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<b>THE UNIVERSITY OF DA NANG - UNIVERSITY OF ECONOMICSFACULTY - INTERNATIONAL BUSINESS</b>

<b>---o0o---REPORT 2</b>

<b>PEUGEOT - FRANCE TRANSFER TECHNOLOGYCourse: BUSINESS NEGOTIATION</b>

Lecturer: Nguyễn Anh Tuấn

Student: Nguyễn Trúc Linh – 47K01.2Dương Thị Ngọc Trâm – 47K01.2Nguyễn Thị Mỹ Hạnh – 47K01.2Hà Thúc Hoàn – 47K01.2Đặng Quỳnh Chi – 47K01.2

<i>Danang, 19 September, 2023</i>

<b>TABLE OF CONTENTS</b>

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2. Distance from Da Nang to Paris...9

II. Differences in time:...11

1. Time zone...11

2. Holidays and off-peak time:...11

2.1 Holidays of the year:...11

4. Cultural effects related to Vietnam and France...16

4.1 Difference in the notion of time...16

4.2 Difference in overtime...17<small>1</small>

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III. Plan meetings and budget expenses...17

1. Transit process and paperwork information...17

1.1 From Da Nang city to Ha Noi...17

1.2 From Hanoi City to Paris, France...18

1.3 Immigration procedures at Noi Bai Airport:...18

1.4 Documents are required for the business trip to France:...19

2. Budget estimation...21

3. Timeline for this business trip:...23

B. Cultural factors affecting time...25

I. Ethnic cultural barriers...25

1. Overview of France...25

1.1 Ethnicity...25

1.2 Religion...25

1.3 Language...27

1.4 Social norms in daily communication...28

2. The 10 cultural aspects that affect negotiation...29

2.1 Negotiating goal: Contract or relationship?...29

2.2 Negotiating attitude: Win-Lose or Win-Win?...30

2.3 Personal style: Informal or formal?...31

2.4 Communication: Direct or indirect?...31

2.4.1 Verbal Communication...31

2.4.2 Non-Verbal Communication...32

2.5 Sensitivity to time: High or low?...32

2.6 Emotionalism: High or low?...32

2.7 Form of Agreement: General or Specific?...33

2.8 Building an Agreement: Bottom-Up or Top-Down?...33

2.9 Team Organization: One Leader or Group Consensus?...34<small>2</small>

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2.10 Risk Taking: High or Low?...34

C. POLITICAL AND LEGAL DIFFERENCES...35

I. French index...35

1. Political stability index...35

2. Law Enforcement Index...37

3. Corruption perception index...39

4. Conclusion...41

II. French Politics and Law...41

1. French Politics...41

2. French law and Legal system...43

2.1 The Origin of French Law...43

2.2 The making of the law...43

2.3 Branches of France’s Law...44

2.3.1 Public Law (droit public)...44

2.3.2 Private Law...44

3. Conclusion about risks and costs...45

III. Law of Viet Nam and Law of France related to the contract...46

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1.2.1 Contracting...50

1.2.2 Content of Technology Law...50

1.3 Intellectual Property Law...52

1.3.1 Application Form...52

1.3.2 Limitations and Ownership...52

1.3.3 Rights and responsibility of organizations and individuals in theprotection of intellectual property rights...53

2. French Law...53

2.1 Contract Formation:...53

2.2 Effect of Contract...54

2.3 Termination of Contract...54

3. Internal market law EU...55

3.1 Subjects of application (Article 2)...55

3.2 Transferable subject matters of technology (Article 7)...55

3.3 Applicable laws (Article 4)...56

3.4 Right to transfer technologies (Article 8)...56

3.5 Technologies restricted from transfer (Article 10)...57

3.6 Technologies banned from transfer (Article 11)...57

3.7 Prohibited acts in technology transfer (Article 13)...57

<b>TABLE OF FIGURES</b>Figure 1. The 5 Climate Zones of France...8

Figure 2. Compare the weather in Danang and Paris...9

Figure 3. Temperature in Danang...9

Figure 4. Temperature in Paris...9<small>4</small>

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Figure 5. Distance from Danang City (Vietnam) to Paris (France)...11

Figure 6.World time zone...12

Figure 7.Paid Vacation and Paid Holidays, OECD Nations, in working days...13

Figure 8 Round Trip (Vietnam - France)...19

Figure 9. Religion in France...27

Figure 10. Language in France...28

Figure 11. Political stability index of France (2014 - 2021)...36

Figure 12. France's Overall Rule of Law Score Over Time (2015 - 2022)...39

Figure 13. France Overall Score and Rank, 2022...40

Figure 14. CPI in France between 2012 and 2022...42

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After completing Report Number 1, we have decided to collaborate with ahighly promising company in the French market - Peugeot Corporation for thetechnology transfer contract. However, Vietnamese business needs to analyze andassess the favorable, and challenging factors between two distinct countries Vietnamand France to build comprehensive strategy and move towards a successfulnegotiation.

