Doing Business in Turkey

Expats doing business in Turkey will find themselves in a complex and fast-paced business environment. With the country situated at the crossroads of Asia and Europe, Turkey is a compelling setting where Western and Eastern influences intersect with Arabic culture.

Due to its recent shift back to more orthodox economic policies and its strategic geographic location, it is seen by many international investors as a key stepping stone to Central Asia and the Middle East. As such, many international organisations have set up regional offices in Turkey, particularly in the capital, Ankara, and in Istanbul.

Doing business in Turkey is not overly complicated, but you will need a good grasp of the local business environment and the country’s unique cultural and social norms.

Fast facts

Business hours

Business hours are usually Monday to Friday, 9am to 6pm, with a lunch break generally between 12pm and 1pm. Be mindful that many businesses operate on shorter hours on Fridays.

Language of business

Turkish is the official language of business. While English is widely spoken in multinational firms and in Istanbul’s business circles, you should not assume universal fluency. In more traditional or family-run businesses, you will need Turkish. It may be helpful to learn a few key phrases of Turkish, as this will be highly appreciated. Interpreters are plentiful if you need one.

Greeting

A firm handshake is the standard greeting when male associates meet, and it is essential to maintain direct eye contact. This is often accompanied by the Arabic greeting, ‘Assalamu alaikum’ (peace be upon you). Most women will also shake hands with business associates, though some conservative Muslim women may prefer not to. If you are unsure, simply wait for a woman to initiate the handshake.

Business dress

Business dress in Turkey is conservative. Men are expected to wear a suit and tie, especially in finance and law. High temperatures in summer may make a smart shirt and trousers acceptable. Women should also wear smart business suits, conservative dresses, or skirts (at least knee length). Shoulders should remain covered.

Gifts

Gift-giving is not an established practice in Turkish business circles. Turks generally prefer to take business associates out for dinner instead. If you do give a gift, avoid alcohol or pork products. A box of sweets, like baklava, or a small craft from your home country is a safe choice.

Gender equality

Conservative attitudes are still common in Turkey, which ranks low on global gender gap indices for economic participation. While you will find many women in professional roles, particularly in major cities, they are underrepresented in senior leadership. Expat businesswomen are generally treated with respect, but may have to work within traditional expectations.

Networking

Business networking in Turkey is heavily relationship driven. While LinkedIn is widely used, in-person connections are indispensable. International chambers of commerce (like AmCham or the British Chamber of Commerce in Turkey) are excellent resources for expats to make new contacts.

Business culture in Turkey

Family is highly valued in Turkish culture, and this extends to the business culture in Turkey. Many businesses are still family run and owned, a structure that makes business feel quite intimate. The key to success is, therefore, in building durable personal relationships with your Turkish associates.

Communication

Courtesy and respect are prized in Turkish communication. When conducting meetings, effective icebreakers include asking personal questions about family or chatting about Turkish culture and football before transitioning into formal business discussions. You should also maintain direct eye contact, as Turks see this as a sign of respect.

Gestures carry a lot of weight, but may be confusing if expats aren’t aware of their meaning. Nodding your head forward and down indicates ‘yes’. ‘No’ is indicated by nodding your head up and back, usually with raised eyebrows. Shaking your head from side to side simply means, ‘I don’t understand.’

Hierarchy

A clear hierarchy exists, and rank and authority are respected in Turkish business circles. Decisions are made from the top down, generally by the head of the family or company. The opinions of the group are still valued, however. You may find yourself having initial meetings with less senior associates first. You may only move on to meet higher-level executives or senior family members once a relationship and trust have been established. Decision-making can, therefore, be a slow process, so patience is required.

Time

Punctuality and time are taken seriously in Turkish business. While you should always arrive on time for appointments, you may find that meetings start with extended small talk before getting to the agenda. You will need patience; this relationship-building is often considered just as important as the meeting itself.

Meetings

Initial meetings are often formal and serve to build relationships rather than make decisions. You can expect an agenda, but conversation may flow freely. It is rare for a final decision to be made in a first meeting; that will happen later, after senior leaders have consulted privately.

Religion and business

Although Turkey is a secular state, Islam is the dominant religion and has a strong influence on religion and business practices. This is evident in the frequent prayer times; Muslims will break five times a day to pray. Friday is the traditional Islamic holy day, and most men will attend Friday afternoon prayers. Keep this in mind when arranging business meetings and appointments.

During the holy month of Ramazan (Ramadan), Muslims fast during daylight hours and refrain from smoking and drinking. You should respect these traditions and avoid eating, drinking, or smoking in front of your Muslim associates during this time.

Dos and don’ts of business in Turkey

• Do maintain eye contact when speaking to your Turkish associates
• Do remember that business can be extremely personal in Turkey; building personal relationships is key to establishing lasting business connections
• Do give and receive business cards or gifts with your right hand, not your left.
• Don’t be offended if a Turkish business associate stands close while conversing. Turks generally have a smaller personal space bubble than many Westerners.
• Do be mindful of your gestures; common Western gestures (like the ‘okay’ sign) can be offensive in Turkey.
• Do have business cards printed with a Turkish translation on the reverse; this is seen as a sign of respect.
• Don’t discuss sensitive political or historical topics. Stick to safe subjects, such as family, football, or travel.