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1. Italian Business Etiquette
Presented by [OUR NAMES]
How to do business – the Italian way.

2. Appearance
Greeting
Behaviour
Communication
Italian Business Procedure
The process in which we will discuss the Italian way of doing business.

3. Appearance

4. Appearance
How you should look when having a business meeting with an Italian
Clothes
Men should wear fashionable, high quality
suits. Women should wear something quiet,
yet elegant.
Accessories
Quality accessories will make a good
impression with the Italians. Keep this simple
but elegant. One expensive piece says more
about you than lots of jangling cheap baubles.
Shoes
Wear perfect shoes in excellent condition.
Shoes are something that will be noticed and
will form part of the overall impression of you.
The Mindset
Italian fashion is always up to date and
elegant. Even when dressed casually, Italians
are at the height of chic. First impressions are
critical and the image you present by the
clothes you wear can make all the difference.
Appearance
Present a well-groomed appearance. Italians judge
people by their appearance and form impressions
based on how well you are dressed. No amount of
wishing this weren't so will change it, so make it easy
on yourself by conforming; after all, good clothes will
give you confidence in a business setting, so it will
help you too. Make sure you are adequately dressed
up for any business occasion in which you're
interacting with Italians. Some basic suggestions
include:

5. Appearance

6. Greeting

7. Greeting
Don’t under-estimate the importance of a
business meeting. Italians would prefer to
have a meeting then send an email.
Westerners often find meetings a distraction
or disruptive in the day’s productivity – not in
Italy. Most of a day can be spent in a meeting.
The important thing to remember is that most
agreements, contracts and deals are actually
decided in one of these meetings before pen
hits paper.
• It is common to
entertain a few minutes
of small talk before a
business meeting
commences.
• It is tradition to present
ones business card at
the start of the meeting.
Formal method of
doing this is holding the
card with both hands,
index and thumb and
present to the client.
- Do not use first names
unless specified.
- Individuals are named
according to their
surname
- -business woman almost
always use their maiden
name.
- Titles are important
- Foreign
businessmen/women
should be punctual for
business appointments,
although the Italian
executive may not be.
- Punctuality is debatable
and we recommend you
are punctual, baring in
mind that it is
common practice in Italy
to wait a few minutes
anyways.
- Shake everyone’s hand
- Women generally extend
their hand for greeting
before the male
- handshakes may include
grasping the upper arm with
other hand, even the double
cheek kiss.

8. Behaviour

9. Loyalty
A strong feeling of
support or
allegiance.
Individuality
The quality of person
or thing that
distinguishes them
from others of the
same kind, especially
when strongly
marked.
Relationship
It is important
to invest time, effort
and sometimes money
in building a
relationship with your
Italian counterparts.
Certainty
Perfect knowledge
that has total
security from error,
or the mental state
of being without
doubt.
Integrity
Old fashioned trust
is still relied upon for
the Italian. Your
word is your honor.
Formality
Rigid observance of
rules of convention
or etiquette.
Important Italian Values
Important values that could be the key to success when it comes to business
meetings with Italians.
Values

10. Spend some time developing relations. Italians prefer face-to-face contact for doing business.If you are
doing a lot of business with Italian organizations, it is advisable to actually visit Italy and develop your
relations in person, so that they know who you are on that next Skype call or email.
Behavior
Understand that people in Italy place high value on personal relations. It is more likely for Italian business
people to trust you if they know you personally. Whenever possible, try to let someone who knows the
person introduce you as this will reduce any apprehension the other person may have about you being
unknown and therefore uncertain.
The month of August is typically reserved for family vacations and many businesses will close. Avoid
scheduling any business during this month when the only people in the cities are tourists and those involved
in the tourism business.
Italians do not have the personal bubble space that we westerners are known for. This surprises some
people on their first encounter and can take a little getting used to, but once you feel comfortable with
someone talking to you a few inches away from your face you will find it improves communication and your
relationship with that person.
Italians are a proud nation and take great joy in introducing and explaining elements of the
culture, traditions or cuisine to you. Show interest at all times – you will certainly learn something you never
knew and your interest will encourage the relationship. Asking questions is a good way to get this ball rolling
as well.
Italians like to speak and so very often a business meeting may extend beyond your expectations as every
point is discussed at length

