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Laboratorio cross culture
This document provides guidance on business etiquette and negotiations in Italy. It discusses topics such as: - Setting appointments, which are generally in the morning or afternoon and difficult in August due to vacations. - Negotiations proceed more slowly than in other countries and last-minute changes are a negotiation tactic. - Business entertaining usually involves dining at a restaurant, with etiquette like keeping hands above the table. Proper greetings and titles are important in business interactions.
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Laboratorio cross culture
- 1. A cura diBonucchi e associati srl Questo documento è di supporto a una presentazione verbale. I contenuti potrebbero non essere correttamente interpretati in assenza dei commenti di chi ne ha curato la stesura. This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivs License. To view a copy of this license, visit http://creativecommons.org/licenses/by-nc-nd/3.0/ Piano Internazionalizzazione delle Imprese Cross Culture Laboratorio – Marina Gemmi
- 2. CrossCulture 2 Ripresa incontro precedente: Max10’ • Dove eravamo rimasti? • Applicazione di quanto sperimentato? • Domande?
- 3. CrossCulture 3 Cross Culture • Qualesuggestione? • Internazionalizzazione, affari, galateo. • Quanti sanno l’inglese? • Il supporto è in inglese, interprete? • Internationalization, business, etiquette. • Are You ready?
- 4. CrossCulture 4 A trip inItalian business, how foreigns look at us: • http://www.youtube.com/watch?v=aD1jfLMR_Jk • http://www.youtube.com/watch?v=vQ_LjOvzKZ4&NR • Are we truly like that? • Stereotypes?
- 5. CrossCulture 5 Appointments in Italy-1 •Italianbusinesspeople prefer to deal with people they know, even if that acquaintance has been a handshake at a trade fair. –Be sure to engage a strong contact representative who can make appropriate introductions for you. •Write first for an appointment. –Use Italian if you want an immediate reply. –Follow up your letter with fax or phone.
- 6. CrossCulture 6 Appointments in Italy-2 •Bevery aware of the summer vacation periods. –Most firms are closed in August. • If you write them in mid-July, you may not get a response until September. •Italians like to get acquainted and engage in small talk before getting down to business. –Expect to answer questions about your family.
- 7. CrossCulture 7 Appointments in Italy-3 •Plan appointments for 10-11 am or after 3 pm. – Northern business hours are usually 9:00 am to 13:00 pm, and 2.00-6:00 pm, M-F. • Many businesses are open ½ day Saturday. – Southern (below Rome) hours: 9:30-13:30, then 3:30-7.30. • Also open on Saturday. • Pace is slower than North. • Virtually every Italian city celebrates the feast of a patron saint as legal holiday.
- 8. CrossCulture 8 Negotiating in Italy-1 •It is important to understand corporate hierarchy. – Titles may not coincide with the standard US conception of responsibility. • Authority goes with the individual… not the title. – Corporations often have a horizontal chain of authority. • Italians call it a cordata (team of mountain climbers on the same rope). – Very difficult for outsiders to understand, but it exists -- you should have a reliable contact who understands a company’s inner structure.
- 9. CrossCulture 9 Negotiating in Italy-2 •Pace of negotiations is usually slower than in the US and UK – The more important the contract, the more study is going on behind the scenes. • Any obvious sense of urgency is thought to weaken one’s bargaining position. • A dramatic change in demands at the last minute is often a technique to unsettle the other side. – Be patient and calm… just when it appears impossible, the contract may come together.
- 10. CrossCulture 10 Negotiating in Italy-3 •One does not exchange business cards at social occasions, but it is normal at business functions. – An Italian would feel it impolite to ask a foreigner to spell his/her name. – Italian cards are often plain white with black print. • Usually, the more important the person, the less information is on the card.
- 11. CrossCulture 11 Negotiating in Italy-4 •Conversational topics that are highly appreciated are Italian culture, art, food, wine, bicycling, soccer, family, Italian scenery, and films. – Your host may be negative about something in his/her country or its politics, but do not agree too strongly and never offer criticisms of your own.
- 12. CrossCulture 12 Negotiating in Italy-5 •Never ask someone you have just met at a social gathering about his/her salary. – To do so is considered gauche… even insulting.
- 13. CrossCulture 13 Business Entertaining-1 • Italianhospitality plays an important role in business life, and most often means dining in a restaurant. – No matter how you feel, do not refuse an invitation! • When dining, Italians keep both hands above the table, not one resting on the lap. – There may be 3 plates: • Small one for antipasto. • A deep dish for pasta or soup. • Large plate on the bottom for main course.
- 14. CrossCulture 14 Business Entertaining-2 • Useyour knife to pick up cheese, and do not eat any fruit except grapes or cherries with your hand. • Italians consider wine as a food to be sipped, not as a means of relaxation. – Therefore, to drink too much is considered very offensive.
- 15. CrossCulture 15 Business Entertaining-3 • Womenexecutives will find it extremely difficult to pay. • Keep the receipt for your restaurant bill. – Sometimes “tax police” check restaurant bills outside for adherence to tax laws.
