Abstract
In the context of globalization, models of businesses and management tend to be similar across the globe. Import-export is increasing everyday; for business purpose, people are flying from western to eastern countries and eastern to western countries all the time. However, some cross cultural differences will exist in the globalized business scenario, particularly between countries or regions with strong and fundamental culture divergences, such as France and China. In this context, only open minded and adapting business people will be successful. In negotiation, these two values, open mindedness and adaptation, are not enough to build good relationship for the future or to get the deal done, which are the main targets of a negotiation. A good understanding of the cultural characteristics and background which makes foreign negotiators thinks and reacts differently, is the most relevant approach in order to be successful in negotiation.
Therefore, firstly, we will define the China profile, in order to get an overview of the internal environment of this new world power and to understand the characteristics of a negotiation in this environmental context. In the second part we will observe the characteristics of France to understand its environment.
