Negotiation process

Importance of business meetings

The initial meetings are usually formal, as business is a serious matter and must be treated that way. So it is important to avoid being too casual and friendly, despite the personal relationship that might have been developed.

Initial meetings hardly ever lead to decisions and are used primarily as ways to get to know each other. So don’t try to limit the discussion to business only.

At the start of the meeting, it is expected for you to greet your Turkish counterpart with a firm handshake. For the Turkish women, men should wait for the woman to offer her hand first.

Small talk is good to enter into conversation with before beginning business discussions. Presentations should be short and to the point. The proposal should be clearly structured and presented. Visuals in a presentation always help, so try using good, clear graphics with less text. It is also a good idea to translate important materials to Turkish, in order to get your message across.

Business meeting planning

There are various issues to consider when setting up a meeting with your Turkish counterpart:

• Schedule meetings ahead of time – at least one to two weeks in advance and confirm by email or telephone call.

• Learn the proper titles, positions and responsibilities of the people you are meeting with and the proper pronunciation of their names beforehand. You can use professional or occupational titles to address a Turkish business person.

• Make sure that your first contact is through a third party that is well respected. Trade shows, embassies and banks can provide contacts who can open doors and introduce relevant business partners.

• Avoid making appointments during Turkish holidays.

• Most businesspeople in Turkey speak some English, French and/or German. However, it is advisable to ask if an interpreter will be needed.

• Punctuality is important. If you expect to be late, you should call ahead and give an explanation.

• Be familiar with the people in your prospective business partner’s organization and their level of importance in the management hierarchy.

• Titles, such as Doctor or Professor, are appreciated, and are often used without adding the person’s family name.

Negotiation process

The negotiation process may take longer than usual. Turkish business people do not like to be put under pressure and do not like deadlines. Therefore any attempt to hurry the process will only produce negative 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, respect are non-financial incentives that will also influence the business decision.

There are still many family run businesses in Turkey, although there are many big multinationals where a more corporate culture is visible. Turks want to do business with those they are keen to, trust, feel comfortable with and can provide a long term relationship. If they sense that you are hiding something, you will most likely be rejected.

Decision making in Turkey can be slow. Be prepared to meet several times before the actual bargaining or negotiation stage. You will probably meet with less senior members of a family, before meeting with the key decision-makers. As negotiations proceed and you have been accepted as being trustworthy and your proposal is financially feasible, then it is likely you will meet the executives or senior members. Decisions are ultimately made by the head of the family or company.

Turks use tough negotiating tactics, so it is important to leave room for compromising at different stages. When you have arrived at a reasonable compromise, it should be presented in such a way that shows you made the decision because you like and respect your counterpart.

Дата добавления: 2015-10-29