5 Things to Prepare When Doing Business with Turkish People

Turkish business culture places significant emphasis on hierarchy and deference to senior figures. Decisions often emanate from the top, and challenging established authority can be perceived as disrespectful. Observe how juniors interact with seniors during meetings, and ensure your communication reflects an understanding of the pecking order. Preparation: Identify key decision-makers and senior executives before meetings. Address them with appropriate titles (e.g., "Mr./Ms. [Last Name]" or "Bey/Hanım" if comfortable and appropriate) and allow them to lead discussions. Avoid interrupting or directly contradicting a senior figure in public.

Business in Turkey, especially in Ankara's close-knit circles, is often built on strong personal relationships and trust. Initial meetings may focus on getting to know you as an individual rather than diving immediately into figures. Patience and genuine interest in building rapport are paramount. Preparation: Dedicate time for pre-meeting social interactions and expect discussions to extend beyond the immediate business agenda. Share personal anecdotes, inquire about family (if appropriate), and be prepared to invest in long-term relationship building rather than one-off transactions. Follow up with a personal touch rather than a purely transactional email.

Turkish communication can be more indirect and nuanced than Western styles. Direct refusals are rare, and “yes” might not always mean affirmative agreement but rather acknowledgment. Look for non-verbal cues and subtle phrasing to gauge true sentiment. Politeness and avoiding confrontation are highly valued. Preparation: Cultivate your ability to read between the lines and pay close attention to body language. Frame your questions carefully, allowing space for indirect answers. When disagreeing, do so diplomatically, perhaps by offering alternatives or expressing reservations politely, rather than direct contradiction.

Hospitality is a cornerstone of Turkish culture. You will likely be offered tea or coffee, and possibly meals. Accepting these gestures is a sign of respect and appreciation. Declining without a very good reason can be seen as impolite. Business discussions often occur over food. Preparation: Always accept offers of refreshments and meals unless you have a legitimate and politely explained dietary restriction. Be prepared to reciprocate hospitality if opportunities arise. Small, tasteful gifts (not lavish) from your home country can be a thoughtful gesture, particularly after a successful meeting or deal.

While punctuality is generally expected for formal meetings in Ankara, the Turkish approach to time can be more fluid in social and less formal settings. Business meetings should start on time, but be prepared for discussions to run over or for unexpected delays to occur. Patience is a virtue. Preparation: Arrive on time, or even 5-10 minutes early, for all scheduled business appointments. Factor in potential buffer time between meetings. If unforeseen delays occur on the Turkish side, maintain a flexible and understanding attitude; expressing frustration is counterproductive.