Italian negotiation involves the whole person, emotions included. Expressing enthusiasm, frustration, passion, or concern during negotiation is not considered unprofessional—it is considered natural and informative. Italian negotiators use emotional expression to communicate how much something matters, to signal when limits are being approached, and to demonstrate genuine commitment. They also read your emotional signals closely.
A flat, purely analytical negotiation style may be perceived as cold or uncommitted rather than professional. When negotiating with Italian counterparts, allow yourself to be more expressive than you might be in other cultural contexts. Show genuine enthusiasm for aspects of the deal that excite you. Express concern openly when something worries you. Your emotional engagement communicates that you are personally invested in the outcome—and personal investment builds the trust that Italian negotiation requires.
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