Europe
General
Italians prefer to do business with people they know and trust. A third party introduction will go a long way in providing an initial platform from which to work. Italians also prefer face-to-face contact, so it is important to spend time in Italy developing the relationship.
Your business colleagues will be eager to know something about you as a person before conducting business with you. Demeanour is important as Italians judge people on appearances and the first impression you make will be a lasting one. Italians are quite intuitive. Therefore, make an effort to ensure that your Italians colleagues like and trust you.
Networking can be an almost full-time occupation in Italy. Personal contacts allow people to get ahead. Take the time to ask questions about your business colleagues family and personal interests, as this helps build the relationship.
Italians are extremely expressive communicators. They tend to be wordy, eloquent, emotional, and demonstrative, often using facial and hand gestures to prove their point.
Business Meeting Etiquette
- Appointments are mandatory and should be made in writing (in Italian) 2 to 3 weeks in advance.
- Reconfirm the meeting by telephone or fax (again in Italian).
- Many companies are closed in August, and if they are open many Italians take vacations at this time, so it is best not to try to schedule meetings then.
- In the north, punctuality is viewed as a virtue and your business associates will most likely be on time.
- The goal of the initial meeting is to develop a sense of respect and trust with your Italian business colleagues.
- Have all your printed material available in both English and Italian.
- Hire an interpreter if you are not fluent in Italian.
- It is common to be interrupted while speaking or for several people to speak at once.
- People often raise their voice to be heard over other speakers, not because they are angry.
- Although written agendas are frequently provided, they may not be followed. They serve as a jumping off point for further discussions.
- Decisions are not reached in meetings. Meetings are meant for a free flow of ideas and to let everyone have their say.