Italians, says Casse, value a negotiator who acts as follows:
1. Has a sense of drama (acting is a main part of the culture)
2. Does not hide his or her emotions (which are partly sincere and partly feigned)
3. Reads facial expressions and gestures very well
4. Has a feeling for history
5. Does not trust anybody -
6. Is concerned about the bella figura, or the good impression, he or she can create among those who watch his or her behavior
7. Believes in the individual's initiatives, not so much in teamwork
8. Is good at being obliging and simpatico at all times
9. Is always on the qui vive, the lookout
10. Never embraces definite opinions
11. Is able to come up with new ways to immobilize and eventually destroy his or her opponents
12. Handles confrontations of power with subtlety and tact
13. Has a flair for intrigue
14. Knows how to use flattery
15. Can involve other negotiators in complex combinations
Comparing such profiles is useful; Indian negotiators, for example, are humble, patient, respectful of the other parties, and very willing to compromise, compared with Americans, who are firmer about taking stands. An important difference between Arab negotiators and those from most other countries is that the negotiators are mediators, not the parties themselves; hence direct confrontation is made impossible. Successful Swedish negotiators are conservative and careful, dealing with factual and detailed information. This profile contrasts with Italian negotiators, who are expressive and exuberant but less straightforward than their Swedish counterparts.
Italian Negotiators : Economic article from Global Management Catagory Italian Negotiators
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