Italians approach negotiation with the expectation that the final outcome will differ from any party’s opening position, and they value the ability to find creative accommodation among competing interests. Compromise is not a dirty word in Italian negotiation culture—it is a pragmatic achievement that demonstrates sophistication and good faith. Italian negotiators generally enter with room for movement built into their initial positions, and they expect the same from counterparts. A negotiation in which neither party moves is not considered principled—it is considered failed.
When negotiating with Italian counterparts, build flexibility into your opening position. Be prepared to make visible concessions, and frame your concessions as genuine movement rather than reluctant retreat. The mutual process of moving toward a shared solution is itself valued as evidence that both parties are committed to making the relationship work.
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