Doing Business in France

Even the smallest of US businesses competes in a shrinking global village, where understanding subtle cultural contexts can make or break sales and marketing efforts. This excerpt from the book Kiss, Bow, or Shake Hands: How to Do Business in Sixty Countries, offers insight into doing business in France.

Language

• French is the official language. If you do not speak French, the international language of diplomacy for centuries, it is advisable to apologize. Most in business speak English.

Appointments

• Be as punctual as you would be in the United States, although in the south, the French are more relaxed about time.
• Most French get four or five weeks of summer vacation, and take it in July and August. Indeed, except for the tourist industry, France virtually shuts down in August.

Negotiating

• France has a civil-law system, rather than the common-law system of the United States. Commercial agreements are short because they refer to the legal code. Many business people have studied law and can draw up their own contracts. Parties to an international contract may choose which country's laws will govern it.
• Eye contact among the French is frequent and intense, so much so that North Americans may be intimidated. Hierarchies are strict. Try to cultivate high-level personal contacts. The top executive is known as the PDG (pronounced pay-day-ahjay), or president-directeur-general.

Business Entertaining

• Business can be conducted during any meal, but lunch is best. Whoever initiates the meal or drink is expected to pay. When eating, keep both hands on the table at all times. When finished, place your fork and knife parallel across your plate. Cheese is served at the end of the meal; do not put it directly on your bread, and do not serve yourself twice. Don't drink hard liquor before meals or smoke between courses. The French believe this deadens the taste buds. Wine is customary with meals. If you do not want any, turn your glass upside down before the meal.

Protocol

• Always shake hands when being introduced or when meeting someone, as well as when leaving. In general, the woman offers her hand first. French handshakes are not as firm as in the United States.

Gestures

• The "thumbs up" sign means "O.K."; the US "O.K." sign (forming a circle with thumb and forefinger) means "zero" in France. Slapping the open palm over a closed fist is vulgar.

Gifts

• Good gifts include books or music, as they show interest in the intellect. Bring American bestsellers, especially biographies. The thicker and more complex the book, the better; simplicity is not a virtue in France. Bring flowers (not roses or chrysanthemums) or fine chocolates or liqueur to the host, and present them before, not after, the party. Do not bring wine, as it has probably already been carefully selected for the occasion by the host.

Dress

• The French are very aware of dress. Be conservative and invest in well-made clothes. In the north and in the winter, men should wear dark suits.