Doing Business Abroad    Italy By Wayne A. Conaway © Copyright 2004, All Rights Reserved Greetings Shake hands with everyone when arriving and leaving. Women may "kiss" good friends on either cheek (more like pressing the sides of each face together). Italians feel comfortable standing closer together than the normal U.S. range of 2 feet. Don't back away. Introductions Don't use first names unless invited to. Titles are used in all forms of address. Professors and doctors are esteemed; use the title Dottore for a man, Dottoressa for a woman. Appointments Italian businesspeople want to deal with someone they know, even casually. Cold-calls are rarely successful. Have a local representative make introductions and appointments for you before you invest in a trip. Write first for an appointment - in Italian, if possible. If you write to large firms in English, they will respond in English, but it may take time. Follow up by fax or phone. Be on time, especially in the industrial north. Plan appointments between 10 a.m. and 11 a.m., and after 3 p.m. Negotiating The idea of an organizational chart does not apply in Italy. You might suddenly have to deal with a new person, usually consulted because of his experience and seniority. Negotiating is often long and frustrating. A sense of urgency can weaken your bargaining position. Entertaining Business dinners involve only a small, important group. If you are the host, consult with your Italian contact for help in deciding whom to invite. Paying may equate to prestige; Italians may slip the waiter a generous tip before dinner to make sure you do not get the bill. Keep the receipt for the restaurant bill. Sometimes "tax-police" check restaurant bills outside for adherence to tax laws.