Hello!

My name is Valeri and I am from Russia.

I have a question concerning carrying negotiations.

The thing is that I am going to have negotiations with people from Italy soon and I would like to know whether there are specific rules in conducting negotiations in your country?

For example How do I need to behavior in order to be a good negotiator from the point of view of Italians?

I really need your advice!!!

hi lady_Valeri

welcome to the forum. Can you tell us a little about the type of business, where the Italian people you are going to meet are from and if they are men or women? All this can affect your negotiations.

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Здравствуйте Valeri

Как дела?

There are many factors to consider when doing business in Italy and don’t expect that it will be the same as in Russia. I have Russian clients and they find it difficult to come to terms with how things are done in Italy and get very impatient. Here are few things to remember:

First and foremost, remember that Italians are highly individualistic and this can very much influence the way they do business. Appearances (la Bella Figura) are also important and so any presentations must be pleasing to look at.

Paradoxically, although Italians take punctuality seriously in the business environment, you will find that in most cases they will never turn up on time for meetings, although this will be expected of you.

Italian companies have a very fixed hierarchical structure (the chain of command or cordata as it is called) and only the most senior managers or the owners themselves will make all the decisions. However, Italian bureaucratic and legal systems are notoriously slow so don’t expect instant decisions.

Personal relationships in Italy are critical for successful business negotiations, but these generally take a long time to develop. Don’t be surprised if during your business meetings your Italian colleagues speak simultaneously or interrupt one another, or answer their mobile phones. This is a common trait of the Italian communication style and there’s not much you can do about it so do avoid appearing impatient and above all, don’t rush your counterparts during the negotiations.

Don't worry, you will soon pick up the essentials…

__________________
CJ
Magical Marche &
Luchetti & Partners Studio Legale Tributario

CJ
You have hit the nail on the head with your comments, fabulous post.

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I've found Italians are no different to Russians when it comes to business...one thing that is very important is once you make a verbal agreement then it is firm. If you change your mind and want to renegotiate that is poor negotiation.