Turkey, a bridge between Europe and Asia, is a fast-growing market full of business opportunities. However, doing business in Turkey requires a thorough understanding of the local culture, where trust is a central value in business relationships. In this article, we explore the keys to building successful relationships in Turkey, respecting cultural norms and adapting to the local context.
1. Trust at the Center of Business
Why it's important:
In Türkiye, personal relationships often precede business. Mutual trust is considered a prerequisite for building strong and lasting partnerships.
How to build trust:
- Spend time getting to know your interlocutors on a personal level.
- Attend informal gatherings, such as lunches or dinners, to strengthen bonds.
- Demonstrate consistency and keep your promises, as reputation is highly valued.
2. Communication: Warm and Engaging
Why it's important:
Turks appreciate warm, personal communication, even in business settings.
How to communicate:
- Use respectful and engaging language, showing interest in the conversation.
- Pay attention to body language; smiles and eye contact are signs of openness.
- Avoid overly direct or aggressive tones, preferring a diplomatic approach.
3. The Importance of Hierarchy
Why it's important:
Hierarchy is respected in Turkish corporate culture, and decisions are often made at the highest levels.
How to behave:
- Address senior executives in meetings, showing respect for their position.
- Use professional titles, such as Bey (Sir) or Hanım (Madam), until you are prompted to use your first name.
- Maintain a formal approach in your first interactions, then adjust to a more informal tone if appropriate.
4. Punctuality and Flexibility
Why it's important:
While punctuality is appreciated, timetables in Türkiye can be interpreted with some flexibility.
How to adapt:
- Arrive on time for appointments, but be patient if the meeting starts slightly late.
- Use the extra time to build personal relationships with your interlocutors.
- Confirm appointments in advance to avoid misunderstandings.
5. Gifts and Hospitality
Why it's important:
Gifts and hospitality are key elements in strengthening relationships in Türkiye.
How to behave:
- Choose simple but meaningful gifts, such as traditional sweets, chocolates or handcrafted items.
- Avoid gifts that are too expensive or personal, which could make the recipient feel uncomfortable.
- Show appreciation for the hospitality, which in Türkiye is often warm and generous.
6. Business Meals: A Crucial Moment
Why it's important:
Meals are an opportunity to build trust and discuss business in a more relaxed setting.
How to behave:
- Wait for your host to start talking business during the meal.
- Shows interest in Turkish cuisine and appreciates the dishes served.
- Avoid controversial topics such as politics or religion unless introduced by your interlocutor.
Doing business in Turkey requires an approach that combines professionalism, cultural sensitivity and a strong focus on building trust. With a respectful attitude and an understanding of local dynamics, you can make the most of the opportunities offered by this growing market and build genuine, lasting partnerships.