Culture

Religion

90% Roman Catholic

Cultural classification

Multi-active, dialogue-oriented

Languages

Italian, Sardinian, German

Values and core beliefs

Cultural black holes

The Italian cultural black hole is one that many people find attractive, but which causes some trouble for quieter, more modest cultures. Italians are culturally driven to loud conversation and persuasion. They are among the most communicative of all people. They are convinced that they can persuade anybody to do anything, as long as they can get them in a face-to-face situation and hold their attention long enough. They often do not know that this tactic will not work reliably with some nationalities, such as Nordics, Koreans and Chinese. The Italian passion for lengthy self-expression can also stop their conversation partner getting a good chance to reply. Italians speak and listen at the same time, but not all cultures can perform this trick.

Concept of space

With space, as many things, Italians show great variety. But in general, Italians are comfortable working close to each other. Large families and limited habitable land mean that they are used to living and working in crowded circumstances. This creates a strong atmosphere of teamwork, where Italians ‘rub shoulders’ and do not hide in closed offices or private spaces. Italians are happy to stand and talk at 0.8m from their conversation partner. When someone from a culture with a larger space bubble backs away to achieve his or her distance of comfort again, Italians may feel that the foreigner is avoiding them or finds them unpleasant. Let the Italians decide the distance. They will not bite! They may, however, touch your arm or shoulder or perhaps hug you if they are feeling friendly. Once they know you a little better they may kiss you on both cheeks when greeting or departing. Foreigners should make sure that they show some positive reaction to this, even if not actually returning the kisses.

Concept of time

Italians are rarely time-dominated and are extremely unhurried in the south. The length of personal appointments depends more on the importance or thrill of the meeting than any scheduled times. Italians have a different concept of time from many northern Europeans or Americans. They do not arrive for appointments on time. Punctuality in Milan means they are up to 20 minutes late, in Rome half an hour and in the south 45 minutes. You will not be able to change this, except in a fixed-hours factory or office environment. You must therefore adapt. Be prepared to wait 15-45 minutes before your Italian counterpart arrives to let you into their office. Take a good book or magazine or find someone to talk to while you wait. Alternatively, you can arrive late yourself, if you are able.



Key to Diagram
This diagram shows multi-active and reactive concepts of the use of time, which are largely similar. Instead of getting down to immediate action, cultures such as the Japanese or Hispanic prefer to “pool” tasks and issues and “walk around the pool” for some time to contemplate a course of action which will take into account the inter-relating factors between the different elements. Nothing should be decided or determined piecemeal; action should only begin when an all-embracing solution has been constructed. Such an attitude to time leads (in the eyes of linear-actives) to annoying delays, procrastination and mañana behaviour. Linear-active cultures are interested in speed. Multi-active cultures and reactive cultures give priority to getting it right.

Culture: communication

Communication patterns

Italians are great communicators and lose all sense of time when engaged in interesting or intimate conversation. The style is intense, theatrical, emotional. Discussions may seem inordinately lengthy, unduly verbose, exceedingly penetrating and personal.

When making proposals, they often launch into an initial version of 5000 words or more. If they are then required to clarify or are disagreed with, they become more explicit and may give half an hour’s clarification of the original proposal. In Italy words cost nothing.



Body language and non-verbal communication

Body language is extrovert, theatrical, gesticulating. Italians use facial expression, all parts of the body and rise and fall of tone to make an impact. This is often counter-productive when dealing with more introvert cultures. (Swedes, Finns, Asians etc.)

Listening habits

Italians are sympathetic listeners, but are often restless as they ‘think ahead’ of the speaker. Politeness prevents them from frequently interrupting, but they only listen part of the time, because they are formulating their response for when the speaker has finished. They dislike careful instructions or explanations, as they feel quite capable of understanding intuitively what messages are being conveyed. They are impatient to join the dialogue which will define the relationship between the two people.



Audience expectations at presentations

• friendliness
• flexibility
• style
• tasteful product
• elegance
• well-dressed
• personality
• laughter
• some cultural reference
• delicacy
• design-conscious

Culture: interaction

Concept of status

In the south, status is by birth, title or power. In the bigger industrial cities of the north this still holds true, but wealth and political influence are also important.

Gender issues

There are many women in professional positions in Italy, particularly in Lombardy and Piedmont, where female educational standards are high. In the south of the country, they opt more for domestic roles, especially in Sicily, Liguria and Calabria. Italian women are generally proud of their role as wife and mother. Most Italian men are mother-oriented and Italian families are very close.

Leadership style

Italian leadership is basically autocratic, but shows more flexibility than some other Latin styles, as managers mingle easily with staff and intersperse themselves at many levels. There are many ‘clan’ and group interests in the southern half of the country and loyalty to the leader is automatic and mandatory. In Milan, Turin and Genoa, there is a growing tendency to select managers on merit. In the north in general, professional competence is valued, though connections remain important. Basically, Italians are comfortable in a hierarchy skilfully led by persons of noble birth or from traditionally eminent or wealthy families. The patronage system is well established in the southern part of the country, especially in Sicily.



