Italians prefer face to face business communications, and like to conduct business with people they already know and trust. Many businesses are family-run, and there is a strong sense of loyalty to the family and local community. It may take months or even years for outsiders to establish good working relationships with Italian contacts.

Italian business culture is hierarchical, and Italians prefer to conduct business with senior representatives of foreign companies. Appointments should be arranged in advance, by letter translated into Italian. You should try to be punctual, although the Italians may arrive a little late, as there is a relaxed attitude to time here.

Personal presentation in terms of both dress and demeanour is of utmost importance in Italy, and business decisions will be influenced by the personal impression you create. There are many rules of etiquette in business, but Italians are usually forgiving of foreigners who unwittingly break. Avoid insulting or humiliating anyone though, since Italians have a strong sense of pride and honour.

Business attire should be smart and stylish, consisting of good quality business suits in dark colours for men, and elegant suits or dresses for women.

The normal initial greeting is a handshake, although it is common for close business associates to embrace. Business cards are exchanged; these should be translated into Italian and include details of qualifications. First names are not generally used in business; address people by "Signor" or "Signora", along with their family names, or by their academic or professional titles.

Meetings are often lengthy, and communication styles loud and animated, with emotions openly displayed. Your presentation should be logical, well-structured and visually appealing. Italians are receptive to new ideas, though they often make decisions based on precedent. A common negotiation strategy is to make last-minute, unexpected demands on the other party.

Decisions are likely to be made outside the meeting, often after a considerable delay while proposals are analyzed in detail, and people are consulted as necessary. Speed and adherence to deadlines are not given a high priority in Italy.

It is not normal practice to give business gifts in Italy, but if you wish to do so, avoid giving anything that includes your company logo. If you are invited to an Italian home, take a small gift such as good quality wine, chocolates or flowers, but avoid chrysanthemums which are associated with funerals.