The report will consist of three sections. Part 1 focuses on analyzing thedifferences in geography, time, and cultural factors that influence time factors. Part 2mainly focuses on cultural barriers and their implications for negotiation execution.The final section will delve into legal and political differences, risks, and costs.Through this analysis and assessment, the report will determine a negotiation pointsuitable for both partners.

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<b>A.SPACE AND TIME BARRIERSI.Geographical differences: </b>

<b>1.1 France</b>

Overall, France enjoys a temperature climate with a warm summer varyingfrom 61°F to 75°F (from 16.11°C to 33.89°C) and a cool winter ranging. from 32°F to46°F (from 0°C to 7.78°C). However, there is a huge distinction between seasons and

<i>regions. (“Climate in France,” n.d.)</i>

France has five broad climatic zones and the weather varies from the North tothe South.

In the North and the West, the climate is a Maritime one, in which it is mild inwinter and warm to hot in the summer months, very much like the South ofthe UK.

In the highest areas, in the South West in the Pyrenees and the East in the Alpsit can be freezing all the year-round with lasting snow and ice cap, having amean temperature of -2°C in January, and 17°C in July Next to this region atslightly lower altitudes, it is quite cool all year round and cold in the winters,with a lot of precipitation.

In the lowest valleys in the Alps, it can get hot in summer and stormy. Thisclimate type can also be found around the mountain region of the MassiveCentral.

The fourth climate type is found in the North East of France around Alsace. Here there is a continental climate where it gets hot quickly in the summer and

very cold in the winter.

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The final climate type is found around the South East coastline, on theMediterranean. This climate type is Mediterranean, which is very hot and dry

in the summer months and has mild wet winters.

<b>Figure 1 . The 5 Climate Zones of France</b>

Overall, the climate in France is generally characterized as temperate, withmild winters and moderately warm summers. However, due to the country's diverse

<i>geography, there are variations in climate across different regions. (“Climate inFrance,” n.d.)</i>

Vietnam is located in the tropical monsoon climate zone. The average annualtemperature is above 20 degrees Celsius (except in high mountain areas) and heavy<small>8</small>

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<i>rainfall per year ranges from 1500-2000 mm. (“Đặc Điểm Khí Hậu Việt Nam - DựBáo Thời Tiết,” n.d.)</i>

Vietnam has a tropical monsoon climate with high humidity, but diverseterrain means temperatures and seasons will vary from region to region. In Vietnam,the climate is subtropical in the north and tropical in the center and south. Moreover,the climate is influenced by the monsoons. The southwest monsoon, from May toOctober, brings heavy rainfall in the exposed areas, i.e. both the north and the south,while along the central part, protected by the mountains, it brings relatively little rainand leaves space for the sun. The northeast monsoon, from October to April, isgenerally drier but brings heavy rains in the early months (October-December) along

<i>the coast exposed to the east, and light but frequent rains in the north. (“VietnamClimate: Average Weather, Temperature, Precipitation, Best Time,” n.d.)</i>

<b>Figure 2 . Compare the weather in Danang and Paris</b>

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<b>Figure 3 . Temperature in Danang</b>

<b>Figure 4 . Temperature in Paris</b>

In Danang, the average hot temperature all year round ranges from 30-40degrees Celsius especially in the dry season between April to September. In addition,it often has torrential rain, storms, and floods from September to December. While inParis, Temperatures usually vary from 2°C to 25°C and rarely below -4°C or above31°C. Specifically, the warm season lasts for 2.9 months, from June to September,with average daily high temperatures above 22°C and the hottest temperature of 25°Cin July. The cool season lasts for 3.7 months, from November to March, with averagehigh temperatures below 10°C. Paris experiences mostly mild weather across fourdistinct seasons. Average daily highs range from 46°F (8°C) in the winter to 77°F(25°C) at the height of summer. Extreme cold or heat is pretty rare, but rain is not. In

