French negotiation is typically shaped by expectation that the relationship continues beyond any particular transaction. This consideration moderates purely transactional calculation: winning a negotiation while damaging the relationship may be net loss. Consider not only immediate outcomes but relationship implications: How will this conduct affect future interactions?
What reputation am I building? French negotiators assume today’s counterpart may be tomorrow’s partner or contact. Conduct that demonstrates trustworthiness and respect builds standing that serves across many negotiations. Even in apparently one-time deals, consider reputation effects and the possibility of future dealings. The relationship dimension is never entirely absent from French negotiation.
Comments