Italian culture & business etiquette

• These points should also help you get going:
  
  When selecting your negotiating team, be aware that Italians generally prefer to do business with only the most important people in any organization.
  
  
  The use of business cards is common and you should have your card translated into Italian on the reverse side. Moreover, ensure that any advanced educational degrees and your full title or position are featured on both sides of your business card. Italian businesspeople will want to know that they are dealing with an important person.
  
  
  You will probably notice that very senior Italian businesspeople usually have less information on their business cards.
  
  
  In Italian culture, people are traditionally expected to behave with a sense of decorum and formality at all times. This concept is known as "bella figura" ("beautiful figure" and is often used in reference to the ability to put on a good performance or simply to present oneself well. What other people think is considered extremely important, and your actions must always at least appear to be the "right" thing to do. Moreover, there is a belief that behaving appropriately, especially out of loyalty to family members, friends, and neighbours, contributes to the beauty and sense of order in the world. You will find that the belief in "bella figura" becomes quite pronounced the further south in Italy you travel.
  
  
  The initial meeting is usually conducted in the office, where your Italian counterparts will make an assessment of you, your proposal and company. It will be in your best interests to present a warm, dignified demeanor during the meeting.
  
  
  The goal, at least for the initial meeting, should be to cultivate feelings of respect and trust between yourself and your Italian colleagues. Do everything you can to show how your proposal enhances their "bella figura." These measures become increasingly important as you further south in Italy.
  
  
  Whether you are worth knowing and doing business with may be more important than the actual details of your proposal. Still, it's important that you bring a carefully planned, logically organized proposal to the meeting.
  
  
  All presentation materials and packaging should be aesthetically pleasing. In this culture, it’s essential that things (as well as people) look good: appearance is frequently considered more important than "what’s inside."
  
  
  Italians are generally receptive to new ideas and concepts, although you’ll perceive little change in the opinions of the participants.
  
  
  Hierarchy is key, especially in larger traditional Italian businesses where the importance of the "cordata" (chain of command) cannot be underestimated. Moreover, a belief in status and hierarchy permeates all aspects of Italian society.
  
  
  There is tremendous respect for power, as well as age.
  
  
  There are not large numbers of women at the highest levels of business and government in Italy. Women may be treated with particular respect by Italian men, but not necessarily to the point of attaining equal recognition or authority in business settings.
  
  
  In business settings, the individual with authority rarely has to raise his or her voice. In most cases, however, Italians speak loudly, animatedly, and interruptions are to be expected.
  
  
  Italian communication styles tend to be eloquent, wordy, demonstrative, and emotional.
  
  
  Italians tend to be guided by their feelings. Consequently, make an effort to ensure that the Italians you do business with decide that they like and trust you.
  
  
  Italian businesspeople will often base their decisions on what has worked for others in similar situations--even when the two situations may not be directly related to each other. Consequently, if an idea does not correspond with an individual’s subjective experience or opinion, it is often rejected.
  
  
  Italians will look at the particulars of each situation rather than seek guidance from a law or policy to solve a problem.
  
  
  The Roman Catholic Church remains a strong influence in all areas of life.
  
  
  In Italian business culture, most decisions are made in “closed quarters” by various people, not just the highest figure in authority. There are, however, a large proportion of family-owned businesses here; in these organizations, the head of the family usually makes the final decision.
  
  
  Final decisions are slow and protracted, usually taking several months to a year.
  
  
  Be patient, since rushing or putting pressure on the decision-making process will be only an affront to Italian business protocol.
  
  
  Italians will sometimes make sudden, unexpected demands as a way of unsettling the other side. The use of this strategy does not automatically mean the negotiations will collapse.
  
  
  The relationships between families, friends, and neighbours are of crucial importance, especially in the south of Italy.
  
  
  Honour and personal pride are critical in this culture. Consequently, never insult the honour or personal pride of the Italians, their families, their towns, or their friends.
  
  
  Employees provide what their bosses expect of them, and the preparation of reports and plans can be time-consuming and even complicated. Compiling the information required in order to do what your boss expects from you, or creating consensus among your colleagues in order to accomplish a particular goal, can take a considerable amount of time. All of this occurs in a formal and sometimes very rigid hierarchical structure. Consequently, deadlines and efficiency are usually secondary to considerations such as attention to detail and logic.
  
  
  Complimenting and rewarding employees publicly is not done.
  
  
  The Italians, generally, can be receptive to criticism, as long as it is constructive. Try, however, not to be too blunt.
  
  
  In Italy, office and washroom doors often remain closed, so ensure that you knock before making an entrance. And when leaving a room, always close the door behind you.
  
  
  
  Dressing well is a priority here. Your clothing will be perceived as a reflection of your social standing and relative success.
  
  
  Generally, dress tends to be on the formal side for both men and women, whether in business or social situations. Do your best to make clothing choices that are both tasteful and stylish.
  
  
  While you should make every effort to look your best, you'll probably find it difficult to "out style" the Italians, especially the Milanese. Moreover, many consider Milan to be the very center of the fashion and design world.
  
  
  Men should wear expensive, sophisticated ties and well-cut dark suits.
  
  
  Men often wear accessories such as cuff links, tie clips, and stylish watches.
  
  
  Choose only quality fabrics, such as light-weight wools and silks.
  
  
  Women are advised to dress simply and with elegance. Accessorizing, which adds flair to even very simple outfits, is also widely practiced here.
  
  
  The most commonly worn colours are darker, subdued shades. Brighter colours should be reserved for accessories.
  
  
  Italian businesswomen sometimes wear more makeup and jewellery than American women.
  
  
  It is fashionable, especially in the summer, for women not to wear stockings.
  
  
  Perfumes and colognes are frequently used by both men and women.
  
  
  When you receive an invitation stating "informal" dress, don't assume that you'll be welcome arriving in a t-shirt and sweatpants. For a social gathering, informal more often than not means tastefully coordinated clothes, sometimes including a jacket and tie for men.
  
  
  An invitation stating "formal" dress usually means formal evening wear, which is very dressy by American standards.
  
  
  Shorts are unacceptable in public. Moreover, you may not be admitted into a church wearing shorts or even a sleeveless top.
  
  
  On the street, jeans and sneakers can be acceptable leisure wear, although this kind of clothing is often reserved for the gym or the beach.
  
  
  Summer and winter are the two main seasons in Italy. Summers can be hot and humid, especially in the south, while winters are damp and cool, particularly in the north. With the exception of the mountain regions, however, there is little snow.
  
  
  Follow Italian business protocol by waiting until you are invited before using first names.
  
  
  Especially between executives and subordinates, first names are not used in Italian business culture.
  
  
  You are expected to use "Signore" (Mr.) and "Signora" (Mrs.), plus the family name, when introduced to strangers.
  
  
  "Signorina" (Miss) is rarely used in Italy today, and is best avoided, unless a woman appears relatively young and you are unsure of her marital status.
  
  
  In situations where a title is known or used, the honorific plus the title is typically employed, with or without the name.
  
  
  A male university graduate is given the title of "Dottore", while the female equivalent is "Dottoressa." Even if you're only assuming a person is a graduate, it's usually appreciated if you use this title, as it confers respect.
  
  
  Italian business etiquette requires that personal and professional titles be used constantly, whether in casual conversation or formal writing. Consequently, ensure that you learn and use the titles of everyone you expect to encounter.
  
  
  If you have to summon a server or clerk, you may use the phrase "senta", which means, generally, "please come here."
  

  Klaus 07 Jun 2007, 05:03 - Report

Italian culture - any hints?