The French Business Culture 

Making appointments

Ensure that you make appointments for both business and social occasions. While you should strive to be punctual, you won't be considered late if you arrive ten minutes after the scheduled time. There is an increased tolerance for arriving late as you go further south.

French employees get five weeks of vacation, and take at least three in July or August. Moreover, France practically 'shuts down' in August.

Generally, business hours are from 8:30 or 9:00 a.m. to 6:30 or 7:00 p.m. Lunch may last for two hours or more. In Paris, lunch begins at 1:00 p.m. In the provinces, lunch begins at noon or 12:30 p.m. Executives often stay in the office until 7:00 or 8:00 p.m. The best time to schedule meetings is usually 11:00 a.m. or 3:30 p.m.

Guidelines for business dress

The French will perceive the way you dress as a reflection of your social status and relative success.

Generally, dress tends to be on the formal side for both men and women, whether in business or social situations. Do your best to make clothing choices that are tasteful and stylish. Wear only conservative clothing of the highest quality. Men should wear dark suits, particularly during the winter and when visiting the north. You'll notice that men's suits made in France are cut differently.

Women are advised to dress simply and with elegance. Accessorizing, which adds flair to even very simple outfits, is also widely practiced here. French women sometimes wear more makeup than American women. It is fashionable, especially in the summer, for women not to wear stockings.

For a social gathering, informal more often than not means tastefully coordinated clothes, sometimes including a jacket and tie for men. An invitation stating “formal” dress usually means formal evening wear, which is very dressy by American standards. On the street, jeans and sneakers can be acceptable leisure wear, although this kind of clothing is often reserved for the gym or the beach.

Welcome topics of conversation

General Guidelines

You'll find that conversations often shift into spirited debates. Give opinions only on subjects that you are knowledgeable about. Studying French history, politics, and other aspects of the culture will be an advantage for you in conversation. Be prepared to answer questions about your own country, especially regarding political matters and its history. There is rarely a moment of silence, except when the topic under discussion has been exhausted, and nothing new has been introduced.

Welcome Topics of Conversation

food/praising French cuisine, art, music, and philosophy, sports, current events/history [if you know what you're talking about]

Topics to Avoid

It is extremely bad manners to ask an individual about his political leanings or how he voted. You can, however, inquire about the political system or public opinion about political leaders. Do not criticize Napoleon, who has a lasting identity with the French spirit. Refrain from using the standard U.S. conversation opener, 'What do you do?' Avoid making personal inquiries in the course of a conversation, especially during first introductions.

Addressing others with respect

In accordance with French business protocol, use first names only when invited. Use of first names has become common for colleagues at work. This is less frequent when the age or position gap is very large. Outsiders, clients, suppliers are usually referred to as 'Monsieur' or 'Madame.' When speaking French, use the 'vous' form until you are asked to use 'tu.' 'Madame' is a basic title of courtesy for all women, as is 'Monsieur' for men. Today, the courtesy title 'Mademoiselle' is rarely, if ever, used and should be avoided.

For casual contacts such as waiters and clerks, courtesy titles such as 'Monsieur' or 'Madame' will suffice. When entering a store or restaurant, you may say 'bonjour' or 'bonsoir', and 'au revoir' upon leaving.

Selecting and presenting an appropriate business gift

Be aware that displays of warmth and generosity between business associates are not the norm in French business culture. Giving presents is acceptable here, but exercise discretion.

Gifts are expected for social events, especially as thank-yous after a dinner party. Don't be overly concerned about whether your gift is too expensive or inexpensive: select something you think the recipient will appreciate. Good gift selections can include coffee table books about your home country, or anything that reflects the interests of your hosts and is representative of your country. French business etiquette dictates that you don’t include your business card with a gift.

If you are invited to a French home, consider it a rare honor. Bring flowers, quality chocolates or liqueur to the host, and present your gift before the entertaining proceeds.

