Inane Gurbuz, Executive Manager EMEA of Azkan Group and professional coach in Turkish Management, shares an excerpt “Successfull partnership in Turkey” from his book “Doing business in Turkey: a guide to success”
As you have seen, human relationsare the key to a successful
partnership in Turkey. Below is a reminder of some of them main recommendations made over the previous pages:
Keys of successfull partnership in Turkey
– The importance of human relations: “The Turks do business
with people not companies.” Your Turkish partners will want to “personalize” your relationship, and so they will want to learn more about you: do not consider this approach a waste of time.
– Attributed status: in negotiations, the representatives of your firm should be sufficiently senior in age or in key positions in the company to convince your partners and show them that you value them.
– Empathy: the Turks are quick to express their emotions and
if they show you good will, you should respond warmly. Remaining
too neutral can be damaging andcould be interpreted as contempt
or hostility. It is important to show empathy in your discussions.
– Flexibility: your Turkish partners may express disagreement or
opposition or may challenge the conditions previously negotiated. This does not mean they have rejected your project. Keep up your effort, as these changes in situation are a typical part of negotiating in Turkey.
The rest of this text is available in our book « Doing business in Turkey: a guide to success » . Since 2005, AZKAN Group has acted as a consulting firm for all your development projects in the Turkish market: consulting in implementation, detection of partners, market research, Recruitment Turkey, Payroll Turkey ….