<i>Paris, light showers can come and go quickly throughout the day. (“Compare theClimate and Weather in Da Nang and Paris - Weather Spark,” n.d.)</i>

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From the above comparison, the ideal time to meet and negotiate is summer inFrance (Paris) from June to September when the weather is considered warm andcomfortable. When the weather in Paris turns cold, the temperature will be extremelylow compared to the normal feeling of cold in the Vietnamese, so it takes a while forVietnamese business representatives to go to Vichy and adapt, or in the worst case,

their health would be affected, which may lessen work efficiency and performance.The reason why we do not choose Da Nang as a negotiation destination is theharsh weather itself. The average temperature of Da Nang fluctuates above 30degrees, much higher than the hottest temperature in the summer of Paris while inmilder months, storms often occur. This may cause the representatives from France tosuffer from heat stroke in summer or may be dangerous to commute in the wetseason.

<b>2.Distance from Da Nang to Paris </b>

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<b>Figure 5 . Distance from Danang City (Vietnam) to Paris (France)</b>

France is a country located in Western Europe, bordering the Bay of Biscay inthe Atlantic Ocean. In contrast, Vietnam is a country in Southeast Asia, situated on theeastern part of the Indochinese Peninsula and the South China Sea. In specific, thedistance from Da Nang, Vietnam, to Paris, France, is approximately 10,500 kilometers(about 6,500 miles) when measured in a straight line. This substantial geographicalgap between the two cities carries significant implications for a negotiation meeting.

<i>(“Đại Sứ Quán Việt Nam Tại Pháp – Ambassade de La République Socialiste DuVietnam En France,” n.d.)</i>

<b>Challenges in communication: Communication through phone or video can</b>

be disrupted or unstable due to long-distance and network issues.

<b>Travel difficulties: Meeting for business discussions requires significant time</b>

and cost, especially when dealing with different time zones.<small>12</small>

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<b>Slow response times: Quick responses may be delayed when waiting for local</b>

partners, hindering business processes.

<b>Project management challenges: Collaborating on projects is complicated</b>

due to geographical distances.

<b>Contract execution hurdles: Implementing contracts, including payments,</b>

terms, and quality assurance, is challenging due to the geographical gap To minimize these challenges, Vietnamese businesses need a suitablebusiness strategy and clear travel plans for smooth negotiations.

<b>Differences in time: 1.Time zone</b>

<b>Figure 6 .World time zone</b>

The difference between the time zone of Vietnam and France:Vietnam: GMT + 7

France: GMT + 1 in winter and GMT + 2 in summer

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Vietnam is located in the region 6 hours later than France’s time zone in thewinter and 5 hours later in the summer.

<b>2.Holidays and off-peak time:</b>

<b>2.1 Holidays of the year: </b>

<b>2.1.1 France:</b>

The French are well known for being particularly devoted to their vacationsand public holidays.

<b>Figure 7 .Paid Vacation and Paid Holidays, OECD Nations, in working days</b>

With the lowest working hours per week in the world 35 hours/week, Franceis also the country with the highest number of days off. On average, French workerscan expect 30 days a year of paid vacation, and on average, the French have up to 150<small>14</small>

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days without working including two weekends, statutory holidays per year, andnumerous other holidays.

There are a lot of holidays in France and typically divided into 2 types:religious holidays and national holidays (“French Holidays – Aux Petits Soins,

LLC<small>TM,</small>” n.d.)

<b>Religious holidays (based on the Catholic calendar)</b>

o Easter Monday (random day of March or August)o Ascension Day (the 40th day after Easter)o Whit Monday (the 50th day after Easter)o Assumption Day (15th August)o All Saints’ Daya (1st November)o Christmas (25th December)

<b>National holidays</b>

o New Year’s Day (1st January)o May Day (first day of May)o WWII Victory Day (8th May)

o Bastille Day (National day of France) (14th July)o Armistice Day (11th November)

<b>Non-national holidays</b>

o Epiphany (6th January)o Chandeleur (2nd February)o Mother’s Day ( 26th May)o Father’s Day ( 16th June)o World Music Day ( 21th June)

