A few years ago, we built a startup headquartered in Rome. Everyone on the team was Italian except for me, the only outsider welcomed into this dolce vita. I quickly learned what seemed to be the most important rule in negotiations: first we eat, then we talk business.
Italians seem to have learned that hungry people make bad decisions, probably in much the same way that tired people do. And the easiest way to make sure you and your negotiation partners are both well fed? Take everyone out for lunch.
All roads lead to Rome
Hospitality plays a key role in Italian business culture anyway, and one way or another, it usually involves eating. Refusing an invitation for dinner is likely to be taken as an insult. It’s actually polite to let your business partners invite you out. By letting them demonstrate their “Bella figura” to make a good impression on you, you are allowing them to express their goodwill and hospitality, which makes them look good.
Negotiations start by building relationships. Perhaps a sense of urgency can be seen as an attempt to weaken the other’s bargaining position, but a business discussion can only truly start once trust has been established and every last bit of urgency has been purged from the discussion. A rushed decision might invite regret later on, and a remorseful deal is not a good deal for any involved.