This document provides an overview of business culture in Italy. It notes that there are cultural differences between northern and southern Italy due to historical divisions. Business culture is influenced by Catholicism, with an emphasis on family, paternalism, and respect for elders. Meetings can be chaotic and run behind schedule. Punctuality is appreciated but not being late by 10 minutes is not a problem. Relationships and small talk are important.

1. Matteo Giovannangeli – Cross Cultural Management DOING BUSINESS IN ITALY

2. General Information - Capital: Rome -Population: 60,157,214 -Language: Italian -Religion : Catholicism (strong influence) -Currency: Euro -Business centre: Milan area -Anthem : Fratelli d'Italia

3. To begin with…

4. North vs South Wide cultural gap between: northern people - cold - rushed southern people - warm - easy-going … because of…

5. … historical reasons It aly is a very young country (unification: 17 th of march 1861) During the 19 th century Italy was divided in two parts: - the Spanish in the South - the French and Austrians in the North

6. Business background -Big percentage of small and medium sized, family-run businesses -Larger companies are still controlled in large part by single families (Fiat, Benetton etc.) -The idea of an enterprise being an arrangement of strongly felt relationships - Long-standing affiliations – old society - Regionalism - one of the least mobile management populations -High degree of hierarchy – usually old man (wisdom) -The number of women and young in senior management positions is quite small That’s it because of…

7. … Catholicism and Vatican The values of Catholicism in Business Culture: -sense of family -paternalism -dignity of the person -confidence in the others -respect for the elderly

8. Business Etiquette -Indirect -Fond of behavioral formulas -Stylish -Talkative -Warm and tactile -Easy-going -Convinced (proud)

9. Behavioural Formulas - Good manners and courtesy are prized qualities in Italy -Italians rate considerateness above behavioral formulas -In the presentation: shaking always the right hand absolutely on your feet. -When meeting and departing always shake hands -The guest seats always before the host -Women enter inside the places always before men

10. - the importance of appearance in Italy should not be taken lightly  otherwise people think you neclect yourself as your worK - importance for the accessories (watch, pen, jewels…) -women visiting Italy might be surprised to hear compliments made to them on their appearance. (Such comments are not considered politically incorrect in Italy.) Italian dress code

11. SPEAKING LANGUAGE: - ITALIAN ENGLISH (don’t joke about this, Italian are really touchy and try to understand them) - loquacious speakers -linguistic tips for italian speakers: use the polite 'lei' form for formal situation, use 'tu' form for informal situation. -in formal situation address people using 'Signor' (m) or 'Signora' (f) followed by their surname. 'Dottore' (m) or 'Dottoressa' (f) is used for those who have graduated. - conversation topics : the three F, sport (football), women, motors; avoid religion, politics and mafia. BODY LANGUAGE: -little personal space is left between people -a lot of body language also during a simple conversation  Italian like this kind of communication -After doing business in Italy for a period of time and building relationships do not be surprised if you are embraced Italian communication style

12. Concept of time -Italians are usually relaxed -If you are late of 10 minutes , don’t worry this will not have any negative consequences -However punctuality is always welcome -Pay attention to the daily schedule: breakfast (around 8 a.m.) lunch (around 1 p.m.) dinner (8 p.m.)

13. Italian Meetings and Negotiations -The best time for meetings is between 10 - 11 a.m. and after 3 p.m. -Avoid August as most businesses will run on skeleton staff due to holidays - Try to make presentation less heavy is possible in Italian business life -Meeting are really caotic  never follow the schedule  people arrive late  people answer the phone -At the beginning of a meeting avoid business and concentrate on some small talk. Topics of discussion could include Italian culture, food, wine and football -Negotiations can be slow. Demonstrating a sense of urgency is seen as a sign of weakness.

14. : Italian Entertaining - Hospitality  Invitations to lunch and dinner are to be expected  Bring always a present…wine is very welcome -Dining does have certain protocol: -the host always pays -keep your knife in the right hand and fork in the left -do not answer phone calls at the table -don’t put the elbow over the table -drinking wine and water in the right glass

15. Free day and festivity -Days in which is better not to organize work meeting:  Saturday and Sunday  August  All the catholic festivities (Easter, Christmas, all saints, etc…)  25 th april: national party  1 st may: feast of the workers  2 nd june: feast of the republic

16. Grazie Mille per la vostra attenzione