Italian negotiators place high value on the ability to assess what their counterpart truly wants, how they are feeling, and what approach will be most effective with them—and to adapt accordingly. A rigid, one-size-fits-all negotiation style is considered unsophisticated. Skilled Italian negotiators adjust their tone, their timing, their level of formality, and their argumentative approach based on who they are dealing with and what they observe during the interaction.
When negotiating with Italian counterparts, pay close attention to the signals they send—verbal and nonverbal—and be willing to adjust your approach in response. Show that you are attentive to their concerns and responsive to their communication style. Demonstrating that you are paying attention to them as people, not just executing a predetermined strategy, builds the trust and rapport that Italian negotiation depends on.
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