French negotiator: cultural and psychological portrait

The article reveals the issues that should be considered during negotiations with French partners. The French diplomats are distinguished by toughness and perseverance in the struggle for the national interests, they are eager to influence decision-making on all key issues of world politics. The tradition of political leadership, domination, imposing one's will on others affects the self-esteem and ambitions of the French. Often they are perceived as arrogant and self-confident partners, convinced that they are always right. Foreign partners note the disdainful attitude of the French towards themselves, their feeling of intellectual superiority over others. French negotiators are distinguished by a sharp, well-trained mind, mastery of logic, and the ability to speak beautifully. Critical thinking, the ability to use the weaknesses of a partner give sharpness and competitiveness in communication with them. The French appreciate the intellectual abilities and eloquence of their partners as well as unique experience and knowledge. The French partners find it hard to compromise, they don't like to bargain. Negotiations matter to them if there is a chance to get a tangible benefit, or if there is no possibility to solve the problem by other means. If the French are interested in an agreement, they prepare in advance for condescension. During the negotiations, they can use confrontational tactics, impose long discussions “about principles”, drag out negotiations, often do not have a backup negotiating position and defend the main one until the end of the negotiations. Despite the persistence in defending their interests, the French have common sense, they are able to adequately assess the situation, and this allows other side to reach an agreement with them. The French are especially sensitive to self-loathing. Researchers attribute this to the heavy legacy of the past. The losses suffered by France during internal conflicts and military defeats had a negative impact on the national psychology and contributed to the French feeling of vulnerability and self-doubt. The contradictory nature of the national character determines the unpredictability of the French’s behavior. They demonstrate the ability to use a variety of negotiating strategies and tactics, and demonstrate different styles of communication: from strict and “cold” to hospitable and open. The French negotiating culture presumes as great importance of verbal communication as non-verbal one and the context of the conversation. For successful cooperation with the French, it is important to establish and maintain good personal relationships. All this requires a lot of effort and dedication.