The Alliance of Gastronomy & Negotiation: A Historical Approach

14 Pages Posted: 23 Jul 2011

See all articles by Lionel Bobot

Lionel Bobot

NEGOCIA; French National Institute for Agricultural Research (INRA)

Date Written: July 22, 2011


The Art of Gastronomy implements the connection of senses and delights in the most complete and highest standard manner for an extraordinary experience. Despite a broad tourism and hospitality approach of gastronomy study, to our knowledge, no research has been undertaken on the role of gastronomy in negotiation.

The 17th and 18th centuries saw numerous works published about international negotiation and the activities of ambassadors by diplomats like Hotman de Villiers, Mazarin, Wicquefort, Callieres, Pecquet, de Wicquefort or Barthelemy de Felice. These texts describe how an ambassador should act as a representative for his Prince and the use of gastronomy. Gastronomy was always central to Talleyrand’s negotiations. With Carême behind him, Talleyrand conclusively proved a theory he had long held: eating was a form of government and thanks to his team (chef, butler, and darling) he created a better relationship with the negotiators and coalitions.

This paper looks at the alliance of gastronomy and negotiation with an historical approach. Talleyrand’s use of the gastronomic dinner as an influential context for negotiation, and dining as a metaphor for negotiation. In conclusion, the paper will examine the limits of this approach but also the interest to use gastronomy for negotiations in order to create a special kind of relationship and emotions.

Keywords: gastronomy, negotiation, historical approach

Suggested Citation

Bobot, Lionel, The Alliance of Gastronomy & Negotiation: A Historical Approach (July 22, 2011). IACM 24TH Annual Conference Paper, July 3-6, 2011, Available at SSRN: or

Lionel Bobot (Contact Author)

NEGOCIA ( email )

8 avenue Porte de Champerret
Paris, 75017

French National Institute for Agricultural Research (INRA)

147, rue de l'Universite
Paris Cedex 07, 78-Yvelines 75338

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