* "Dinner" (la cena) is again a light meal and service starts around 7 pm and may served in some areas until 9 pm.

* There may be fewer public holidays in Italy than in many Latin countries but business people must be aware that practically every Italian city celebrates the feast of its patron saint as a legal holiday and the city literally shuts

ETIQUETTE

* One does not exchange business cards at social occasions; but it is appreciated at business functions--especially since an Italian would feel it impolite to ask a foreigner to spell out his or her name.

* The personal title (Dottore, Maestro, Attorney, etc.) can be considered more important than a business title. All university graduates carry titles, and expect them to be used in negotiations. When in doubt, use "Dottore."

* Older, or more senior persons are usually greeted and introduced first.

* Italian cards are often plain white with black print. Usually, the more important the person the less information is on the card.

* Conversational subjects that are highly appreciated are: Italian culture, art, food, wine, sports such as bicycling and especially soccer, family, Italian scenery and films.

* Avoid talking about American football. Few understand it.

* Your host may be negative about something in his country or its politics, but don't agree too strongly and avoid criticisms of your own.

* Avoid talking about religion, politics and World War II.

* Italians do not usually tell off-color jokes, and are uncomfortable when acquaintances do.

* Never ask someone at a social gathering about her or his profession. To do so is practically an insult. Yet it is wise to make acquaintances at business or social functions, and if done tactfully, one can ask professional information from a third party.

* Whistling is a negative. You may hear it from unhappy sports fans, or opera fans, as they express their dissatisfaction.

* Calls of "bis" at the opera or recitals means "encore."

* Generally, Italian men are not ready to accept that a woman may want to dine alone and she may be bothered. Bring reading/working materials with you, which will indicate you are alone by choice. Otherwise, ask the waiter for help.

NEGOTIATING

* It is important to understand corporate hierarchy. Titles may not coincide with the conception of responsibility in the USA; authority goes with the individual, not necessarily the title.

* The standard idea of an organizational chart simply does not apply in Italy. One must accept that consultation may suddenly be necessary with a completely new person who, until now, seemingly had no involvement. The new player is usually consulted because of respect for his experience and seniority.

* Corporations often have horizontal chains of authority. Italians call it a "cordata" (which actually means a team of mountain climbers on the same rope). This parallel channel is based on levels of personal, reciprocal concern.

* The cordata concept is very difficult to fully explain to outsiders. But it does exist, and, to facilitate business one should have a reliable contact who has full knowledge of a company's inside struct

* Negotiating is often a long, sometimes frustrating process. The more important the contract, the more study is going on behind the scenes. Any obvious sense of urgency is thought to weaken one's bargaining position.

* A dramatic change of demands at the last minute is often a technique to unsettle the other side. Be patient and calm; just when it appears impossible, the contract may come together.

ENTERTAINING

* Italian hospitality plays an important role in business life, and most often means dining in a restaurant. No matter how you feel, refusing an invitation will offend.

* Business dinners involve only a small, important group. If you are the host, consult with your Italian contact before extending invitations. You cannot be aware of all the "inside" personalities and ranks, so ask for help.

* Ask your Italian client's secretary to suggest a favorite restaurant.

* Dining is a serious business and real prestige can be gained or lost at the table. At the propitious moment one may bring up business.

* Paying may equate to prestige, and Italians may even slip the waiter a generous tip before dinner to make sure you do not get the bill.

* The check will not be brought until you ask for it. Get a waiter's attention by saying "senta" an idiom meaning "hear me" or "come here". You may also raise your hand slightly and say "camariere" or "signori."

* Women executives will find it extremely difficult to pay.

* Keep the receipt for the restaurant bill. Sometimes "tax-police" check restaurant bills outside for adherence to tax laws. Both patron and proprietor can be fined if a receipt is not produced upon question

* In a restaurant you will have to ask for ice, since Italians usually do not serve drinks cold (they think ice cold things are unhealthy.)

* Most people drink mineral water, or wine, instead of water, though the water is considered safe.

* Unless there is sincere friendship between host and visitor one is not invited to the opera or a sporting event. Being invited to the host's home is practically never done. It is a sign of exceptional friendship and intimacy. To Italians, home is sacrosanct.

* If you invite people to dinner or theater, etc., do not feel you must invite couples or that you need a "date". Italian women are usually comfortable attending a group social function alone.

COMMUNICATIONS

* A good hotel will have the name of a translator should you need a document written in Italian.

* The Italian phone system is frustrating for Italians and a monumental headache for foreigners.

* Telephone systems may be different from one area to another and they often do not work well. Curiously, it can be harder to place a call within the country than to phone outside of Italy .

* In large cities, public telephones are in "telephone centers" in railroad stations, post offices and tobacco shops (Tabacchi a Sale).

* You may find that practically no one telephones between the hours of 2:00 and 3:00 pin (in the south it may be 2:00 and 4:00 pm.)

* When you answer the phone, say "Pronto".

* Fax is widely used and readily available.

* Couriers are always used for urgent correspondence and for overnight delivery. Many courier services are based at airports, but it may be best to check with the corporation office you are visiting for the names of reliable couriers.

* The postal service is often so ineffective that corporations use company drivers or private couriers. Italians even use the word "Pony Express" when using couriers fogy routine overnight delivery of communications.

* An Italian Postal Services red mail box can usually be found outside a tobacco shop, but most people prefer to use the local post office.

* The post office must have the five digit postal code for delivery within Italy, since many small towns in Italy have similar names.

* Several places will hold mail for arrival but one of the safest is to have it delivered to your hotel. Mark it clearly FERMO IN POSTA (literally "hold mail") and have your correspondent print your last name in capital letters.

* Never send a check through the Italian postal system, especially by way of registered mail. It is practically an invitation to theft.

GENERAL (TIME, VOLTAGE, etc.)

* Italy is one hour ahead of Greenwich Mean Time (G.M.T. +1), or six hours ahead of U.S. Eastern Standard Time (E.S.T. +6).

* Electrical current is primarily 220 volts, different from that used in North America (110-125 volts). Electrical appliances designed for North America may need converters to "step down" this higher voltage to the level required to operate. Some appliances cannot be converted for use elsewhere because they require 60 cycles-per-second (again, found primarily in North America), or have other requirements. These include TVs, VCRs, clocks, microwave ovens, older typewriters and vacuum cleaners.

* Italy's electrical wall sockets differ in shape from the sockets used in North America. Electrical adaptor plugs are available to slip over the plugs of North American appliances for use in such sockets. If the appliance being taken overseas has a polarized plug (one blade wider than the other), be certain that the adaptor will accept such a plug. If it has a third grounding prong, it would be wise to obtain slip-on adaptor plugs that also provide grounding in the foreign socket.

* Italy primarily uses one pattern of plug:

"D" Pattern - Thin, round pins. The most common plug pattern around the world. Also valuable as an extension for step-down converters in recessed sockets.

Adaptors for electrical outlets, and TeleAdaptors for telephone outlets (for use with modem communication devices) used around the world are available through Magellan's Catalog of Travel Supplies, 1-800-962-4943.