Business, Italian-Style

People do business differently in different cultures, so what wins the day in Roanoke can ruin the deal in Rome. A basic understanding of Roman culture is essential to successful business in the Eternal City. Here are some fundamentals to get you started:

• Italians need to know and trust the people they do business with, both professionally and personally. It will be difficult to negotiate strictly on terms and issues; you must allow Italians enough time to get to know you and your company before they can feel comfortable with you and your proposal. This will require multiple meetings and lots of follow-up before decisions are made.

• You can move this process forward by providing your Italian colleagues with considerable background on yourself, your proposal and your company, prior to any substantive discussions. Italians need more context, history, background and detail, all in an effort to feel comfortable with you and what you have to say.

• First impressions are very important: Italians believe in la bella figura, which means demonstrating that you know the correct way to do whatever needs doing. This applies to everything from knowing how to behave when your senior is across the table (think: meeting Caesar), how to dress for a business meeting (well-styled suits, please), how to eat pasta (don't twirl it on a spoon) and how to present a proposal (a handout needs to look as perfect as you claim its contents to be).

• Bella figura means you demonstrate your ability to be above the rules that mere mortals must live by…as Italians will seek to do with you. Rules and systems are all seen first as tests of one's rank and authority: Those with power make the rules for others, but are often exempt from following the rules themselves. • Bella figura also requires that men and women treat each other in a way that respects and celebrates their differences. Businesswomen should ensure their authority and credibility has been preestablished and is understood, while anticipating the positive attention of their male counterparts.

• Time is more fluid in Italy: Work gets done when it has to be done, driven less by the clock than by the needs of those at the top of the hierarchy. With this in mind, stay very flexible about unplanned interruptions, unexplained missed deadlines and last-minute schedule changes.

• When that deal is finally signed, schedule a celebratory Italian meal (antipasti, pasta, one or two main courses, dessert and espresso—with coffee after, never with, dessert) in a fine restaurant, and toast ("Cin cin") with the best Italian wine you can afford.

Been to Rome? We need your advice.

What are the most important tips or lessons you can pass along to fellow travelers?

We need fresh advice on:

• tipping
• appropriate conversation starters
• gender differences in conducting business
• social faux pas to watch out for
• etc.

Share your advice here.