If you decide to bring flowers, remember that chrysanthemums are for funerals, red roses for lovers. A gift of carnations can often be interpreted as a sign of bad will. Moreover, ensure that the bouquet is in odd numbers, in accordance with the old European tradition.

Don't bring a gift of wine, since the host usually prefers to make the evening's selection. The only possible exception can be a special French dessert wine or high-quality liqueur.

If you have been guest at a dinner party or similar social gathering in a home, ensure that you send a thank-you note to your hosts the next day. Preferably, your note should be handwritten and delivered by messenger. Sending flowers or a basket of fruit is another thoughtful gesture.

Holiday cards can be appropriate, particularly as an expression of thanks to your business associates. The practice in France is to send New Year's greetings and this can occur during the whole month of January but not later.

What you should know before negotiating

It's strongly recommended that you learn basic French phrases and use them whenever possible. Your efforts will be well appreciated and remembered. The French will revert to English if they see you floundering.

When you speak their language, be gracious if the French correct your mistakes in grammar or pronunciation. Usually, people who make these efforts care about the French language and are only trying to help you speak it effectively.

The French tend to focus on long term objectives and will try to establish firm personal relationships with the other negotiating party.

The French can be very direct, questioning, and probing, so a carefully planned, logically organized proposal is very important. Moreover, it is likely that the French side will focus on the aspects of your proposal that require further explanation. You may find that the French tend to treat the business discussion as an intellectual exercise. Logic will dominate arguments on the French side. Moreover, they will be quick to criticize anything illogical stated by the opposition.

Although the French can often be persuaded to change their opinions, they will not accept anything that deviates from the cultural norm. They are, however, receptive to any new information that enhances the spirit of debate.

The French will judge you on your ability to demonstrate your intellect, and this often involves discussing confrontational ideas and engaging in rigorous debate with them. You will earn their respect if you can handle yourself well in these situations. Don't be too concerned if your opinions differ from those of your opponents; what matters is your ability to effectively defend your position, demonstrate that you are well-informed, and maintain your composure. Discussions are likely to get heated and intense than you may be accustomed.

What you should know before negotiating

In the middle of an argument, the focus may change, setting aside the immediate issue. Try not to be frustrated; these digressions are characteristic of French business culture and sometimes influence the final decision. Despite the passionate tone of business discussions, don't make the mistake of insisting that everyone agree with your opinion or attempt the 'hard sell.'

French business protocol requires constant formality and reserve in negotiations. Refrain from discussing your family or other personal matters during negotiations. The French tend to be preoccupied with examining every minute detail before arriving at a decision. Consequently, be prepared for a long wait before you receive an answer.

Power is intrinsic to French business culture; only the highest individual in authority makes the final decision. Therefore, be aware that the people with whom you are dealing are probably only intermediaries.

Despite the intensely hierarchical structure of this society, working successfully with all levels of the organization is still crucial to your success. You'll find that the French are often reluctant to take risks.

The French workplace is highly organized and structured. Generally, bureaucracy and administrative procedures are considered far more important than efficiency or flexibility. Consequently, French business culture tends to be reluctant to embrace change.

Finding a way around rules and regulations, when they fail to work, is an accepted practice, and this can be accomplished if you have an influential contact who is willing to be of assistance. The rules generally work in the best interests of those in very privileged positions in the French business or social hierarchy; it is the lower-ranking individuals who have to be resourceful.

Women may be treated with special respect by men, both in business and social situations, and this is meant to be perceived as an honor.

French women still face challenges in achieving positions and levels of income that are comparable with those of men. In France, most people with significant careers in business or government are products of the exclusive 'Grandes Ecoles.' It is only in the past twenty years that women enrolment in these exclusive schools has become significant. Women are now more likely to become company President or Minister in a government than was previously the case.

In France, office and washroom doors remain closed, so ensure that you knock before making an entrance. Moreover, when leaving a room, ensure that you close the door behind you.

