With India becoming a strategic trading partner for France, the purpose of this paper is to identify and describe cultural differences between India and France in order to achieve three main objectives: What traits or values are salient for Indians when negotiating with French people? The second to assess the utility and appropriateness of cultural dimensions as described by Hofstede (1991, 2001) and Trompenaars (1993, 2004) to gain insight into this process, and finally to prepare a French businessman to negotiate with an Indian partner.,A qualitative approach is best to achieve the research objectives. Expert profiles were defined according to the guidelines set out by Bogner et al. (2009). Snowball sampling method was used, whereby the first French businessmen interviewed provided contacts of other negotiators. Six semi-directive interviews were conducted lasting 1 h and 30 min each. Data collection and analysis were carried out according to Gioia’s proposed methodology (Gioia et al., 2013).,This qualitative inquiry enabled a deep inductive analysis, resulting in the emergence of seven key characteristics of the negotiation process in India. Cultural dimensions as defined by Hofstede (1991, 2001) and Trompenaars (1993, 2004) are useful in explaining four of these. However, three other characteristics cannot be directly related to these cultural dimensions, and among them, the seventh characteristic, the importance of having an Indian mediator in the negotiation, emerges as an original and decisive advantage for the foreign partner.,Interviewing a larger sample of experts would strengthen the precision, validity and reliability of the findings. Furthermore, investigating buyer–seller relationships and negotiation theories would help to gain an alternative and complementary insight into this complex topic.,Cultural differences between France and India are a poorly documented and under-researched topic.

中文翻译：

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从法国的角度看印度文化对谈判的影响

随着印度成为法国的战略贸易伙伴，本文的目的是识别和描述印度和法国之间的文化差异，以实现三个主要目标：与法国人进行谈判时，印度人具有哪些特征或价值？第二种方法是按照Hofstede（1991，2001）和Trompenaars（1993，2004）所述评估文化维度的实用性和适当性，以深入了解这一过程，并最终准备一名法国商人与印度合伙人进行谈判。定性方法最好达到研究目的。专家简介是根据Bogner等人（2001年）提出的指南定义的。（2009）。使用了雪球采样方法，接受采访的第一批法国商人提供了其他谈判人员的联系方式。进行了六次半定向访谈，每次访谈分别持续1小时和30分钟。数据收集和分析是根据Gioia提出的方法（Gioia等，2013）进行的。这种定性查询可以进行深入的归纳分析，从而导致印度谈判过程的七个关键特征的出现。霍夫斯泰德（1991，2001）和Trompenaars（1993，2004）所定义的文化维度可用于解释其中的四个。但是，其他三个特征不能与这些文化维度直接相关，其中第七个特征，即在谈判中拥有印度调解人的重要性，成为外国合作伙伴的原始和决定性优势。专家将增强调查结果的准确性，有效性和可靠性。