Last updated: 27 Mar 2013
Doing business
Current business situation
The Department of Foreign Affairs and Trade (DFAT) provides advice for business travellers and tourists going to Turkey. This is regularly updated, and should be checked before planning travel.
Business culture
Any Australian business looking to conduct business in Turkey will need to take local cultural dynamics into consideration. The following is a basic guide to some of the basic considerations business representatives should be aware of.
As a rule, there are several people present at any one meeting. Proceedings begin slowly with the exchange of pleasantries and the drinking of Turkish tea served in small glasses. It’s best not to refuse tea, regardless of how many cups you've already had.
Pricing and finance are tackled slowly and never at the beginning of negotiations. Bargaining will be conducted strenuously and often subtly. Turks are good negotiators.
There may be multiple incoming and, to a lesser extent, outgoing telephone calls made during meetings. Turks are great users of the telephone and mobile phones are ever-present.
The shaking of hands, both male and female is normal in Turkey. Good friends, again both male and female, kiss each other on both cheeks when meeting. This is not uncommon in the business world but not expected of foreigners.
A personal relationship is an important basis for a successful business affiliation in Turkey. It’s important to allow time for friendly conversation before the business agenda.
Entertaining in the evenings can greatly assist the development of a close relationship. If you’ve met business acquaintances on previous trips, it’s polite to ask after their families.
When meeting for the first time, Turks will address you by using the Western ‘Mr’ (‘Bey’ in Turkish followed by your surname) and ‘Ms’ (‘Bayan’ followed by your surname). Also acceptable is the traditional use of the first name followed by ‘Bey’ for men and ‘Hanim’ for women.
In the major cities there is a certain amount of liberalism in dress and custom for women. Business suits for females and males are the norm. Generally, Turks dress more formally than Australians. In rural and regional areas women should maintain a conservative mode of dress.
Setting up in Turkey
It is advisable to have a local representative to enter the Turkish market. As Turkish companies would provide local experience and knowledge as well as contacts in government and private sectors, it would be better to engage in a relationship with a local partner.
Local partners can assist especially in knowing the regulations and business relationships. Austrade’s team in Istanbul can assist in finding the right business partner for Australian businesses.
Links and resources
Government, business and trade
Australia Arab Chamber of Commerce and Industry – www.austarab.com.au
Turkish Business Guide – www.telerehber.com/english
Turkish Industry and Business Association – www.tusiad.org/indexeng.htm
News and media
Dunya Online – www.dunya.com
Turkey Post – www.turkeypost.com
Please note: this list of websites and resources is not definitive. Inclusion in this list does not imply endorsement by Austrade. The information provided is a guide only.