Language of management

Which adjectives best describe the Italian language, known the world over for its pleasing effect on the ear? Soft, fluent, melodious, elegant, aesthetic, musical, pliant, seductive are some that come to mind. These terms indeed reflect the style of Italian managers as they seek to instruct, influence, persuade and perhaps charm their staff to comply with their requirements. Italians are cultured, finicky listeners who would be alienated by authoritarian German, exaggerated, simplified American, cacophonous gobbled Dutch or glottal Danish. They expect to be addressed with elegance and refinement, to be subtly manipulated, perhaps skilfully cajoled, but always in a medium corresponding to their civilised state, sense of aesthetics and acute awareness. The Italian language, spoken by an educated native, can satisfy all these needs.



Motivation factors

Be human at all times.
Confide in them as much as you dare. This includes revealing family details, hopes, aspirations, disappointments and problems, particulars of past life, education, holidays and so on.
They will reveal much of their private life to you. Listen sympathetically.
Once a certain closeness has been established, maintain it through words and actions.
Enquire always about their family’s health and especially that of older relatives.
Be prepared, in principle, to grant any personal favour they may ask of you.
They must feel that you are in their “group” and they in yours. This involves showing greater loyalty to them than to “outsiders” (outsiders include officials and authorities).
Italians do not always obey the letter of the law. When approaching such issues, you should be as flexible as possible.
Strive to be communicative. There is no advantage in leaving things unsaid with Italians. They rarely see the point of discreet silence, vagueness or ambiguity.
Similarly, British understatement will score no points. You should make your point very clear, though with delicacy.
They are not insulted easily. You can criticize and joke with them. They are not touchy about nationalism.
They misunderstand coded speech, eg.
“Hm, interesting idea.” (stupid)
“We must have a meeting about that.” (forget it)
“We shall certainly consider it.” (we won’t do it)
Better tell them straight, with a laugh in your voice. They will laugh with you.
Be willing to share Italian conspiracies.
There is not a strong correlation in Italy between word and deed. Accept quickly a change of heart or mind on their part. Often they agree to things euphorically, then renege in the cold light of day.
Respect Italy’s strong economy. It is bigger than the UK’s and way ahead of Spain’s. They must be doing something right.
Recall traditional British love of Italian art, food and countryside. Famous Britons such as Keats, Shelley, Tennyson adored Italy.
Appreciate in full Europe’s cultural debt to Italy. (Leonardo, Michelangelo, Rafael, Dante, Mazzini, Galileo, Rossini, Verdi, Caruso, Gigli, Leopardi, etc.)
Contact them often.

General behaviour at meetings

At meetings, Italians do not follow agendas strictly. They will jump ahead to later points or re-discuss points or thought had already been settled. They will talk loudly, excitedly and at length. Often several people will speak at once and you may find that two or three micro-meetings are happening within the main meeting.

Italians are not touchy and so are difficult to offend. They rarely lose face. Like many East Asians, they may say what they believe the other side wishes to hear. As a result they may under-perform on what they promised. Almost all Italians are optimists and sincerely believe in their ability to perform to the highest standard.

Italian flexibility in business often leads you to think they are ‘dishonest’. They frequently bend rules, break or ‘get round’ some laws and put a very flexible interpretation on certain agreements, controls and regulations. This is the way they do business and you may well be able to benefit from this ‘flexibility’. They will regard any rather rigid, law-abiding approach as somewhat old-fashioned, short-sighted or even blind. In this respect they may be closer to reality than you are and less ideal-bound. They do not consider their approach to be in any way corrupt, immoral or misleading. They will happily take you into their ‘conspiracy’. They will share the ‘benefits’ with you, if you accept. If you stick to the letter of the law, they will go on without you. It is not a question of clear illegalities. There are many grey areas where short cuts are, in Italian eyes, a matter of common sense.



Negotiating characteristics

The Italian is an excellent negotiator, with a style and attitude based on flexibility. Faced with obstacles, non-co-operation or lack of movement, the Italian will rapidly re-package the offer or approach the issue from a fresh angle. They may present things in a very personal way (“look at the good relations between our presidents…”) or become emotional.

Italians are analytical, but subtle in proposals and have great powers of persuasion based on apparent reasonableness and empathy. They rarely walk away from business opportunities, and may accept second-best, if unable to win the main deal. Their starting offers are high, but they are ready to negotiate down to a more realistic level. When selling to them, it is advisable to show them a first price which allows some room for reduction later. They will expect it. They must come away from the deal showing that they have won or gained something. Each member of their team must be granted something. It is best to regard the negotiation as a kind of interesting game, which must be played with many Italian rules, but which leads to a serious and beneficial result (for both).

