Cultural Differences Impacting Real Estate Transactions: Italy vs. the U.S.

Cultural Differences Impacting Real Estate Transactions: Italy vs. the U.S. — by Piero Lorenzo

When Americans think about buying property in Italy, they often focus on the legal process, taxes, and location. But cultural differences can have just as much impact on the success of a deal. Understanding how Italians approach negotiations, relationships, and property sales is essential to making your purchase smoother, less stressful, and ultimately more rewarding.
As a dual-experienced broker in California and Italy, I specialize in helping U.S. buyers bridge these cultural and practical gaps, while also ensuring they conduct thorough due diligence before committing.

1. Negotiation Style
​United States

• Negotiations tend to be direct, business-like, and time-sensitive.
• Offers and counteroffers are exchanged quickly with clear deadlines.
• ​Buyers expect full transparency and prompt updates from agents and sellers.

Italy

• Negotiations are often personal, nuanced, and slower-paced.
• Building a relationship and trust with the seller is just as important as the numbers.
• Initial offers might be verbal and can evolve gradually before anything is put in writing.

2. Pace of the Transaction
United States
- Deals typically close within 20 to 40 days.
- Deadlines are firm, and both buyers and sellers work to meet them.

Italy
- The process is deliberate and can take several months.
​- Patience is essential, and pushing too hard to speed things up can be viewed negatively.

3. Role of Relationships
United States

• Real estate transactions are largely data-driven and transactional.
• Personal relationships between buyer and seller are secondary.

Italy

• Trust, personal connections, and reputation matter greatly.
• Recommendations from neighbors, family, and local notaries can influence whether a deal moves forward.

4. Approach to Property Condition
United States

• Home inspections are standard, and sellers are expected to disclose any known issues.
• Properties are often turnkey or recently updated.

Italy

• Many homes have historic charm but may need renovations.
• Buyers should expect to invest in improvements and embrace a property’s unique character.

5. Communication Style
United States

• Email and written contracts are the primary communication tools.
• Conversations tend to stay formal and focused on business.

Italy

• Face-to-face meetings and phone calls are still common, even in the early stages.
• Informal chats help build rapport before formalizing an agreement.

Why Due Diligence Is Critical in Italy
While cultural understanding is essential, due diligence is non-negotiable for any property purchase—especially in Italy. American buyers should be aware that:
- Not all properties are fully compliant with building codes or zoning regulations.
- Historical homes may have unregistered renovations that need to be legalized.
- Outstanding debts, condominium fees, or tax issues could transfer to the new owner.
- Certain properties may be subject to heritage protections that limit renovations.
My advice: Always conduct thorough checks before signing anything. This includes verifying ownership, legal compliance, outstanding obligations, and any building permits or restrictions. Working with a trusted local notary and an experienced cross-border broker like me ensures nothing is overlooked.

How Language and Local Knowledge Give You an Edge
One of my greatest advantages when representing American buyers is that I am a native Italian speaker, and I'm able to speak several regional dialects. These linguistic skills can open doors during negotiations—sometimes literally.
In Italy, using the right expression or understanding local slang can build instant rapport and signal respect for the seller’s culture. Likewise, knowing regional habits—such as how to greet, when to talk business, or even how to share a coffee—can set a positive tone and lead to better outcomes.

Buying real estate in Italy is not just about signing contracts—it’s about navigating a relationship-driven culture where trust, patience, and mutual respect matter as much as price and location. By embracing Italy’s unique pace and customs, American buyers can enjoy a smoother, more satisfying experience.
With my dual expertise in both the U.S. and Italian real estate markets, plus my ability to bridge linguistic and cultural gaps, I help my clients negotiate successfully and secure their dream home in Italy.

Thinking about buying a home in Italy? 
Visit www.pierolorenzorealtor.com to start the conversation.

​2025 Blog - By Piero Lorenzo

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