Negotiating during a business meal is almost an art. Bonds can be formed and relationships of trust can be established more easily than one might think during this convivial moment. As long as you remain natural and respect a few basic rules.
1 Choice of restaurant
The restaurant must be adapted to both the person you are inviting and the underlying objective of the meal. It will be necessary to know, beforehand, whether business is the priority or whether conviviality and relaxation are the priority. In any case, opt for a quiet place where it will be possible to talk without having to raise your voice. A place that you are familiar with, preferably, so as not to have any unpleasant surprises in terms of comfort, welcome, and service.
2 Be punctual
Be the first to arrive so you can welcome your clients or partners, put them at ease, and show them your deference. Lead the way, take charge, and seat them at the table.
3 Introduce people who don’t know each other
If necessary, courteously make introductions, taking the time to detail each person’s duties and reversing the hierarchical order (from the least “important” person to the most “important” ). Introduce your relatives or colleagues to your clients first, and not the other way around.
4 Be considerate and gallant
Leave the most comfortable seats for the customers. The bench for example or the place with a clear view of the room or the outside. Take care to designate each guest’s place around the table and reserve the place opposite you for your main interlocutor.
5 Turn off your phone
To avoid being distracted by a ringtone or vibration, turn off your smartphone completely. This type of meal requires total concentration.
6 Stand correctly
Children are taught this from a young age: do not put your elbows on the table and sit up straight. Do not slouch in your seat, leave your hands visible (do not put them on your knees or under the table), and do not stretch your legs.
7 Choose a Menu
By choosing a Menu (rather than à la carte dishes), you are assured that all guests will be served at the same pace and that the meal will not drag on too long. So suggest a Menu, while giving your interlocutor some leeway and approving their choices to put them at ease. Avoid dishes with sauces and other complicated dishes to eat.
8 Choose the wine
You are the guest, so it is up to you to choose the wine. However, ask the entire table for their approval beforehand. It is then up to you to fill the glasses each time they are empty. If you are not a wine lover, subtly ask your guest for advice and accept a small amount of wine in your glass, even if it means not drinking it.
9 To drink or not?
It is customary not to toast during a business meal. You can simply raise your glass slightly (20cm maximum above the table) and look at your guests while greeting them.
10 Talk Business
There is no need to wait too long to start the subject that brought you together around this table. After the usual pleasantries and while waiting for the first courses, soberly engage in conversation or negotiation. Without being too blunt, always with tact and delicacy, looking your interlocutor in the eye, with a relaxed face, and standing up straight.
11 Be the conductor
Once everyone has been served, don’t shout a cheerful “Bon appétit” to the table, but simply start your plate.
12 The towel
The napkin should remain on your lap or your chair if you leave the table. It should not appear around your neck or on the table. Also, avoid getting bread on your plate.
13 Pay
To settle the bill, the ideal is to leave the table at coffee time to go and pay the bill discreetly. Another solution: have the bill sent to the office. In any case, avoid it being seen by your guests.
14 Leave the restaurant
Once the meal and coffee are finished, thank your guests warmly for their time and slowly rise from the table. Your guests will follow.
15 Thank a second time
Be sure to thank your guests a second time after leaving them. Either by email, SMS, or post, and plan a next meeting if necessary.