Who Should Attend ?

Company managers and staff working and dealing with the Italians

Benefits of Attendance

The aim of this seminar is to significantly improve the participants’ effectiveness in their professional relationships with the Italians, enabling them to be operational right from the start.

At the end of this training, participants will have acquired insights and techniques to:

• Be aware of their own cultural baggage
• Fully understand Italian context and culture
• Analyse possible situations in which misunderstandings may arise and identify ways of communicating
• Reduce stress and misunderstandings
• Decipher and understand Italian decision-making and negotiation processes

Training Approach

Programme Outline

Module 1 : Understanding cultural differences

1. Intercultural awareness : The key to success in international business

• Taking stock of one's own cultural baggage
• The basics of effective intercultural management
• Identifying and going beyond cultural stereotypes

2. Key aspects of Italian culture

• The “Italian boot”: a divided land, the North-South divide
• The impact of lengthy foreign occupation
• The slow and painful road to Italian unity
• Debilitating political instability.  A two-speed society
• The Mafia, clean hands and corruption: time to move beyond stereotypes
• A priceless cultural heritage.  The educational system

3. The impact of values and behaviour patterns on professional dealings and relationships

• Catholicism as part of daily life
• The family: a vital aspect of Italian life.  The changing role of women in Italy.
• Regional identity. Time-related problems
• Creativeness and a lively spirit.  The sheer richness of Italian "fantasia"
• The value attached to effort and success.  An ability to laugh and smile
• "Il gestire vagabondo"  or how to make the most of opportunities

4. The Italian corporate world

• The role of the family in Italian companies
• Industrial districts: specialisations and networks
• Differences in working methods and in the notion of quality
• An impressive legislative arsenal

Module 2: Succeeding in work with the Italians

1. Effective communication with the Italians

• The circulation of information, networks
• Judging  books by their covers:  the importance of looks and gestures
• “Fare bella figura” or standing out
• Self expression and propriety

2. Adapting your working methods

• The Italian management and corporate culture
• The importance of intuition and the personal touch
• Responsibilities and decision-making.  Respect for status
• Demonstrating your "Arrangiarsi": flexibility and adaptation
• Building trust and confidence: the principle of "buon rendere"
• Pitfalls to be avoided

3. Successful meeting and negotiations with the Italians

• The preparatory phase: many different points of contact
• High drama or the art of intrigue: horse trading and haggling
• Overcoming difficulties and obstacles.  Remaining above criticism
• Understanding written contracts, their interpretation and implications
• Organising the post-negotiation phase

4. Final hany tips

• Patience, flexibility and humility
• Protocol and etiquette
• Social standards, gifts, business cards, dress code, etc
• Sensitive subjects: politics, the Mafia, fascism and corruption
• Humour: a double-edged sword