31-country business-culture briefs — customs stated as common practice, backed by our data.
Handshakes are standard for first meetings, with direct eye contact and a genuine smile considered important. Among established contacts, a double cheek kiss may occur, but in formal business introductions a firm handshake is the safe default.
Use professional titles with the surname in formal settings — for example, 'Dottor Rossi' or 'Ingegner Ferrari.' Italians place considerable value on academic and professional credentials; switch to first names only when explicitly invited to do so.
Avoid appearing impatient or rushing straight to business before rapport is established, as relationship-building is central to Italian business culture. Treat topics such as domestic politics, north-south regional tensions, and the Fascist era with care to avoid unintended offense.
Meetings may start late, so build in schedule flexibility, though as a visitor you should arrive on time. Discussions can be lively with overlapping dialogue, which typically signals engagement and enthusiasm rather than disorganisation.
Negotiations tend to unfold over multiple rounds, with Italian counterparts investing significant time in building mutual trust before committing. Written contracts matter, but personal relationships and informal understandings reached outside the boardroom often carry equal weight in moving deals forward.
Business lunches and dinners are key relationship-building occasions and can run long, particularly at midday. Avoid steering the conversation toward deal terms until your host leads; if you cannot eat something, decline politely with a brief explanation to avoid seeming dismissive.
Time expectations in Italy are relatively flexible — delays of 15 to 20 minutes are not uncommon in social or informal business settings. For project deadlines and deliverables, confirm timelines explicitly in writing and follow up proactively to keep work on schedule.
Key public holidays include New Year's Day (Jan 1), Easter Sunday and Monday (variable), Liberation Day (Apr 25), Labour Day (May 1), Republic Day (Jun 2), Assumption Day (Aug 15 — many businesses close for much of August), and Christmas plus St. Stephen's Day (Dec 25–26). Also note local patron saint holidays, such as Milan's Sant'Ambrogio (Dec 7), which can affect business availability in specific cities.