Entertaining for business success

Business lunches are preferred to dinners. Actual business, however, is not supposed to be conducted during lunch or dinner. Sharing a meal is intended to help establish a personal acquaintance. If business has to be discussed, wait until dessert is served. A business lunch will start at 12:30 or 1:00 p.m. and may last until 3:00 p.m. or later if required.

A business lunch is a formal event starting with an appetizer, followed by a main course, cheese, dessert and coffee.

Dinner invitations are usually at 8:30 p.m. and you are expected to stay until 11:00 p.m. at the earliest. The polite way to take your leave is to wait until the other guests are finished with their coffee.

The business drink should not be held in a café--these establishments are far too noisy. You can usually have a conversation without distractions in a hotel bar.

The person that extended the invitation for the meal or drink is expected to pay. Reservations are necessary in most restaurants, except in brasseries and hotels. If you're making the dining arrangements, a French restaurant is a safe choice. Wine is customary with meals. Do not refuse wine; just sip it slowly. Serving mixed drinks before dinner is not a common practice; champagne or kir, however, may be served as pre-dinner drinks. Kir is a blend of currant liqueur and white wine; kir royale combines currant liqueur and champagne.

In France, the wine is carefully selected to complement the food, and, consequently, will sometimes change with each course. Generally, white wines will be served with appetizers and fish, while reds will be served with appetizers and meats. A sweeter dessert wine may accompany dessert.

Brandies and liqueurs as after dinner drinks are becoming less frequent. Orange juice, served after coffee is the host's elegant signal that it is time for you to take your leave.

Dinner in a French home can be quite elaborate, beginning with a soup or an appetizer. Then, there will be one or two main courses, concluding with dessert. Wine is usually served with dinner, and is carefully selected to complement the food.

Dinner parties usually end at around midnight or last into the early hours of the morning.

Entertaining for business success

Occasionally, at dinner parties, couples may be broken up and seated next to people they do not know. The intention of this arrangement is to introduce new acquaintances and promote conversation.

When both are to be used, the knife remains in the right hand, and the fork remains in the left. There are often many additional pieces of cutlery. If you are unsure of which utensil to use, the best policy is to start from the outside and work your way in, course by course. Pass dishes to your left.

Be careful about adding salt, pepper or ketchup to food, since this may imply to your hosts that the dish is bland or otherwise inadequate.

When the meal is finished, the knife and fork are laid parallel to each other across the right side of the plate. If you put both utensils down on the plate for an extended period of time, it is a sign to the servers that you are finished, and your plate may be taken away from you. When not eating, keep your wrists resting above the table. Portions are generally smaller but with a larger number of courses.

You are expected to eat everything on your plate; refrain from asking for seconds.

You may ask for more water, but not wine. You are supposed to wait for your host to serve you. If you are hosting, you must make sure the glasses of your guests are filled. In a reputable restaurant, the wine waiter will serve all the guests.

Acceptable public conduct

If you can't speak French, preface what you are saying whenever possible with: 'Excusez-moi, s'il vous plait, de vous deranger, mais je ne parle pas francais' ['Please excuse me for bothering you, but I do not speak French']. If you say these words, you are more likely to receive assistance.

Men should stand, or at least initiate a move to do so, whenever a superior makes an entrance. Good posture is considered a sign of breeding in this culture.

Expect to be greeted by a handshake; kissing on the cheeks [across genders] is also common amongst colleagues at work. It is not extended to outsiders and you should not attempt it until your female colleagues have made the initial move.

Despite the formality of French business culture, people tend to stand close when speaking to each other. Moreover, touching a shoulder or patting an arm is also commonplace and usually within the bounds of French business etiquette. Maintaining eye contact is important, but try not to focus too intently on the other person.

Chewing gum in public is considered vulgar. Keep your hands out of your pockets when in public. Slapping an open palm over a closed fist is offensive. Snapping fingers is also considered offensive.

Smiling is treated only with indifference here. It will not be perceived as a greeting or as an indication of approval. If you feel the need to point, motion with your whole hand, rather than your index finger. Make a writing gesture in the air to summon for the cheque.

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