Building International Relationships

Negotiation Pattern

5. Are they objective or subjective?

Even though many Italian business executives are experienced in doing business with foreigners, especially younger generations, they still approach negotiations apprehensively. In Italy, the overall culture is very homogeneous, yet business styles vary from north to south Italy. In northern Italy, business practices tend to be of a rigid, reserved, business focused mentality. Whereas southern Italy, is known for having a more relaxed, laidback approach. None the less, for any Italian business negotiation one would be wise to not only present a well developed presentation, but also invest the time in building a proper relationship first. One would be wise to use contacts to be introduced to whomever will be the Italian counterpart of the business deal is. If nothing else, Italians perceive the individual as a direct interpretation of the organization with whom they would be getting into bed with. Foreign business executives should understand "bella figura" or the concept of beautiful posture. Not having to do with you physical stands but rather the balance of formality and civility. This encompasses how an individual presents oneself as confident, assertive, yet never arrogant as well as one's honor and humility. Even though northern Italy is known for having a more objective approach to negotiations, do not misinterpret the validity of building a proper relationship. Because trust and honor are held to such high standards in this nation, make sure to establish a proper long term commitment as they will look for long term benefits. Leveraging relationships will be the X factor when finishing a deal. Having a sense of urgency and demanding a strict set of rules to be followed during the negotiation phase will only make you seem desperate and week as well as clash with Italians informal attitude. It is important to demonstrate the win-win outcomes for both parties but should not go into a confrontational approach. To earn your Italian counterpart's respect just remain in a relaxed, persistent, positive attitude. This will come in handy when you take into account that your negotiations will be long and many times will lead to multiple trips for one deal. Italians like to be subjective to not just the facts and figures but with respect to the individual who they will do business with and the character within. Italians, especially those in the south of the nation are also well known for their ability to conduct hard bargains and haggle and they may easily expect to conduct a very strategic game full of flattery and complains in order to gain the upper hand in the negotiation process. Expect them to be great at it and very capable of deceiving with actions, suggestions, and downright lies. Even here building a relationship with the individual helps not only avoid some extremes due