French negotiation often employs indirect approaches—hints, suggestions, hypothetical framings, tentative proposals—rather than exclusively direct statements. This indirection allows positions to be explored while maintaining flexibility, preserves face when positions must change, and shows respect by not confronting the other party with stark demands. Pay attention to what is suggested tentatively; it may be seriously meant.
What is not said directly can be as important as what is. Use indirection yourself when exploring possibilities or when direct demands might seem aggressive. As negotiation progresses and positions clarify, directness increases, but the path to clarity often proceeds through indirection. Learn to read and use these indirect signals appropriately.
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