Italian negotiation moves at relational speed, not transactional speed. Italians are generally patient negotiators who are willing to invest time in building trust, exploring positions, and waiting for the right moment to advance or close. Rushing a negotiation—pressing for quick decisions, imposing tight deadlines, or showing impatience with the pace—is likely to create resistance rather than acceleration.
The Italian approach recognizes that the right proposal at the wrong time fails, while even an imperfect proposal at the right moment can succeed. Allow time for the relationship to develop. Reveal your positions gradually rather than all at once. Be prepared for negotiations to take longer than you might expect, and understand that this investment of time typically produces more durable outcomes. Patience signals seriousness, not weakness.
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