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It is paramount to build good relations. Only after a strong bond has been created, can there be trust and business can be conducted quickly and pleasantly.

Background: The first meeting (at least) should be solely focused on getting to know each other. Building a strong bond helps to establish a safe environment and basis to move on to the business matters.

Loud voice and energetic gestures are common. It is normal in Turkey also to have very little interpersonal space.

Background: Turks tend to communicate quite expressive, to the point that foreigners may think they are angry. However, this communication style should not be confused for being blunt or direct. Indirect and tactful communication, especially in the Eastern regions, is considered polite.

Outside the big cities and especially in the East of Turkey both women and men should wear more conservative clothing. Women are advised to refrain from exposing their legs and arms and to ensure clothes are not tight-fitting. Men should not wear shorts.

Background: Business is a serious and formal matter and should be treated as such. You should avoid coming across as too frivolous and smiling, even if you have already developed a personal relationship. Dress up, polish your shoes, showcasing the status and success is important.

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

Background: Doing business in Turkey can be challenging, patience is crucial. Turks do not like to be rushed nor pressed to take a fast decision. Keep it in mind if you are under time pressure because of HQ back home or because you need to catch your plane.

Prior to negotiations, know your target figure and work slowly towards it through meaningful concessions. When conceding ensure you present it 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.

Background: The negotiation process may take longer than usual. Turkish business people do not like to be put under pressure and do not like strict deadlines. Therefore any attempt to hurry the process could harm the results. Being patient is an asset when negotiating with Turkish counterparts. The financial benefits are not the only aspects of the negotiating process that should be stressed; power, influence, honour, and respect are non-financial incentives that will also influence the business decision.

The Turkish tax system is among the most complex in the world, as there is a large number of interconnected legal tax articles. Everything should be reported in the Turkish language and in Turkish Lira. 

Background: Turkish direct taxation system consists of two main taxes: income tax and corporate tax. An individual is subject to the income tax on his income and earnings, in contrast to a company which is subject to corporate tax on its income and earnings. The rules of taxation for individual income and earnings are provided in the Income Tax Law 1960 (ITL). Likewise, the rules concerning the taxation of corporations are contained in the Corporation Tax Law 1949 (CTL). Despite the fact that each is governed by different legislation, many rules and provisions of the Income Tax Law also apply to corporations, especially, in terms of income elements and determination of net income.

Turkey has increasingly tapped into niche markets, which in turn has led to growing participation in the international trade in new ships by Turkish shipyards. The demand in commercial, cargo and private ships is expected to grow in the future. Thus, Turkey is a good place for the development of shipbuilding enterprises or related services. 

Background: Shipbuilding in Turkey has evolved from an old traditional activity in Anatolia to an internationally recognised industry, especially since the early 1990s. The industry has modern, quality certified shipyards that can build ships, yachts, mega-yachts, and sailing boats, as well as carrying out extensive repair and conversion works. Turkey’s shipyards are mainly located in the Marmara Region, namely Tuzla, Yalova, and İzmit, which have developed into dynamic shipbuilding centres. Also, in recent years the emerging Black Sea and Mediterranean Regions have increasingly attracted shipyard investments.

The number of technologies and innovative products developed in the bio- and nano-technology sectors is low, while environment-related technologies and ICT are gradually catching up with the European level. 

Background: Turkey has long been and continues to be an advocate of raising science and technology to new heights, and has recently been engaged in a significant science, technology and innovation (STI) impetus with the vision to contribute to new knowledge and develop innovative technologies to improve the quality of life by transforming the former into products, processes and services for the benefit of the country.

This person is used to taking control of all aspects of the business and getting their own way. There is, therefore, a tendency for the owner to enter negotiations with a very clear idea of what is wanted and a great reluctance to move away from it.

Background: In Turkey, the primary approach to negotiating is to employ distributive and contingency bargaining. It may include tough bargaining at many levels. While the buyer is in a superior position, both sides in a business deal own the responsibility to reach an agreement. They expect long-term commitments from their business partners and will focus mostly on long-term benefits.

How much do you know about negotiating with Turks? Which are the most developed sectors? Take the quiz and find out more about Turkey!

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