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<b>2.1.2 Vietnam</b>

Public holidays in Vietnam are observed by the religious and cultural holidaysin the country. Particularly, because Vietnam is a country using both lunar and solarcalendars, Vietnamese employees have many public paid holidays to celebrate

<i>traditional events and meaningful milestones of the country (“The Viet Nam LabourCode 2019,” n.d.)</i>

<b>Lunar calendar holidays</b>

o Lunar New Year (1st day of lunar calendar)

o _{Hung King’s Dead Anniversary (10th March of lunar calendar)}

<b>Solar calendar holidays</b>

o New Year's Day (First day of the solar calendar)o Victory Day (30th April of lunar calendar)

o _{International Labor Day (1st June of the solar calendar)}o National day (2nd September of the solar calendar)

<b>2.2Off-peak time</b>

<b>2.2.1 France</b>

According to French laws, the maximum weekly workweek in France is 48hours, with a 12-week average of 44 hours. In general, the weekly minimum restperiod is 35 hours, while the daily minimum rest period is 11 hours. Therefore, Franceis a country which is famous for “work less, rest more” and it lets their employeeshave a lot of off-peak time. People in France do not go to work on those days:

France is one of the Catholic countries. Most of their employees celebrateChristmas and New Year's Eve as a long holiday (also known as winter break)that lasts for 2 weeks. On this occasion, members of the family gather andgive presents to each other enclosed with best wishes for the next beautiful

<i>year. (“Working Time in France,” n.d.)</i>

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“Toussaint”, or All Saints' Day is a public holiday, and many businesses,schools, and government offices are closed. Toussaint is part of a largerholiday period in France that includes All Saints' Day (Toussaint) onNovember 1st and All Souls' Day (Jour des Morts) on November 2nd. Peopleoften visit cemeteries during this time to pay their respects to deceased lovedones by cleaning and decorating the graves with flowers, candles, and

<i>wreaths. (“What Is Toussaint Day, When Is It and Why Does FranceCelebrate?,” n.d.)</i>

<b>2.2.2 Vietnam</b>

Vietnamese people have a culture of using the Lunar calendar and celebratingthe Lunar New Year. In the past, people worked hard during the year and saved rice,money, meat… for celebrating the Lunar New Year with their family and relatives.That tradition is conserved until now, and these days, people temporarily put asidetheir work to enjoy the longest holidays in Vietnam (9-11 days) by decorating theirhouses, going shopping for cooking, worshipping their past generations, and visiting

their relatives…

<b>2.2.3 Conclusion</b>

As we can see, there is a difference between Vietnam's and France’s off-peaktime. To be more details, Vietnamese employees tend to stop working at the end of theyear, from late January to late February of the Solar calendar; meanwhile, French’snon-working time is November or from late December to early January next year.When negotiation between two parties happens, differences in non-working time have

to be taken into account.

<b>3.Working hours</b>

<b>3.1 France</b>

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French labor laws provide robust and well-established safeguards foremployees, encompassing matters like employment contracts, parental leave, laborunions, and retirement. In France, workers are typically entitled to a 35-hourworkweek, along with an above-average minimum wage. However, these standardscan be subject to variations depending on the industry and are subject to collectivebargaining agreements. Any work exceeding the standard 35 hours is generallyconsidered overtime, which must be compensated accordingly. Additionally, there is aculture and legal framework in place that discourages weekend work, allowingemployees the "right to disconnect" and refrain from responding to work-relatedemails or messages during the weekend, promoting a healthier work-life balance.

<i>(Sergon, 2021)</i>

French administrative working time

Working days are generally from Monday to Friday

Morning working hours: start from 8 am or 9 am and end at 12 am or 12:30 amAfternoon working hours: from 2 pm or 2:30 pm to 6 pm

However, the time frame also depends on where the company is located; forinstance, a lengthy lunch break is uncommon in Paris and other major cities. Workingovertime is extremely uncommon due to employment legislation, as aforementioned

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Afternoon working hours: starting from 1h30am to 5:30 pm

Moreover, Vietnamese mostly work from Monday to Friday and occasionallywork overtime on Saturday or Sunday depending on the policies of the agencies. Inaddition, the time is also flexible 30 minutes or 1 hour earlier or later based on the

characteristics of the work or the weather conditions of the season.