- 16. CrossCulture 16 Greetings in Italy-1 •As a guest, you will be introduced first. – The most senior or eldest person present should always be given special deference. • Shake hands with everyone present when arriving and leaving. – At a large gathering, if no one is giving formal introductions, it is proper to shake hands and introduce yourself. • Handshakes may include grasping the arm with the other hand.
- 17. CrossCulture 17 Greetings in Italy-2 •Women may “kiss” good friends on either cheek (it is rather like pressing the sides of each face together). • Close friends and male relatives often embrace and slap each other on the back.
- 18. CrossCulture 18 Titles/Forms of Address-1 •Do not use first names unless you are invited to -- formality is still appreciated but becomes easier when speaking English. • Professors and doctors are highly esteemed. – Depending on the environment, it could be necessary (especially when speaking Italian) to use the title Dottore for a man and Dottoressa for a woman. • It is better to use a title -- always err on the side of caution.
- 19. CrossCulture 19 Titles/Forms of Address-2 •Personal titles are used in all forms of address, spoken and written. – Like Dottore, they can be used with or without the surname. • Attorney Green is Avvocato Verdi.
- 20. CrossCulture 20 Gestures in Italy-1 •Latins “talk with their hands,” and most gestures are usually both expressive and innocuous. • http://www.youtube.com/watch?feature=fvwp&v=F_N1Cmt_QB0&NR=1 • http://www.youtube.com/watch?v=xHSe1ogHYUw • http://www.youtube.com/watch? v=LCqyb1yZ6UE&feature=related • http://www.youtube.com/watch?v=jVCuyrPk7P4 • http://www.youtube.com/watch? v=fRQSRed58XM&feature=related • Provate a dire:”NO!” e fare si con la testa
- 21. CrossCulture 21 Italy Communications • Italianis the official language, although there are many diverse dialects. • English is spoken by many businesspeople. • Avoid talking about religion, politics, and World War II. • At social gatherings, it is considered insulting to ask someone you have just met about their profession. • Good conversational topics include Italian culture, art, food, wine, family, and films. • (http://www.cyborlink.com/besite/italy.htm)
- 22. CrossCulture 22 Italy Behavior • Italianhistory has played a crucial role in the modern business world. • Some of their contributions include banking, insurance, and double-entry bookkeeping. • "Time is money" is not a common phrase in Italy. • Foreign businessmen/women should be punctual for business appointments, although the Italian executive may not be. • Handshakes are common for both sexes, and may include grasping the arm with the other hand. • Do not expect quick decisions or actions to take place, as the Italian bureaucracy and legal systems are rather slow. • (http://www.cyborlink.com/besite/italy.htm)
- 23. CrossCulture 23 Italy Behavior (ctd) •Italian companies often have a rigid hierarchy, with little visible association between the ranks. • It is common for everyone to speak simultaneously at Italian gatherings. This applies to business meetings as well as social events. • Do not exchange business cards at social occasions; but it is the norm at business functions and meetings. • Italians often have two different business cards, one with business credentials for formal relationships, and another with personal information for less formal relationships. • Italian cards are often plain white with black print. • When entering a business function, the most senior or eldest person present should always be given special treatment. • If you bring wine as a gift, make sure that it is of excellent vintage, as many Italians are wine connoisseurs • http://www.cyborlink.com/besite/italy.htm
- 24. CrossCulture 24 Cross Culture • Qualesuggestione? • Cross Culture and Business Etiquette: how to negotiate and cooperate with foreign counterparts – The approach to – Small business and International strategies: the country way – Dos and don’ts, tips and tricks when dealing with foreign companies
- 25. CrossCulture 25 Cross Culture Why talkingabout culture? • Culture affects business • Culture affects team building • Culture affects performances
- 26. CrossCulture 26 Cross Culture Cross culturedefinition • Analyze the differences in order to improve the communication, in environments where many cultures are involved • Values – Customs – Symbols – Language (cultural appreciation)
- 27. CrossCulture 27 Cross Culture Cultural Environment ● Languagehttp://www.youtube.com/watch? v=gQQtgx4iG8EAttitudes ● Time Concepts ● Space Concepts ● How business is conducted ● Friendship
- 28. CrossCulture 28 Cross Culture Cultural Environment ● Territory:Regions, Towns, Endless cities ● Role: in the continent ● Education ● Power and age ● Power and Gender ● Friendship
- 29. CrossCulture 29 Cross Culture Where toapply? • Marketing/Sales • Promotion • Meetings (included distance meetings) • Everyday communication (e.g. emails, instant messaging) • Web • Web 2.0
- 30. CrossCulture 30 Cross Culture Cross cultureor business etiquette? “If I'm conversing with you, I'll speak your language. If I'm buying from you, you speak my language.”
- 31. CrossCulture 31 Cross Culture • Nowgo to the pc and let’s start
- 32. CrossCulture 32 • Segue conricerca Sud Africa
- 33. A cura diBonucchi e associati srl Questo documento è di supporto a una presentazione verbale. I contenuti potrebbero non essere correttamente interpretati in assenza dei commenti di chi ne ha curato la stesura. This work is licensed under the Creative Commons Attribution-NonCommercial-NoDerivs License. To view a copy of this license, visit http://creativecommons.org/licenses/by-nc-nd/3.0/ Piano Internazionalizzazione delle Imprese Cross Culture Laboratorio – Marina Gemmi