Italian agreements depend fundamentally on the personal relationship between the parties. The contract matters, but the relationship is what makes the agreement actually work. Italians invest significant time getting to know business partners, sharing meals, having conversations that go beyond the immediate transaction — and this is not socializing for its own sake.
It is building the foundation that makes commitments reliable. An agreement between people who know and trust each other operates completely differently from one between strangers, even if the written terms are identical.
Before you focus on contract details, invest in the relationship. Get to know your Italian counterparts as people. Show genuine interest in who they are, not just what they can deliver. The relationship is not separate from the agreement — it is the agreement’s operating system.
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