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French Negotiating Behavior: Dealing with La Grande Nation (Cross-Cultural Negotiation Books) Paperback – December, 2003


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French Negotiating Behavior: Dealing with La Grande Nation (Cross-Cultural Negotiation Books) + Au Contraire: Figuring Out the French, 2nd edition
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Product Details

  • Series: Cross-Cultural Negotiation Books
  • Paperback: 364 pages
  • Publisher: United States Institute of Peace (December 2003)
  • Language: English
  • ISBN-10: 1929223528
  • ISBN-13: 978-1929223527
  • Product Dimensions: 8.9 x 6.6 x 0.8 inches
  • Shipping Weight: 1 pounds (View shipping rates and policies)
  • Average Customer Review: 4.2 out of 5 stars  See all reviews (6 customer reviews)
  • Amazon Best Sellers Rank: #1,657,741 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Charles Cogan is a senior research associate at Harvard University’s John F. Kennedy School of Government, after a distinguished career in the intelligence community. He has also been a journalist and a military officer. His previous books include Oldest Allies, Guarded Friends: The United States and France since 1940.

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Customer Reviews

4.2 out of 5 stars
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Most Helpful Customer Reviews

2 of 2 people found the following review helpful By Cyril Gentil on November 14, 2007
Format: Paperback
I claim to be a knowledgeable person on the subjects of French behavior and certain aspects of French domestic policy, and I spent many years on the French soil. That's why I was eager to read French Negotiating Behavior. I didn't waste my money with it.

Muffled as we are so often by the filters of political correctness, it comes as a welcome liberation to read the clear words of Charles Cogan on the French mind. There aren't many wasted words in "French Negotiating Behavior," and you won't be in any doubt about its author's knowledge and objectivity, both of which are clear and honorable. That's why I consider that the title may be somewhat deceptive since the information you'll find in this book will provide you with valuable knowledge whose scope extends well beyond the mere subject of negotiation. Well, the author is a diplomat who has been in poste at the U.S. Embassy at Paris from 1984 to 1989 as C.I.A. Chief of station, after all; and this experienced and highly knowledgeable lecturer on French-American relations had previously authored "Oldest Allies, Guarded Friends: The United and France since 1940."

So, Charles Cogan knows whom he is talking about and he brilliantly and accurately introduce us to the depths of the mind of the French decisionmaker and negociator. I mean he doesn't limit his description to what a good American observer may see and ear, but it explains indeed the hidden French turn of mind and that's what makes this book enlightening for the neophyte and an interesting and thought-provoking study on French behavior on sensible issues for the others. The chapters II and III, titled "The Cultural Context" and "The Historical Context" are much helpful in our attempt to understand the roots of the "Exception Francaise" (French Exception).
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4 of 5 people found the following review helpful By Midwest Book Review on March 4, 2004
Format: Paperback
Also readily available in a hardcover edition, French Negotiating Behavior: Dealing With La Grande Nation by Charles Cogan (Senior Research Associate, john F. Kennedy School of Government, Harvard University) offers an informed and informative "window" into French cultural, diplomatic, and business styles and habits that are of immense importance to anyone from other nations pursuing private, corporate, or international negotiations. From the legacy of history; to illustrative case studies; to specific tips, tricks and techniques for negotiating with the French government either unilaterally or through multilateral organizational frameworks, French Negotiating Behavior is very highly recommended and critically important reading.
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2 of 2 people found the following review helpful By Tracy Veatch on April 2, 2014
Format: Paperback
I would recommend this book to future audiences because I see value in this book that will help better educate the world in their interactions with the French. The author did a great job in providing suggestions on how to negotiate with the French. I thought it was very helpful that the author provided three case studies (NATO, Iraq, and the Uruguay Round) that illustrated the current French negotiating behavior. There was a section at the end of the book that provided insights on looking ahead. What I didn’t like about the book was it mainly focused on the past French styles of negotiating and not enough time on what the future will be.
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