Intercultural negotiation skills in German-Italian transactions

In contract nego­tia­ti­ons, much depends on the diffe­rent expec­ta­ti­ons and inte­rests of the parties invol­ved and the power struc­tures. The parties are often uncon­sciously stuck in their tradi­tio­nal, natio­nal beha­vi­oral patterns, which often poses obsta­cles in German-Italian negotiations.
Sandra Bend­­ler-Pepy, a lawyer admit­ted to prac­tice in Germany and Italy and a part­ner at SLB LAW in Munich, explains what is important in such cases and how to resolve conflicts that have arisen. She specia­li­zes in German-Italian tran­sac­tions of DAX-listed as well as medium-sized compa­nies and has many years of expe­ri­ence in advi­sing on cross-border transactions.