Italian Society & Culture
Italian Family Values . The family is the centre of the social structure and provides a stabilizing influence for its members. . In the north, generally only the nuclear family lives together; while in the south, the extended family often resides together in one house. . The family provides both emotional and financial support to its members.
Italian Style o Appearances matter in Italy. The way you dress can indicate your social status, your family's background, and your education level. First impressions are lasting impressions in Italy. The concept of 'bella figura' or good image is important to Italians. They unconsciously assess another person's age and social standing in the first few seconds of meeting them, often before any words are exchanged. Clothes are important to Italians. They are extremely fashion conscious and judge people on their appearance. You will be judged on your clothes, shoes, accessories and the way you carry yourself. Bella figura is more than dressing well. It extends to the aura your project too - i.e. confidence, style, demeanour, etc.
Catholicism The primary religion in Italy is Roman Catholic. There are more Catholic churches per capita in Italy than in any other country. Although church attendance is relatively low, the influence of the church is still high.
Many office buildings will have a cross or a religious statue in the lobby. Each day of the year has at least one patron saint associated with it. Children are named for a particular saint and celebrate their saint's day as if it were their own birthday. Each trade and profession has a patron saint. The church promulgates hierarchy, which can be seen in all Italian relationships. They respect and defer to those who are older, those who have achieved a level of business success, and those who come from well-connected families
Business Etiquette and Protocol in Italy
Relationships & Communication
. 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 much 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 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.
Business Negotiation Etiquette In the north, people are direct, see time as money, and get down to business after only a brief period of social talk. In the south, people take a more leisurely approach to life and want to get to know the people with whom they do business. Allow your Italian business colleagues to set the pace for your negotiations. Follow their lead as to when it is appropriate to move from social to business discussions.
Italians prefer to do business with high-ranking people. Hierarchy is the cornerstone of Italian business. Italians respect power and age. Negotiations are often protracted. Never use high-pressure sales tactics. Always adhere to your verbal agreements. Failing to follow through on a commitment will destroy a business relationship. Heated debates and arguments often erupt in meetings. This is simply a function of the free-flow of ideas. Haggling over price and delivery date is common.
Dress Etiquette Dressing well is a priority in Italy. Men should wear dark coloured, conservative business suits. Women should wear either business suits or conservative dresses. Elegant accessories are equally important for men and women.
Business Cards Etiquette Business cards are exchanged after the formal introduction. To demonstrate proper respect for the other person, look closely at their business card before putting it in your card holder. It is a good idea to have one side of your business card translated into Italian. If you have a graduate degree, include it on your business card. Make sure your title is on your card. Italians like knowing how you fit within your organization.
