Italians tend to be guided by their feelings. Consequently, make an effort to ensure that the Italians you do business with decide that they like and trust you. Consequently, if an idea does not correspond with an individual's subjective experience or opinion, it is often rejected. Italians will look at the particulars of each situation rather than seek guidance from a law or policy to solve a problem. The Roman Catholic Church remains a strong influence in all areas of life.
Final decisions are slow and protracted, usually taking several months to a year.
Be patient, since rushing or putting pressure on the decision-making process will be only an affront to Italian business protocol. Italians will sometimes make sudden, unexpected demands as a way of unsettling the other side. The use of this strategy does not automatically mean the negotiations will collapse. The relationships between families, friends, and neighbours are of crucial importance, especially in the south of Italy. Honour and personal pride are critical in this culture.