Italy: Let's Make a Deal! - Part 1
From ExecutivePlanet.com
What you should know before negotiating
Most Italians in Italy do not speak English well, so you will probably need a translator in business situations.
If your Italian counterpart does speak reasonable English it is worth ensuring that your presentation materials and discussions are kept clear and simple. It is highly unlikely that he or she would admit to not understanding parts of the conversation.
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 go 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.
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