There is a considerable difference in the way you would do business with a Milan-based multinational, with its internationally trained management, and a privately owned family business. The family businesses typically operate outside the large cities in such regions as Emilia-Romagna and Tuscany. There, you may have to negotiate with either the paterfamilias or a couple of family members. In southern regions of Italy, time seems to pass more slowly than it does in other parts of the world. But wherever your Italian business partner is located, there are still some general rules for doing business.
Personal relationships are the basis of business life in Italy.
For your Italian business partner, the building of such relationships is very important. Expect invitations to lunch or dinner. After a relationship has been formed, important business should be conducted face to face rather than over the telephone. Food and wine still play an important role in Italian business life and entertaining is regarded as an essential part of getting to know your partner. Although long lunches are common in Italy, their length has been reduced during the past couple of years, especially among the new generation of information technology and dotcom executives.