Although there is a similarity of the working time of both countries which isboth working from Monday to Friday, the most suitable time for making anappointment for the French is in the late morning or middle of the afternoon ( 10:30am or 3:30 pm). In addition, of course, announcing the time 2 weeks in advance is amust because the French always want to arrange the schedule many weeks before theappointment.

<b>4.Cultural effects related to Vietnam and France</b>

<b>4.1Difference in the notion of time</b>

<b>Table 1 . Different in the notion of time</b>

<b>Punctuality: Punctuality is important in</b>

France, particularly in professionalsettings. Being on time forappointments, meetings, and socialgatherings is considered a sign ofrespect.

<b>Flexibility: Vietnamese people’s time</b>

tends to be more flexible and not likelyto be accurate in time. It has becomeone of the signatures of Vietnamese

behaviors in working workplace.

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In conclusion, being on time for formal business meetings is very importantand Vietnam should be serious about being on time when having appointments andnegotiations. Otherwise, the negotiations cannot be conducted.

<b>4.2Difference in overtime</b>

In France, people only work 35 hours a week and say no to overtime.However, overtime is very popular in Vietnam because it depends on the policies ofeach company. Sometimes, the employees will work on weekends to meet the KPIs,especially at the end of the month. Therefore, Vietnamese parties should know thenon-working hours of French parties to avoid overtime of their work.

<b>III.Plan meetings and budget expenses</b>

<b>1.Transit process and paperwork information</b>

<b>1.1From Da Nang city to Ha Noi</b>

According to the differences in climate, the best time for the business to takeplace is from June to September, so to avoid the off-peak working times for both sidesand to be able to negotiate as soon as possible, it is decided that early June is the mostsuitable time. Because there are no direct flights from Da Nang to France, we have totransit through Noi Bai International Airport in Hanoi City. After comparinginternational airlines, we decided to choose Viet Nam Airlines to ensure quality, flightschedules, and affordable prices. Since the route is relatively short and will take about2 hours of flight, it is recommended to fly in the afternoon so that they can have moretime to prepare for the next stage, from Hanoi City to Paris.

In addition to preparing tickets (paper or electronic), the delegation'sidentification documents include identity cards. It will also be necessary to get through

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the interior gate. According to the health ministry, a negative test result for COVID-19must be obtained within 5 days before leaving.

<b>1.2From Hanoi City to Paris, France</b>

After landing at Noi Bai airport, business representatives will have to gothrough immigration procedures here to continue flying to France. The geographicaldistance from Hanoi to Paris is 9,193.36 km. The flight time is about 13 hours, andthere is at least one stop. As can be seen in the photo above, the total fee for the two-

way flight ticket is about 33 million VND.

<b>Figure 8 Round Trip (Vietnam - France) </b>

Source: Google Travel [ CITATION Goo231 \l 1066 ]

<b>1.3Immigration procedures at Noi Bai Airport:</b>

Documents that are required:Passport.

Visa.Flying tickets.<small>21</small>

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Note, it is necessary to pay attention to the time and actively carry out exitprocedures to be on time to board the plane before it takes off.

<b>1.4Documents are required for the business trip to France: </b>

Since a business trip to France is a short trip, the most suitable type of visa is ashort-term Schengen visa. This type of visa allows the user to travel freely within the26 Schengen countries, including France, for a maximum period of 90 days (3months) and is valid for 12 months.[ CITATION Sch23 \l 1066 ]

Documents required when applying for this visa:

French Visa Application Form: Complete, print, and sign the form.

Passport and Photos: Make sure your passport is not older than 10 years andthat it has a validity of at least three more months beyond the date you plan toleave France and the whole territory of Schengen.

Previous Visas: If you have ever held a visa to France, the Schengen territory,or another country in the world, provide the embassy/consulate with copies ofthose visas

Travel Health Insurance: Obtain coverage for medical emergencies in Franceand other Schengen countries, with a minimum of €30,000.

Cover Letter: Explain clearly and truthfully in this letter why you wish toenter France, what you will be doing here during your permitted stay, andother details regarding your trip

Flight Itinerary: Provide a round-trip flight reservation.

Accommodation Proof: Include a hotel reservation for your entire stay.Civil Status Proof: Submit relevant documents such as marriage or birthcertificates.

