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Let's Make a Deal!
What
you should know before negotiating
Business cards do not have to be
translated into Turkish. Bring a
plentiful supply, and give them to
everyone you meet. When you enter an
office and hand the receptionist
your card, he or she will probably
keep it rather that sending it in to
announce you, so give another to the
businessperson you will have to come
to see.
The pace of negotiation is quite
slow in Turkey. Politeness is
important, and negotiations may take
place over plenty of cups of tea or
coffee. Meetings start slowly, with
many inquiries that may seem
irrelevant to the purpose of your
visit, but it is a serious breach of
etiquette to insist on getting to
the point.
In a family-owned business, the
key decision maker may be quite
elderly. Remember that elders are
always treated with deference in
Turkey. It would be a grave mistake
to lose your temper or shout at an
elder.
Turkey's territory lies in both
Europe and Asia, and its values have
always been a combination of East
and West.
Traditionally, Turks are
generally closed to outside
information. Nevertheless, this is
less true considering Turkey's
position as a bridge between East
and West. Turks are conditioned to
process information subjectively and
associatively. Turkey is a
secularized nation, and one's
personal involvement is more
important than a specific set of
rules and laws.
The leader makes the decisions,
but he or she always considers the
family group upon which the decision
is required. Personal life revolves
around family, friends, and
organizations, and these decide
one's opinions. A personal
relationship between participants
must be established before any
formal negotiations can take place.
Identity is based on the social
system, and education is the key to
moving up the social hierarchy.
Stability and identity in life
come from one's role in the social
structure, plus the presence of a
strong family fabric. There is a
deeply ingrained work ethic, but
there is a relaxed attitude towards
time. Pride in one's country,
society, and family heightens one's
self-image and self-esteem. Emotions
are shown, assertiveness is
expected, and risks are taken to
develop self-reliance.
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