The Influence of Business Etiquette in Companies: Four Practical Case Studies

Today I’d like to share a short reading with four practical examples where Business Etiquette can make a real difference, determining the outcome of a negotiation, facilitating the signing of a contract, or simply improving the professional relationship with a client.

I would be delighted to hear your thoughts, as for many professionals our subject is difficult to understand, and for others, it is still not recognised as a fundamental soft skill in any work environment.

Case 1: Netiquette Failure

An employee replies to a senior client with a brief message with no greeting, and with emojis.

Result: Perception of poor professionalism. More formality would have been appropriate.

EAS Reflection: Clarity and formality matter more than casual friendliness.

Case 2: Missed Networking Opportunity

A hotel representative monopolises the attention of a potential partner during an international trade fair, ignoring other contacts.

Result: Lost contacts and missed follow-up opportunities.

EAS Reflection: Balance your attention so that no one feels overlooked.

Case 3: Success in Table Etiquette

A manager in Milan discreetly guides a foreign partner through Italian dining customs (wine, toasts, courses).

Result: The partner feels welcomed and at ease.

EAS Reflection: Guiding with discretion creates rapport, loyalty, and strengthens professional relationships.

Case 4: Intercultural Success

An Italian sales director in Japan studies local etiquette (bowing, business card exchange, use of titles).

Result: Earned respect that facilitates the signing of a long-term contract.

EAS Reflection: Cultural preparation builds trust and lasting relationships.

EDDA