Financial Means Proof: If you do not have proof of prepaid housing, you mustpresent documentation that you have 120€ in daily cash. If, on the other hand,<small>22</small>

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you have already booked your accommodation and do not need to payanything when you arrive in France, this sum is reduced to 65€. Furthermore,if the applicant has cheaper types of lodging, the fee is reduced to 32.25€ perday.

Cost of visa to France[ CITATION Fra231 \l 1066 ] :

Checked-in baggage: 1 piece (pc) up to 23kg.

Hand luggage: 1 piece (pc) and a small handbag. The weight of one piecemust not exceed 10kg, and the total weight of hand luggage must not exceed

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12kg. Due to the long business trip of only 5 days, the total baggage of 23kgcheck-in and 12kg hand-carrying, totaling 35kg, is enough for one person.

Therefore, there are no additional baggage charges.

International flight from DaNang to Charles de Gaulle Airport(CDG)

~ $1,300 $1,500

-Taxi from CDG to a hotel $50 - $70Hotel stay in Paris (6 nights) ~$900 - $2,400Meals and transportation $100 - $150

2: Meetingsin Paris

Meals and transportation $100 - $150

Meals and transportation $100 - $150

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Poissy andYvelines

Transportation to Poissy $50 - $100Meals and transportation $100 - $150

Day5: Reviewand Prepare

Meals and transportation $100 - $150

Day6: FinalizeNegotiations

Meals and transportation $100 - $150

Day7: Return

Transportation to Charles deGaulle Airport

expenses for

<b>~ $5,240 - $8,660</b>

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Check in to your hotel and leave the luggage.

Take a walk around the city center and visit some of the famous landmarks,such as the Eiffel Tower, the Louvre Museum, and the Notre Dame Cathedral.

Have dinner at a traditional French restaurant. Day 2:

Meet with your Peugeot colleagues at their headquarters in Paris.Discuss the technology transfer process and begin to develop a plan. Have lunch with your Peugeot colleagues at a restaurant near theirheadquarters.

In the afternoon, visit a Peugeot manufacturing plant to learn more about theirproduction process.

Have dinner at a restaurant with your Peugeot colleagues. Day 3

Travel to the city of Sochaux, where Peugeot is headquarteredVisit the Peugeot Museum to learn more about the company's history.Continue to discuss the technology transfer plan with your Peugeotcolleagues.

Have lunch with your Peugeot colleagues at a restaurant near the museum.<small>26</small>

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In the afternoon, visit a Peugeot factory to see how their vehicles areassembled.

Have dinner at a restaurant in SochauxDay 4

Take a tour of The Stellantis Poissy plant located in Poissy, Yvelines (the mainoperational manufacturer of Peugeot)

Visit a Peugeot research and development center to learn more about theirlatest technologies.

Have lunch with your Peugeot colleagues at a restaurant near the research anddevelopment center.

Have dinner at a restaurant in YvelinesDay 5

Travel back to Paris (Parent’s company Group PSA located) Have lunch at the hotel

In the afternoon, review the technology transfer contract again before comingto an end

Have dinner at a Vietnamese restaurant in ParisDay 6

Finalize the technology transfer plan and sign the contractDiscuss the post-implementation plan and the follow-up meetings

Farewell dinner with the Peugeot teamDay 7

Check out of the hotel

Depart from Charles de Gaulle Airport (CDG) to Ho Chi Minh City.From Tan Son Nhat Airport, take the plane to Da Nang International Airport

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<b>B.Cultural factors affecting timeI.Ethnic cultural barriers</b>

<b>1.Overview of France</b>

The majority of the people in France are descendants of the Celtic or Gaulswith a mixture of Germanic (Franks) and Italic (Romans). Due to extensiveimmigration over the past century, France has a multicultural culture. According tosome estimates, about 51 million are white accounting for 85% of the total Frenchpopulation, six million people are of North African descent accounting for 10% of thetotal population, two million are black accounting for 3.3% of the population, and

<i>about one million or 1.7% of the population are of Asian origin. (WorldAtlas, 2019)</i>

Religions are practiced on a widespread basis in France. The FrenchConstitution safeguarded freedom of religion, allowing citizens to practice theirreligion freely.

Around two-thirds of French people identify as Christian, with about 83% ofthat number identifying as Roman Catholic and 14% identifying as Protestant.Compared with Christianity, all the other religions in France are effectively minorities.Other religions practiced in France also include Islam, Judaism, Buddhism, Hinduism,and Sikhism among others, making it a multi-confessional country.

