Italians make extensive use of intermediaries in negotiation—people trusted by both sides who can facilitate introductions, build trust, carry messages, and propose solutions. This is not a sign of weakness or inability to negotiate directly; it is a sophisticated strategy that leverages existing trust networks.
If you are approaching an Italian counterpart for the first time, finding someone who knows both of you and can make the introduction significantly increases your chances of a productive negotiation. Intermediaries are particularly valuable when direct negotiation has stalled, when face-saving is important, or when cultural or personal distance makes direct communication difficult. Accept and use intermediaries when they are available—they accelerate trust-building and often unlock solutions that direct negotiation cannot reach.
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