Italian business culture

• Working practices
• Appointments are considered mandatory and usually should be made in writing (in Italian) 2 to 3 weeks in advance. They should be confirmed by telephone or fax.
• Have all your printed material available in both English and Italian.
• Hire an interpreter if you are not fluent in Italian.
• Punctuality is considered a rule in Italian business environment. Italians consider it important to adhere to timelines.
• The legal system and bureaucracy in Italy are quite slow so expect decisions and business actions to take time.

• Structure and hierarchy
• Hierarchical structures are quite evident in Italian business organizations with clear distinctions in terms of ranks, positions and protocol.
• Usually in large Italian business organizations decisions are usually taken by the most senior managers and the hierarchy is quite evident within a “cordata” or chain of command.

• Working relationships
• Italians usually like to do business with people they know and trust, so a third party introduction will go a long way in providing an initial platform from which to work.
• Networking is quite important and it usually allows getting ahead as personal relationships in Italy are considered critical.
• The Italian culture advocates respect for authority, power and age. Therefore special consideration and preferred treatment should be provided to senior and important people during business meetings and social events.

• Business practices
• In keeping with the expressive nature of the Italians, it is usually common to have Italian counterparts openly expressing disagreements and constructive arguments.
• People often raise their voice to be heard over other speakers, not because they are angry.
• Last names must be used to address the Italian counterparts during meetings.
• Business cards are usually exchanged after a formal introduction and it is a good idea to have one side of the business card translated into Italian.
• The business card must contain the title as Italians like to know how you fit within your organization and it is also a good idea to include professional qualifications.

Business etiquette (Do's and Don'ts)

Ö DO maintain face to face and eye contact during meetings. Italians take this gesture to mean that you are being honest and sincere.

Ö DO greet the all Italian counterparts with handshakes, maintaining direct eye contact and a smile.

Ö DO ensure you have a prior appointment and when leaving a room always close the door behind you.

× DON'T give gifts during business meetings/negotiations unless you receive one first and never give gifts showcasing your company logo.

× DON’T rush negotiations during meetings and pressure for decisions as Italians usually see meetings as a form for the free flow of ideas and to let everyone have their say.

× DON’T use high pressure sales tactics ever during meetings and negotiations.

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