Catholicism, in particular, has had a significant role in defining France'sreligious history and still holds dominance there now. France has been referred to as"la fille née de l'Église" (the eldest daughter of the Church). Today, the time whenthe vast majority of Frenchmen considered themselves to be Catholics is now longgone. Slightly less than half of the French population now call themselves Catholics.<small>28</small>

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Besides, a large portion of the French population is not actively religious, with church

<i>attendance in France ranking among the lowest in the world. (Vassoille, 2023)</i>

<b>Figure 9 . Religion in FranceThe role of religion</b>

The role of religion in France is a complicated and diverse topic. It has alsoplayed a significant role in the development and history of France. Since the birth ofthe French nation, Christianity has been the most influential religion in this country, asinfluenced many aspects of French culture, such as art, architecture, literature, andeducation. Especially for Arts, there are numerous examples of Gothic architecturesuch as Notre Dame (Paris); and Saint Denis Basilica (Chartres). Meanwhile, a lot ofpopular epic poetry, romance, and allegory, are literary genres that emerged or

<i>developed in France in the periods of the Middle Ages and the Renaissance. (I, n.d.)</i>

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France is a Romance language. Like Italian, Portuguese, Spanish, Romanian,Catalan, and others, it comes from the popular Latin, once used in the Roman Empire.French was recognized as the official language of France in 1539. The officiallanguage of France is spoken and taught all around the country. However, dialects arecommon in rural places, where many people preserve their regional language practicesby tradition or by choosing to revert to a particular regional dialect on

<i>purpose. (Posner, 2019)</i>

<b>Figure 10. Language in France</b>

From this graph, France is a monolingual society since French is the onlyofficial language. Indeed, about 40% of French people were estimated to reside inEurope in 2015. Within the European Union, French is the second most often spoken<small>30</small>

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mother tongue. Approximately one-fifth of Europeans who speak other languages astheir first language are also fluent in French. Additionally, French is the secondforeign language taught in the EU. English, German, and French are the three working

languages used by all EU institutions.

In addition, French is also one of six official languages used in working at theUnited Nations and its agencies such as UNESCO, WHO, FAO, ILO, UNDP,UNICEF... to the African Union; Organization of American States; Association ofCaribbean States; Organization of Islamic Conferences; Council of Europe; OECD;NATO; etc.

Today, it is interesting that the French are extremely passionate and proud oftheir language, and French individuals prefer engaging in the French language.Building with your French counterpart will be facilitated by using basic expressionslike "bonjour" (hello) and "parlezvous Anglais" (do you speak English?). They arealso aware that their language is difficult so they are ready to switch back to Englishwhen they see you have difficulty.

<b>1.4Social norms in daily communication</b>

In France, social norms in daily communication reflect a balance of formalityand informality, politeness, and a certain degree of reserved behavior. It can be

reflected in communication in daily life:

<b>Greetings: Greeting is a non-negotiable French custom, whether you're</b>

picking up a French baguette from the boulangerie or stopping into a littleParisian store for a glance around. It is considered very rude not to say hello,goodbye, and merci to the staff. If you skip a polite “hello,” the shopkeeperwill likely treat you accordingly. In more formal settings, especially inprofessional environments, may involve a handshake, whereas, in casual or

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social settings, cheek kisses (air kisses on each cheek) are common, thoughthe number of kisses may vary by region.

<b>Respecting Personal Space: While cheek kisses are common, French people</b>

generally appreciate personal space during conversations. Maintaining anappropriate distance is crucial.

<b>Punctuality: Being on time is generally appreciated in French culture.</b>

Lateness, especially in professional settings, may be viewed as a lack ofrespect.

<b>Direct Communication Style: French communication can be more direct</b>

compared to some other cultures. It is common to express opinions openly,although tact and politeness are still essential.

<b>Attempt to speak the French language: “Don’t assume everyone in France</b>

—including Paris—speaks English,” If you’re speaking English, take it slow.Knowing some of France’s phrases can help you make a good impression on

the locals.

<b>Keep your voice down while having conversations: One sure way to peg</b>

yourself as a visitor while exploring France is by talking too loudly, which isjust not done in French culture—it can come off as rude. French locals air onthe polite side and keep their conversations to themselves so they don’t disturbthose around them.

