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Review of Main Themes
It is important to understand the environment under which Cogan describes negotiating behavior in France. Cogan himself served 37 years in the CIA prior to becoming a historian at Harvard, including a leadership post at the US Embassy in Paris. Cogan has published other works on the topic of the cultural history of France and its impact on contemporary affairs, such as Oldest Allies, Guarded Friends: The United States and France Since 1940. With this, Cogan organizes the book with cultural and historical settings, negotiating process and strategies, and exemplary case studies.
The war in Iraq highlighted the remnants of a US-France relationship that is bonded but complex. Allies for centuries, there remains a power struggle that often positions the two countries at odds. Similar to the theories of preconception presented in Bargaining with the Devil, according to Cogan, it is contemporarily opportune to seek to understand the negotiating behavior that drives the European counterpart. History plays a prominent role in French negotiating tactics, including the influence of the Enlightenment and Cartesian logic. Other traits, however, have developed more recently. Although principles have shifted under the pressures of globalization, Cogan characterizes the French as "having a penchant for delivering lengthy, brilliantly-argued opening presentation, for aggressively reiterating their government's position throughout the middle game, and for disdaining any agreement that might compromise French principles or long-term interest." The main themes of the book can be summarized as follows:
* Continuities vs. Changing Negotiating Behavior and the US Relationship: The US considers France to be its most difficult ally, and it is expected that the same can be said vice versa. Specifically as it relates to major crises over time (Berlin airlift, Cuban missile crisis, war on Iraq), the negotiating styles of France are direct reflections of the country's opposition to the hegemonic US. Thus, the importance when dealing with the French to recognize the connection to national diplomacy is a central theme in the book. Indeed, the French are confirmed as having a very unique negotiating behavior that is a combination of rationalism and nationalism. And modernization and globalization cause social changes, the French pride remains strong and so do therefore the traditional negotiation techniques.
* Cultural and Historical Context: Intertwined yet independent, a second key theme in the book is the impact of French culture and history on negotiating behavior. The role of the state in France forms a noticeable impact on the distinct vision of democratic political culture that differs from the Anglo-American model. In addition, hallmarks of French political culture, including Jean-Jacques Rousseau's the "general will," the French Revolution, and strong anti-capitalism, create a behavior that is more prominent in France than in any other Western country - anti-Americanism. The drive for collectivism over individualism that exhibits itself in the form of a French temperament is a well-remarked trait in negotiations. From a historical perspective and reinforcing the aforementioned attitude, the French are highly-cognizant of the past and struggle with a contradiction of being the former "grande nation".
* Negotiating Process and Strategies: There is no French equivalent for the word "process", and the idea that negotiation consists of a series of elements and stages is considered unappealing. Nonetheless, Cogan asserts most French diplomatic negotiations involve at least four (4) stages - preparation and positioning, opening moves, a refusal to compromise, and endgame and implementation through the use of time. This spiral of activity can be a source of frustration for Americans, especially during the third stage that is often also the longest. The French also leverage tools such as language, back channels, entertainment, and media in order to gain an advantage in a negotiation. Interestingly, the role of a mediator can often be critical here. Cogan aligns with the concepts presented in Challenging Conflict: Mediation through Understanding in emphasizing the importance of building relationships as a mechanism to resolving negotiations. Recommended strategies from Cogan when dealing with the French include demonstrating respect, patience for compromise, and recognition of the influence of political culture.
Cogan also provides a series of in-depth case studies to exemplify French negotiating techniques, including relatively recent interactions involving NATO, Iraq and the Uruguay Round of the former GATT.
Book Critique and Real-World Application
I found this book to be insightful from an inside-out perspective of the nuances associated with history and culture. Specifically as it pertains to the process and strategies, Cogan is detailed about the stages of negotiation and as well the areas to watch for when dealing with French nationals. In particular, I found that the importance of downplaying the role of the hegemonic US to be valuable given that when negotiations get tough, it is a common tool to attempt to demonstrate your capabilities over the person sitting across from the table. In connection with The Last Dance class simulation exercise, the French expect an emphasis on the relationship that supersedes dominant positioning or legal intervention. Because the French are already sensitive to the topic of political culture, combatant behavior would backfire in both the short and long term.
There are a few areas, however, that I believe Cogan's argument could be strengthened. The title, for one, may be misleading to some as negotiation is only a piece of the overall framework of the book. In addition, there is heavy emphasis on negotiations in the world of diplomacy due to the experience of Cogan. This is perhaps not the typical business negotiation book, as exemplified by the case study topics and the fact that Cogan does not dive into corporate codes of ethics. Although they are admitted tendencies, Cogan is also criticized at times for being overly-simplistic and stereotypical.
In general, the book is a thumbs-up read for anyone seeking to gain a more fundamental insight into the minds of the French related to negotiating behavior. Having worked for several years for a French pharmaceutical company and dealing with the national government with regulatory requirements, the influence of history and culture is not only present, but a solid understanding of these nuances can lead to a competitive advantage in discussions. Whether dealing with the French abroad or at home, embracing Cogan's concepts of respective is an effective method for a country that is seeking to find its identify. A la Dynamic Negotiations, the negotiations with the French can be characterized by ambiguity, linkages and as collectivists. Achieving the desired, mutual results, however, will not only lead to success back at home but moreover a sustainable relationship that will likely prove fruitful for two Western allies.
- 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: 6.6 x 0.8 x 8.9 inches
- Shipping Weight: 1 pounds (View shipping rates and policies)
- Customer Reviews: 5 customer reviews
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Amazon Best Sellers Rank:
#3,076,716 in Books (See Top 100 in Books)
- #10383 in European Politics Books
- #2992 in International Diplomacy (Books)
- #35210 in Political Science (Books)
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