“Unpredictable Arcadia”: features of Italian diplomatic and business culture

The article reveals the specifics of the Italians’ national psychology, diplomatic culture and business communication. They appreciate aesthetics, place great importance on their appearance and pay attention to the clothing style of their conversation partner. They know how to present themselves well, delicate, polite and friendly. The Italians rate highly a positive attitude, perseverance, balance, personal warmth and sociability of their interlocutors. Tragic moments in the history of Italy contributed to the critical perception of negotiation partners among Italians. They are distrustful, suspicious and trying to understand the ultimate intentions and goals of a person which can be hidden behind a mask of openness and goodwill. Italians carefully analyze non-verbal information. They spend a lot of time getting to know a partner better and deciding whether to cooperate with him or her. Italians are cautious and they do not like to take risks. At the same time, they are vulnerable and very sensitive to criticism. There is a widespread opinion in diplomatic circles about the Italians as unreliable and difficult partners. However, they are skillful negotiators who use the miscalculations and mistakes of their opponents, analyze the real balance of power, bargain and use a wide variety of means during negotiations including distracting and deceptive methods. They pursue their interests with perseverance and eagerness. In difficult times, the Italians do not lose faith that the “smoke clears”.