and language differences (ideally with the help of a seasoned native French interpreter), negotiations can run smoothly and lead to a positive agreement for all parties involved. Bonne chance!