11. Schedule appointments at least 2 weeks in advance. The most appropriate manner of scheduling business
meetings is in writing and in Italian. Regardless of whether your colleague speaks English, getting an Italian
translation of your appointment request is courteous and thoughtful – especially if your colleague speaks
but doesn't read English.
Behavior
When invited to someone's home, bring gift-wrapped chocolates, pastries, or flowers. Flowers must be
given in even numbers, except for a dozen (12) or half-dozen (6), especially if roses.
Avoid giving anything in a quantity of 17, as 17 is considered to be bad luck, or a doomed number. If you
bring wine as a gift, make sure that it is of excellent vintage, as many Italians are wine connoisseurs.
Do not expect quick decisions or actions to take place, as the Italian bureaucracy and legal systems are
rather slow. Avoid high-pressure tactics, and don't expect decisions to be made during business meetings.
According to business meeting etiquette in Italy, meetings are times for each relevant party to air his or her
ideas and/or issues – meetings are not the time to make definitive decisions.
Accept your partner’s invitations for lunch or dinner as a way to develop your relationship and to gain trust.
Italian companies often have a rigid hierarchy, with little visible association between the ranks.

12. Communication

13. Communication
1313
Being loud and expressive is encouraged in Italian conversational exchanges, while at the same
time being careful not to be too annoying or to seem anywhere near aggressive. Think passion and
follow your heart when expressing your company or business interests!
It is important that the questions are not too intrusive or do not make the other person uncomfortable. However, general
questions about family, social events happening at the time and interest in hobbies are usually fairly safe things to get the
interacting underway successfully.
Italian business people will negotiate price and delivery times. Make sure you are up to the task and will
manage to get a good deal. As with any business, knowing what you want from the meeting before attending
it, sets you in the best stead. Most decisions will be based on how you present ideas rather than facts. Make
sure that your delivery of ideas is perfect. If you need to practice this beforehand, then do so. And visual aids
can also help, such as graphs, diagrams, photos, short films, etc. but don't make anything too formal, as that is
not the Italian way.
Italian meetings are not dominated by the agenda; indeed, there may not even be an
agenda. It can feel rather chaotic to you if you're used to itemizing meetings but it works
for the Italians, so you need to go with the flow. Interruptions are normal, as is expecting
anyone around the table to have a say in the meeting as they wish. Side conversations
are commonplace, so are comings and goings.
Use Gestures and Facial
Expressions When
Proving a Point
Build Relationships by
Asking Personal but Not
Probing Questions
Prepare to Negotiate
Be Ready for Less
Structure Then you May
be Used to
Do

14. Communication
1414
Italian business people prefer when people look them in their eyes when communicating. Try avoid
looking away or getting distracted as this can often be mis-construed as disrespect.
At social gatherings, it is considered insulting to ask someone you have just met about their profession
It is simply a reflection of the accepted Italian way of discussing and sharing information, which includes speaking
a lot and making a point loudly to ensure it is actually getting across. Italian business people will be loud to be
heard over others and it isn't considered rude or demeaning.
a lack of enthusiasm may be interpreted by any unwillingness to engage excitedly in the
discussions.
Avoid no eye-contact
Do not ask about
profession right away
Don't be aggravated if
someone is loud during
a meeting.
Avoid being too
reserved or detached
Don’ts
1414

15. Video

17. http://www.cyborlink.com/besite/italy.htm
http://businessculture.org/southern-europe/business-culture-in-italy/meeting-etiquette-in-italy/
https://www.foreigntranslations.com/languages/italian-translation/italian-business-etiquette/
https://incorporateinitaly.wordpress.com/2013/05/13/business-etiquette-tips-for-italy/
http://www.foreignstaffing.com/about/international-business-etiquette/italian-business-etiquette
http://www.wikihow.com/Practice-Business-Etiquette-in-Italy
http://www.salford.ac.uk/business-school
Sources