France and the UK share deep-rooted ties, both historically and geographically. When you have a relationship this long and sometimes turbulent, you need to know how best to navigate it. Even the closest of relationships does not mean smooth sailing and a guarantee of success, especially in the world of business.
French negotiators have a style all of their own, and if you want to form long-lasting relationships here, you should know how best to approach them. France is a big country home to a diverse population, and their rather strong sense of self creates a clear distinction between their values and those of other European nations. Any negotiators heading in without due preparation and a plan of action may soon find themselves out of step with their French counterparts' expectations.
Let's take a look at some of the considerations you should bear in mind when engaging in negotiation in France.
France in a snapshot: A home to both culture and business
France is known worldwide for its rich culture and history, and it consistently finds itself as one of the most visited tourist destinations year on year. However, it is not just a cultural hub; it is also a centre of business.
With a nominal GDP of $3.28 trillion, France ranks as the world's 7th largest economy. The capital city Paris is a hub for finance and technological development, while the Sophia Antipolis technology park in the south-east is often referred to as Europe's Silicon Valley. Leading manufacturing giants such as Peugeot and Airbus have major operations here, and retail and luxury giants like L'Oréal and the LVMH group add to the diverse industry opportunities waiting for entrepreneurs and companies.
The French business leader
Let's return to our old friend, the Lewis model. You might think that, as a prominent European nation, France would be linear-active. Many of their closest neighbours are, but France actually leans more towards the multi-active designation.
Sitting in between linear- and multi-active shapes the French negotiation style into something quite interesting. Linear-active nations do one thing at a time and like to give space to the other party to also speak their part. Multi-active nations are talkative and want discussions to keep moving forward. Where both meet and agree is their understanding of relationship-building, diplomacy, and logic.
They appreciate space to consider the outcomes and consequences of a potential deal and will use logical evaluations to reach their conclusions. At the same time, they will want to maintain the relationship and keep the conversation civil so that negotiations can continue long into the future.
What does this look like coming from a French person? You need only look as far as the president himself, Emmanuel Macron, and how he behaved during a visit to the USA in February 2025. Diplomatic, willing to flatter, but always falling back to a firm and logical stance that was unafraid to correct. This is a stance we often see in French business culture.
Key tips for negotiating with the French
Ready to discuss business with the French and secure your deal? Here are five tips we can offer you to help you get the most out of discussions:
1. Acknowledge French national identity and cultural pride
France is one of the oldest countries in Europe, with the country having been established in 843 CE with the establishment of the Kingdom of the West Franks. This nation and its people have gone through multiple evolutions, but this has created a very strong national identity and cultural pride. Acknowledge this and try to understand how this might have shaped the way its people think and approach both business and other areas of their lives.
2. Formality and protocol have their place
Though there may be a stereotype about the French being laidback and carefree, they can also be sticklers for formality and protocol. This is especially true in the introductions of the meetings. Formal language will likely be used, and people will usually be addressed as Monsieur or Madame and their surname, even if the meeting is conducted in English. During moments spoken in French, you may notice juniors addressing their senior executives with the more formal "vous" form at all times.
3. Use logic as your strongest tool
Many French expect the opportunity to talk through and dissect every part of a deal. They are not that interested in emotional appeals; they'd rather look through concrete examples and use logical reasoning to reach their conclusion. Other negotiators must be prepared to be thorough and for decisions to stretch over several sessions. Attempts to hurry a discussion will not be looked upon kindly, and this can be difficult for those from other faster-paced cultures, like the US.
4. Show linguistic respect
French people are very proud of their language. Though English is the unofficial language of business in many places, learning a little French will never go amiss and is great for demonstrating respect to your French counterparts. You don't have to be fluent enough to conduct the meeting in French, but knowing greetings and a little casual conversation will be welcomed warmly. You may be surprised how well a "Bonjour, ça va?" goes over.
5. Prepare for a delayed decision
It is rare to get a definitive answer from French negotiators during the session itself. Other cultures may prefer to wrap up their deals there and then with all parties present to agree on key points. The French will prefer to deliberate among themselves and potentially come back with counteroffers after an adjournment. For this reason, never leave a meeting thinking you have the contracts done and ready to be signed, even if discussions very much went in your favour.
Navigate the French business culture with ease with Scotwork
French business culture can feel surprisingly different from what you may find in their neighbouring countries. For how laidback the French can be in their personal lives, they respect hierarchy in the boardroom, and they will look positively on attempts to show respect and recognise formality. Be prepared to spend time building the relationship, and don't show up without a logical progression to show your counterparts.
Scotwork's consultants can help you sharpen your skills so you can ensure that you never feel lost in a negotiation. We help you identify your strengths and weaknesses and build on both to ensure that you head to every bargaining table with both a game plan and a backup you feel comfortable with. Get in touch with us today and let's talk about how we can help you become a better negotiator; at home, in France, or anywhere else business might take you.
