Negotiating with Managers from Turkey

Intercultural differences are a constant in international negotiations. Even though a simple domestic negotiation and an international one have much in common, intercultural norms often facilitate or complicate processes when international counterparts deal with each other. The chapter provides an analysis of negotiation and conflict management from a (Turkish) cultural perspective. After a brief introduction to intercultural business negotiations and the multicultural business environment, facts and figures from Turkey will be introduced. The uniqueness of Turkey, current developments in the country, and its economic conditions will be elaborated. After that, Turkish business culture will be analysed using Hofstede’s cultural dimensions. Turkish culture and its business implications will be discussed with regard to intercultural negotiation. Country-specific tips, facts, and customs will be shared, for the benefit of people from abroad conducting business negotiations in Turkey. The chapter will continue to analyse Turkish culture and conflict management. Studying conflict management through a cultural lens explains the third-party role Turkish managers usually play in the conflicts between their subordinates. Four main clusters in Turkish society will be analysed to provide the reader with a bird’s-eye view on subcultural differences in negotiation and conflict management. Finally, resources will be provided for further reading and research.