Contracts and commitments

In the northern provinces of Italy, particularly in Milan, Turin and Genova, contracts and commitments are regarded in the same light as they are in neighbouring France or Austria – to be adhered to, with a certain amount of flexibility on both sides. As one goes further south in Italy, this flexibility increases and re-negotiation of agreements is often necessary, especially when one side finds itself in economic difficulties. Work may be carried out late, particularly in the summer months. Deliveries tend to be behind schedule, also payments for good or services received. An EU survey showed Italian companies as being the slowest payers among the 15 member states (averaging more than 90 days). Commitments between individuals who know each other are surer than those made by “faceless” companies.

Manners and taboos

Italians are generally easy-going and tolerant people who have few taboos and accept differing manners of foreigners with equanimity. Machismo is, however, endemic, especially in the south and in Sicily. Questions of personal and family honour assume great importance. Throughout the country men can be exceedingly jealous if their wives are approached in too casual a manner. The only real taboo is the one mentioned concerning the protection of female members of the family. Otherwise Italian tolerance is legendary. Criticism of the Church is allowed, also of the political system. Ways of avoiding government regulations and taxes are discussed openly. The “black economy” is a widely recognized phenomenon. Lack of courtesy is, however, frowned upon and a certain delicacy is expected when discussing matters of a personal nature.

How to empathize with them

Above all, be human. Italians are pragmatic and down-to-earth, but they crave understanding and simpatia. The human touch in social and business dealings will generate intense loyalty in an Italian partner. They wish to be telephoned often, visited if possible. They rarely seem to tire of even frequent contact. They are generous hosts and gift-givers and show gratitude when you are willing to be spoiled. Show a strong interest in the incredible richness of their culture. Take time out to visit places of historical or artistic interest with them if they offer such opportunities. Do not rush meals. Do not rely on putting much in writing – it is the spoken word that counts. They are not over-sensitive about their country’s reputation, but it is advisable to be delicate. There is no point in reminding them of Italy’s present confusion in government, relations of corruption and the activities of the Mafia. Their family is their first loyalty and it is a good idea to ask frequently about their welfare.

Special notes

The Mafia and Sicilians

Although great progress has been made in restricting the criminal and violent aspects of Mafia activity, foreigners would do well to take note of the remarks made by Barzini in his excellent book “The Italians”. He says of the Sicilians: “The islanders are all so expert, in fact, they neutralize each other. The simplest project, something which could be carried out anywhere else by means of a letter and a couple of conversations, becomes among Sicilians an enterprise of heroic proportions, each participant inventing diabolical schemes of his own to get the better of his opponent and, at the same time, foresee all possible schemes which his opponent will try to employ. The result is almost always the immobility of two wrestlers of equal strength, the melancholic immutability described by Lampedusa, the ‘feeling of death’.

The Sicilians’ best virtues, like those of most Italians, are obviously not those of the anonymous organization man of today, but those of the ancient hero fighting, with his little group, the rest of the world. If the native of the mainland is often capable of gallantry and disinterested behaviour, the Sicilian can reach unbelievable heights of fortitude, generosity, selflessness and fearlessness. He can even accept death with open eyes or deal death impassively, without hesitation or regret, whenever he thinks there is nothing else to do, in defence of his particular, strictly Sicilian ideals. If most Italians manage at times to weave skilfully in and out of written laws, most Sicilians appear to avoid them all completely. They are the supreme masters of this skill, recognized by all Italians as the unbeatable champions.

Each man’s individual rank is determined by the amount of fear he can generate, by the halo of fear that surrounds him. This is especially true in Western Sicily, where fear is the naked fear of death, but it is more subtly and imperceptibly true everywhere in the island. The elusive techniques developed through the ages to acquire status by scaring and intimidating an ever larger number of people are loosely known as the “way of the Mafia”. The word Mafia notoriously means two things, one, which should be spelled with a lower-case ‘m’, being the mother of the second, the capital letter Mafia.

The lower-case mafia is a state of mind, a philosophy of life, a conception of society, a moral code, a particular susceptibility, prevailing among all Sicilians. They are taught in the cradle, or are born already knowing, that they must aid each other, side with their friends and fight the common enemies even when the friends are wrong and the enemies are right; each must defend his dignity at all costs and never allow the smallest slights and insults to go unavenged; they must keep secrets, and always beware of official authorities and laws. These principles are shared by all Sicilians, by the upright gentleman and the petty thief, the penniless prince living in his dusty palazzo or the heroin smuggler with relatives in the United States, the erudite scholar lost in his researches and the illiterate sulphur miner. These principles are also carefully preserved among Sicilians living in the rest of Italy and abroad. In fact, a Sicilian who does not feel these compulsions should no longer consider himself a Sicilian. In this sense, mafioso is anybody bearing himself with visible pride. “What a mafioso horse!” Sicilians will exclaim when seeing a prancing stallion, with arched neck, dilated nostrils and fiery eyes. They obviously do not mean the horse is a member of a deadly secret society.