Italians as most of Southern Europeans are relationship oriented, which means they are very loquacious and prefer to establish long term business relationships. Debating is for Italians an emotional issue where intense discussion is highlighted by the expression of strong opinions and detachment means disinterest in the business itself. The establishment of a reciprocal climate of trust is as relevant as the exchange of information about a specific business proposal.
Meetings are a tool to further study the business proposal rather than closing the deal right away.Therefore, they are more analysis-oriented than decision-oriented. The aim of the first meeting is usually to exchange details and information about the business deal but above all is about establishing a climate of reciprocal respect and loyalty.
Planning your business meeting with Italians.
To avoid language misunderstandings for the first approach, a written communication is preferred. A letter or a fax is best to introduce your idea following a phone call, however, a better way is to be introduced by somebody who already knows people in the company. Meetings take place usually at company’s office in late morning or early afternoon.
For more information on Italian business etiquette contact us.