■Italian Society & Culture

◆ Italian Family Values

◇The family is the core of the social structure and has a stabilizing effect on its members.

◇In the north, usually only the nuclear family lives together; while in the south, the extended family often dwells together in one house.

◇The family supplies both emotional and financial support to its members.

◆ Italian Style

◇Appearances are very important in Italy.

◇The way you dress can show your social status, your family’s background, and your educational background.

◇First impressions are perpetual in Italy.

◇The concept of “bella figura” or good image is highly valued by Italians.

◇They unconsciously estimate another person’s age and social standing in the first few seconds of meeting them, often before any communications.

◇Italians care much about their clothes. They are extremely fashion-conscious and form an opinion about people through their appearance. You will be judged on your clothes, shoes, accessories and manners.

◇Bella figura does not only refer to dressing well. It extends to the temperament you display too—i.e. confidence, style, behaviors, etc.

◆ Catholicism

◇Roman Catholic is the primary religion in Italy. There are more Catholic churches per capita in Italy than in any other country. Although fewer people go regularly to the church, the influence of the church is still high.

◇There is a cross or a religious statue in the lobby of many office buildings.

◇At least one patron saint is associated with each day of the year.

◇Children are named after a particular saint and observe their saint’s day as if it were their own birthday.

◇Each trade and profession has a patron saint.

◇The church advocates hierarchy, which can be found in all Italian relationships.

◇They revere and follow those who are more senior, those who have achieved some business success, and those who come from well-connected families.

■Etiquette and Customs in Italy

◆ Meeting Etiquette

◇Greetings are warm yet rather formal.

◇Handshake with direct eye contact and a smile is the most common form of greeting with strangers.

◇Once a relationship is established, air-kissing on both cheeks, starting with the left is often added as well as a pat on the back between men.

◇Wait until invited before using someone’s first name.

◇Italians are influenced by first impressions, so it is important that you display courtesy and respect when greeting people, especially when meeting them for the first time.

◇Many Italians give calling cards in social situations. These are a little larger than traditional business cards and consist of the person’s name, address, title or academic honors, and their telephone numbers.

◇If you are staying in Italy for a prolonged period of time, it is a good idea to prepare calling cards. Never give your business card instead of a calling card in a social situation.

◆ Gift Giving Etiquette

◇Do not send chrysanthemums as they are used at funerals.

◇Do not give red flowers, which is a sign of secrecy.

◇Do not send yellow flowers as they show jealousy.

◇If you bring wine, make sure it is a good vintage. Quality is much more important than quantity.

◇Do not use black paper to wrap gifts, as it is usually a mourning color.

◇Do not wrap gifts in purple, as it symbolizes bad luck.

◇Gifts are usually opened when received.

◆ Dining Etiquette

If invited to an Italian house:

◇If you are told to wear informal dress, wear elegant and fashionable clothes that are still rather formal, that is, jacket and tie for men and an elegant dress for women.

◇Punctuality is not imperative. You may arrive between 15 minutes late if invited to dinner and up to 30 minutes late if invited to a party.

◇If you are invited to a meal, bring a gift that is well-wrapped such as wine or chocolates.

◇If you are invited for dinner and want to send flowers, send them the morning of the occasion.

◆ Table Manners

◇Keep standing until allowed to sit down. You may be directed to a particular seat.

◇Table manners are Continental—the fork is taken by the left hand and the knife by the right hand while eating.

◇Follow the lead of the hostess—she sits at the table first, begins eating first, and is the first to rise when finishing the meal.

◇The host makes the first toast.

◇An honored guest should make the toast in return later in the meal.

◇Women may make a toast.

◇Always take a small amount at first so you can be wheedled into accepting a second helping.

◇Never put your hands in your lap during the meal; however, do not place your elbows on the table either.

◇It is allowed to leave a small amount of food on your plate.

◇Use your knife rather than your fingers to pick up cheese.

◇If you do not want more wine, keep your wineglass almost full.

■Business Etiquette and Protocol in Italy

◆ Relationships & Communication

◇Italians prefer to conduct business with people they know and trust.

◇A third party introduction will go a long way in supplying a primary platform from which to work.

◇Italians much favor face-to-face meeting, so it is important to spend time in Italy establishing the relationship.

◇Your business colleagues will desire to know something about you as a person before doing business with you.

◇Deportment is important as Italians judge people on appearances and the first impression you make will be a perpetual one.

◇Italians trust to instinct. Therefore, try to make sure that your Italians colleagues like and trust you.

◇Networking can be an almost full-time profession in Italy, so personal contacts help people to achieve success.

◇Spend some time asking questions about your business colleague’s family and personal interests, as this helps develop the relationship.

◇Italians are extremely expressive communicators, who tend to be wordy, eloquent, emotional, and demonstrative, often using facial expressions and hand gestures to justify their point.

◆ Business Meeting Etiquette

◇Appointments are necessary and should be scheduled in writing (in Italian) 2 to 3 weeks ahead.

◇Reconfirm the meeting by telephone or fax (again in Italian).

◇In August many companies are closed, and if they are open many Italians spend the holiday at this time, so it is best not to try to arrange meetings then.

◇In the north, arriving on time is seen as a virtue and your business associates will most likely be punctual.

◇The initial meeting is intended to develop a sense of respect and trust with your Italian business colleagues.

◇Supply all your printed material in both your mother language and Italian.

◇Employ an interpreter if you are not good at Italian.

◇It is common to be disrupted while speaking or for several people to speak at once.

◇People often try to speak loudly to be heard over other speakers, not because they get angry.

◇Although written agendas are frequently supplied, they may not be adhered to. They play the role of starting point for further discussions.

◇Decisions are not made in meetings. Meetings are intended for a free flow of ideas and to let everyone express their ideas.

◆ Business Negotiation

◇In the north, people are direct, view time as money, and get down to business after only a short period of social talk. In the south, people take a more relaxed approach towards life and want to get to know the people with whom they conduct business.

◇Let your Italian business colleagues set the pace for your negotiations. Follow their lead with regard to when it is proper to move from social to business discussions.

◇Italians prefer to conduct business with people of high rank.

◇Hierarchy is the basis of Italian business. Italians revere power and age.

◇Negotiations are often prolonged.

◇Never use high-pressure sales techniques.

◇Always abide by your verbal agreements. Being unable to adhere to a commitment will damage a business relationship.

◇Heated debates and arguments often start abruptly in meetings. This is simply a reflection of the free-flow of ideas.

◇It is common to haggle over price and delivery date.

◇Decisions are often made on the basis of how you are considered by the other party rather than on concrete business objectives.

◆ Dress Etiquette

◇Dressing well is crucial in Italy.

◇It is proper for men to wear dark-colored, conservative business suits.

◇Either business suits or conservative dresses are appropriate for men.

◇Elegant accessories are equally important for men and women.

◆ Business Cards

◇Exchange business cards after the formal introduction.

◇To show proper respect for the other person, examine their business card before placing it in your card case.

◇It is advisable to have one side of your business card printed in Italian.

◇If you have a graduate degree, add it to your business card.

◇Make sure your title is included on your card. Italians would like to know how you fit within your organization.