Italians build relationships before they negotiate deals. The time spent getting to know you personally—over meals, through conversation, through shared connections—is not a preliminary courtesy; it is the foundation the entire negotiation rests on. An agreement between people who trust each other is durable and flexible. An agreement between strangers is fragile.
If you try to jump directly to terms and conditions before investing in the personal relationship, you will encounter resistance and may never reach the real decision-maker. Take the time to build genuine rapport. Show interest in the person, not just the deal. Share something about yourself.
Accept invitations. The relationship you build is the single most important factor in determining whether your negotiation succeeds and whether the agreement holds over time.
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