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Enrique Ogliastri Uribe http://orcid.org/0000-0001-9139-7055

Maria Isabel Rendón

Sébastien Michel Fosse

Resumen

Con base en las teorías de Hall, Hofstede y el estudio Globe, este artículo analiza, de un lado, la manera de negociar de los franceses y una interpretación de por qué negocian así, y de otro, los retos que afrontan personas de otras culturas al negociar con ellos. Se utilizan metodologías cualitativas inductivas y comparativas, sobre experiencias concretas de negociación con franceses: un grupo focal y tres estudios con entrevistas semiestructuradas con 244 negociadores de cinco continentes. A quienes van a negociar con los franceses, se recomienda preparar la negociación con datos y argumentos sólidos, buscar un acercamiento gradual, ser asertivo pero flexible y mantener la formalidad y las buenas maneras.   

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Keywords

Francia, negociación, cultura, método cualitativo, Latinoamérica.

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Cómo citar
Ogliastri Uribe, E., Rendón, M., & Fosse, S. (2018). Negociación a la francesa: un enfoque cualitativo. Cuadernos De Administración, 30(54), 91 - 124. https://doi.org/10.11144/Javeriana.cao30-54.nfec
Sección
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