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An Italian Negotiation
Cross Cultural Negotiation – 2010/2011
 The Italian Culture
 The Italian culture is fulfilled with every aspect of the way of living

 So, it is necessary and essential, for people hoping to enter the Italian market, to
understand this culture globally.

 Culture is fairly uniform across the country although business cultures are
significantly different among the North and the South.

 In the North, people are more business-focused, serious, and rather reserved.

 In the South of the capital, negotiation types become commonly more relaxed,
people usually more friendly.

 These differences and variations affect several features of the negotiation in Italy.
Italian negotiators
Concept of Individualism
 Italian negotiators are usually good in working with people from different cultures, but
they are not necessarily much more tolerant and may await you to process as they
usually do.

 Italians are often seen as very individualistic because the environment emphasizes the
individual as well as familial links. That is the reason why Italians tend to take particular
care of their family and themselves among anything else.

 All across the country, several companies are hold by either individual or families.

 In a business context, individualism influences the way Italians deal with people who are
already familiar to them.

 Hard bargaining and haggling are common for Italians, especially for those from the
South.
 Italian negotiators
Concept of ‘Bella Figura’

 Establishing a key element of the Italian commercial culture, la ‘Bella Figura’ is

frequently used to describe the ability to physically present well, to express and
behave in a certain formal way.

 In Italian culture, appearances and judgement of others are considered as extremely

important. That is why it is vital when you deal in Italy, to make sure that every
presentation and commercial display would be considered as appealing by your
partner.

 Women in Business:
Flattering women on their look is usual and perfectly suitable.

Matthias CARQUES
Italian negotiators
Concept of Communication

 One main characteristic of the Italian culture is the free expression of personal
thoughts and feelings.

 Italians tend to express their feelings by wide movements of their hands and a close
interpersonal contact. Visual contact, facial expressions and gestures are very
important in Italian communication.

 Those are omnipresent in a business conversation. It is, for Italians, a way to

determine the level of trust between both parties.

 Consequently, Italian are regularly guided by their feelings and in business situation.
It is essential to consider that in an Italian mind, robust relations have to be based on
confidence and will lead to a prosperous commercial relation.
During a negotiation
Dos & Don’ts

 Learn the Italian language:

Many Italians do not master any second language excepted in sectors relative to new
technologies and big groups where English is frequently used.
It is therefore crucial to know basis of Italian if you foresee a long-lasting relation.

 Settle personal contacts in order to gain trust:

Foreigners cannot afford to refuse any invitation from partners in business. Obtain a deal can
take a long time and many meetings, that is why it is essential to be patient and always think in
the long term.
Hiring a good agent able to make contacts and arrange meetings for a long time in advance is
crucial to develop a relationship with Italians.

 Being introduced by a common partner, friend or even family can be a major asset to
engage a relationship and gain time.
During a negotiation
Dos & Don’ts

 Do not mistake coolness and laxity: despite their inclination to mix business and
private life, Italians are rather formal. It is important to avoid acting too familiar and
too much relaxed in its approach and behaviour. It is important to present a well-
maintained documentation in a perfect Italian.

 Do not conclude to quickly: cultural and linguistic existing differences can create a
certain confusion.

 Before reacting to any statement, gesture or temper reaction, it is necessary to take a

minute to think, and check that the situation has not been misunderstood or that
signs have been badly interpreted.
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Thank you…
Cross Cultural Negotiation – 2010/2011