Italian Style
. 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
Meeting Etiquette
. Greetings are enthusiastic yet rather formal. . The usual handshake with direct eye contact and a smile suffices between strangers. . Once a relationship develops, air-kissing on both cheeks, starting with the left is often added as well as a pat on the back between men. . Wait until invited to move to a first name basis. . Italians are guided by first impressions, so it is important that you demonstrate propriety and respect when greeting people, especially when meeting them for the first time. . Many Italians use calling cards in social situations. These are slightly larger than traditional business cards and include the person's name, address, title or academic honours, and their telephone number. . If you are staying in Italy for an extended period of time, it is a good idea to have calling cards made. Never give your business card in lieu of a calling card in a social situation.
Gift Giving Etiquette
. Do not give chrysanthemums as they are used at funerals. . Do not give red flowers as they indicate secrecy. . Do not give yellow flowers as they indicate jealousy . If you bring wine, make sure it is a good vintage. Quality, rather than quantity, is important. . Do not wrap gifts in black, as is traditionally a mourning colour. . Do not wrap gifts in purple, as it is a symbol of bad luck. . Gifts are usually opened when received.
Dining Etiquette
If invited to an Italian house: . If an invitation says the dress is informal, wear stylish clothes that are still rather formal, i.e., jacket and tie for men and an elegant dress for women. . Punctuality is not mandatory. You may arrive between 15 minutes late if invited to dinner and up to 30 minutes late if invited to a party. . If you are invited to a meal, bring gift-wrapped such as wine or chocolates. . If you are invited for dinner and want to send flowers, have them delivered that day.
Table manners
. Remain standing until invited to sit down. You may be shown to a particular seat. . Table manners are Continental -- the fork is held in the left hand and the knife in the right while eating. . Follow the lead of the hostess - she sits at the table first, starts eating first, and is the first to get up at the end of the meal. . The host gives the first toast. . An honoured guest should return the toast later in the meal. . Women may offer a toast. . Always take a small amount at first so you can be cajoled into accepting a second helping. . Do not keep your hands in your lap during the meal; however, do not rest your elbows on the table either. . It is acceptable to leave a small amount of food on your plate. . Pick up cheese with your knife rather than your fingers. . If you do not want more wine, leave your wineglass nearly full.
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
. 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. . Decisions are often based more on how you are viewed by the other party than on concrete business objectives.
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
. 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.
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