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French Negotiating Behavior: Dealing with La Grande Nation (Cross-Cultural Negotiation Books) Paperback – December, 2003
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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).Read more ›
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It is important to understand the environment under which Cogan describes negotiating behavior in France. Read more
Charles Cogan's "French Negotiating Behavior: Dealing with La Grande Nation" (ISBN: 1-929223-52-8; copyright 2003) provides a roadmap for Americans interacting with French... Read morePublished on March 31, 2013 by AliciaT