Go Native Blog

As we have expanded our operations to provide Serviced Apartments and Corporate Housing solutions across not only the UK but also EMEA and India, we have undertaken investigative work to produce Housing Market Intelligence Reports the first of which was about Istanbul.   Alongside these factual and analytical reports about the nature of corporate housing solutions we also felt that it would be useful to provide companies and individual travellers wishing to do business abroad with some basic information about the business etiquette of a particular country.

Different countries can operate in very different ways to the UK so we hope this on-going series of posts will act as helpful guides.   We are starting off with Turkey to compliment the release of our first report.

Business Etiquette – Meeting and Greeting
When meeting, shake hands firmly. When departing, it is not always customary to shake hands although it is practised occasionally.

In the business context most women will shake hands with men. However, this may not be the case in Eastern or rural Turkey where people are more conservative. If you are unsure, wait for the woman to extend her hand.

When addressing a Turk the most common method is to call a man by his first name followed by ‘bey’ (pronounced bay). So, Ertan Gonca, would be Ertan Bey. Similarly a woman’s first name would be followed by ‘hanim’ (pronounced ha-num).  Where professional titles exist such as Doctor or Professor, always use them either on their own of before the first name.  This is also the case with many other professions such as lawyers ‘Avukat’, engineers ‘Muhendis’ and managers ‘Mudur’.

When doing business in Turkey, initial meetings should always concentrate on relationship building. It is recommended to engage in some light conversation to establish rapport. The Turkish culture is very family orientated so questions about children will always go down well.  The Turks are proud of their country and will enjoy answering questions on their culture and history although be sure to avoid political history. Most Turkish men love football and usually support one of three teams: Galatasaray, Besiktas or Fenerbahçe.  Engaging in conversation about their teams recent fortunes will always produce lively responses.

Business Etiquette – Entertaining
When doing business in Turkey it is likely you will be taken to a restaurant. Turks enjoy food and the meal is a time for relaxing and engaging in some good conversation.

The protocol of Turkish hospitality dictates that the host always pays for the meal. The concept of sharing a bill is alien. You may try and offer to pay, which may be seen as polite, but you would never be allowed to do so.  When doing business in Turkey the best policy is to graciously thank the host then a few days later invite them to dinner at a restaurant of your choice.

Business Etiquette – Negotiations
If you are going to Turkey to do business, there are 2 very important things to bare in mind. Your success is defined by your ability to build effective personal relationships combined with a clearly outlined and well presented proposal.

Business is personal in Turkey. Although this is changing with the more corporate culture in some of the larger companies, many businesses are still family owned and run.

Turks will look at doing business with those they like, trust, feel comfortable with and with those that can provide a long term relationship. As well as looking to the person, Turks are also astute business people. Ensure your proposal clearly demonstrates the mutual benefit and profitability of any agreement or partnership.

Turks are primarily oral and visual communicators so in addition to written statistics, projections and the like try to present information vocally or with maps, graphs and charts.

If your business in Turkey involves negotiating, it may not always be necessary to focus on financial benefits. It is just as useful to point to areas such as power, influence, honour, respect and other non-monetary incentives.

Decision making can be slow. It is most likely that you will meet and negotiate with less senior members of a family or company first. Once you are seen as trustworthy and your proposal financially viable you will then move on to meet more senior members. A decision is ultimately made by the head of the family/company.

Prior to doing business or entering negotiations in Turkey know your target figure and work slowly towards it through meaningful concessions. When conceding ensure you present this as a favour and a decision made out of respect and liking for your counterpart(s). Try and concede only once you have gained agreement on a reciprocal concession on a separate or related issue.

Do not use deadlines or pressure tactics as the Turks will use this to their advantage and reverse the tactic by threatening to cancel agreements or end negotiations. Be patient.