Negotiation & Follow Up

Be prepared for lengthy negotiations

Negotiations are conducted slowly, because Italians tend to carefully evaluate advantages and risks

Be patient, even when the timescale for conducting business is short, it is important to give time to your Italian partners

A sense of urgency is often taken as an attempt to weaken one’s bargaining position

Once the agreement has been reached, your Italian partner will be strongly convinced that he made the best decision

If your Italian counterpart does speak reasonable English, it is worth ensuring that your presentation materials and discussions are kept clear and simple

You might be contacting and/or providing information to different people, with specific roles, who have limited decisional authority on the matter being negotiated

Final decisions, due to rigid hierarchical management structures are centralised and taken by the chairman

Management often adopts short/medium term plans, and strategies that can be repeatedly modified or improved/adjusted to the current situation

During negotiations, Italians give importance to verbal commitments, and the final contract is certainly based on previous informal agreements

When selecting your negotiating team, be aware that Italians generally prefer to do business, with only the most important people in any organization

Dont send youngsters to negotiate with an Italian senior manager

The use of business cards is common – it might be worth having your card translated into Italian on the reverse side

It will be in your best interests to present a warm, dignified demeanour during the meeting

Although establishing a good relationship is important to present, a carefully planned, logically organized proposal and interesting proposal

All presentation materials and packaging should be aesthetically pleasing

Honour and personal pride are critical in this culture

Never insult the honour or personal pride of the Italians, their families, their towns, or their friends

Employees provide what their bosses expect of them, and the preparation of reports and plans can be time-consuming and even complicated

The Italians, can be receptive to criticism, as long as it is constructive. Try, however, not to be too blunt

There is tremendous respect for power, as well as age

There are not large numbers of women at the highest levels of business and government in Italy

Women may be treated with particular respect by Italian men, but not necessarily to the point of attaining equal recognition or authority in business settings

Final decisions can take time, and the process from initial contact to implementation, can take several months to a year

Be patient, since rushing or putting pressure on the decision-making process will put you in a less powerful position

Italians will sometimes make sudden, unexpected demands as a way of unsettling the other side

The use of this strategy does not automatically mean the negotiations will collapse

Italians tend to be enthusiastic about joining new project ideas, even if a detailed work plan has not been prepared

Leave a Reply

Your email address will not be published. Required fields are marked *