<b>Say thank you clearly and sincerely: It goes with the word "no'' when</b>

refusing to reduce the disappointment for the other person. Adults alwaysteach their children how to say thank you so that they understand the meaningand practice using it. An apology is often said right after the incident, to show

<i>that they regret what they did and want to be forgiven. (Gallerani, 2022)</i>

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<b>2.The 10 cultural aspects that affect negotiation</b>

<b>2.1Negotiating goal: Contract or relationship? </b>

According to Trompenaars, France has a score of 55, which means it favorsUniversalism. Because the links of extraordinary relationships are stronger than anyabstract laws, they tend to respond differently to a situation depending on thecircumstances and persons involved. In other words, its followers see universalprinciples and responsibilities as reliable sources of moral guidance. They frequentlyfollow general norms and seek "the one best way" to handle all problems evenly andequitably (even when friends are involved). They are convinced that their standards

<i>are correct, and they strive to modify the views of others to fit theirs. (Salacuse, 2008)</i>

In business and during negotiations, it is includedContracts are highly respected and rarely changed.

Negotiators have a disciplined stance, which can be initially frustrating.Legal aspects are thoroughly considered before negotiations, often withadvisors.

Situations are treated uniformly, adhering to general rules.

Negotiations involve professional arguments, leading to quicker processes.Directness is not considered impolite; straightforward communication iscommon.

<b>2.2Negotiating attitude: Win-Lose or Win-Win?</b>

According to Hofstede, with a score of 43, France has a Feminine culture.This may be indicated by its famous welfare system, the 35-hour working week, fiveweeks of holidays per year, and its focus on the quality of life.

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A more feminine culture stresses quality of life, long-term partnerships, andcaring for others. They emphasize teamwork, establishing a friendly environment,lowering stress, recruiting less ambitious individuals, decreasing conflict in theworkplace, and reducing conflict. Therefore, the French may decide to bargain with awin-win mindset with a focus on mutual benefits. The French may not always show awin-win attitude, especially if they believe that ‘logical’ reasons support their position.While the exchange of facts and arguments may get heated, it is vital to avoid anyopen confrontation and to remain calm, composed, patient, and persistent.

<i>(Compaq_Administrator, 2008)</i>

In negotiation, it is includedMaximizing Joint OutcomeCollaboration Emphasis

Concern for both their own and the other party's outcomesEfforts to maintain harmony and reduce conflict during negotiations

<b>2.3Personal style: Informal or formal?</b>

The French have some very formal rules about manners, etiquette, andpersonal styles, especially in Business. The French put a high value on good groomingand style, and this extends to the workplace. The primary negotiation style iscooperative, but people may be unwilling to agree with compromises unless it is their

<i>only option to keep the negotiation from getting stuck. (Katz, 2006)</i>

In the business context and during negotiation

Good grooming and style are highly valued, extending to the workplace.Formal dress, such as suits, is preferred in business settings.

Organizations may have a hierarchical structure, and proper language andtitles are expected.

<b>2.4Communication: Direct or indirect?</b>

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<b>2.4.1 Verbal Communication</b>

Because individuals in France are not scared to express themselves, theircommunication style may be quite direct, honest, and candid. Conversations oftendevelop into spirited debates, so when you want to express your opinions, you have toprepare enough knowledge about your views, otherwise, you might be expected todefend your views. Make sure to be prepared to answer questions about your owncompany, especially regarding its history and business matters. Be honest, truthful,

<i>and straightforward. (“Adjusting to the French Culture,” 2020)</i>

<b>2.4.2 Non-Verbal Communication</b>

Business cards are given first when introducing oneself and expressive bodylanguage is valued.

<b>2.5Sensitivity to time: High or low?</b>

In France, people are expected to have high time sensitivity. It means that theyhave a strong concern for punctuality and formality. The French, in life or business,value punctuality. Deadlines with French are negotiable as well. There are certainregional variations in punctuality, therefore the further South you go, the more

arbitrary the attitude toward timing tends to be.

In business or meetings: French people should be scheduled for meetings atleast two weeks in advance because scheduling them at the last minute would putthem under pressure. The meetings typically serve as forums for discussion rather thandecision-making, since businesspeople prefer to address matters in-depth withsomeone at the top. Usually, decisions are reached following several meetings.

<i>(Santander, 2019)</i>

<b>2.6Emotionalism: High or low?</b>

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