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Turkey

Figures, facts and a cultural pattern approach

Serena Junker, Sindy Würffel, Bayram Gökbulut

ICVET: 30.12.2015 – 31.12.2017

PROJECT NUMBER: 2015-1-DE02-KA202-002520

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Participating countries

Germany: WEQUA GmbH (Co-ordinator), Verein der Freunde und Förderer des

Oberstufenzentrums Lausitz e.V., IHK-Projektgesellschaft Frankfurt/Oder

Greece: General Lyceum Lavrio

Portuga:l Escuela Profissional, Aveiro

Romania: Colegiul Technik Energetic, Cluj Napoca

Italy: Formaorienta, Marsico Nuovo/Potenza

Turkey: Iskilip Mesleki ve Teknik Anadolu Lisesi (IMTAL), Iskilip/Çorum

Austria: BFI Oberösterreich, Linz

Czech Republic Soukromá podřipská střední odborná škola a střední odborné učiliště o.p.s.

(SPSOS), Roudnice

Published by: ICVET http://icvet.epa.edu.pt/

Open license: This document is for free use under the Creative Commons: Attribution-Non-

Commercial 4.0 International License. To view a copy of this license, visit

https://creativecommons.org/licenses/by-nc/4.0/. Logos are excluded from free licensing.

This project has been funded with support from the European Commission. This publication reflects

the views only of the authors, and the Commission cannot be held responsible for any use which may

be made of the information contained therein.

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TURKEY

Capital:

Ankara

Geographical size:

779,452 sq km

Population:

79,5 Mio

Gross domestic product (GDP):

14.383,4 Mio €

Official EU language(s):

Turkish

Political system:

Republican parliamentary democracy

Non-EU member country

Currency:

Turkish lira

Schengen area member?:

No, Turkey is not a member of the Schengen Area.

Cultural Profile

Culture Name: Turkish, Türkiye

Ethnic Make-up: Turkish 80%, Kurdish 20% (estimated)

Major languages Turkish (official), Kurdish, Arabic

Socio-economic Identity: South Europe, Mediterranean

Religions: Muslim 99.8% (mostly Sunni), other 0.2% (mostly Christians and Jews)

Read more:

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1. CULTURAL PROFILE

1.1 THE CULTURAL DIMENSION THEORY OF HOFSTEDE

Culture

� Culture is composed by visible and invisible elements – Hofstedes

cultural onion

Changing lives. Opening minds

In the past the term culture and its’

meaning were explored from different

points of view. A well-known, widely

taught approach origins from Geert

Hofstede, a Dutch social psychologist. In

the 1970 s little research about cultural

differences had been done. At the same

time there was a strong need to

understand and cope with those

differences due to the worldwide

expansion of companies and

organizations. In this time Hofstede

conducted large scale studies on IBM

employees and subsidies to understand

differences on “work related values”

depending on the national context. From

his observations he developed his concept

of 4, later 6, different cultural dimensions

representing “preferences for one state of

affairs over another that distinguish

countries (rather than individuals) from

each other”. In this sense he defines

“national culture as the collective

programming of the human mind that

distinguishes one group or category of

people from another”. According to his

theory national culture is represented in

values, rituals, heroes and symbols of a

nation while values are deemed to be the

deepest level, thus changing only slowly.

Cultural differences in organizations are

visible as practices. See further down

below to check, how Hofstede’s 6 cultural

dimensions can be characterized.

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According to Hofstede each nation scores

with a certain number on a scale from 1 to

120 (or recalculate on Hofstede’s website

from 1 to 100). Hofstede puts a strong

emphasize on the fact that cultural

differences only become visible when

comparing different national cultures

(“culture can be only used meaningfully by

comparison”). His systematic framework

for assessing and differentiating national

cultures kept being tested and elaborated

until nowadays. Although sometimes

being perceived critically and old-

fashioned Hofstede`s cultural dimensions

can be a useful instrument in the VET

framework to understand cultural

differences. In practice when applying it to

work related contexts they can be used to

explain relations among colleagues,

hierarchies in organizations, how rules are

set and followed or how organizations are

led strategically. Especially for young

people entering the world of work in

another country those insights can be of

great value to understand and adapt to

“new” working habits.

The information you will find in the

following paragraphs are taken of

publications of Geert Hofstede1. You will

find all relevant sources at the end.

1 https://geert-hofstede.com/

Now go and discover the specifics of your

own country and compare to your

country of destination:

Now that you know where you stand, the

following tips2 might be useful once you

immerse in the culture of your

destination country:

2 Quoted from:

https://www.mindtools.com/pages/article/new

LDR_66.htm

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PDI = Power distance

index: to what extend do

people accept that power

is distributed unequally

among them.

IDV = Individualism vs.

collectivism: to what

extend social bonds are

characterized by the

focus on collectives

(“we”) or individuals (“I”)

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MAS = Masculinity vs. femininity:

represents the preferences in

society for “toughness”

(achievement, heroism etc.) or

“tenderness” (caring,

cooperation etc.)

UAI = Uncertainty avoidance

index: to what extend are

people able to cope with

uncertainty and ambiguity

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LTO = Long term

orientation versus short

term orientation: to what

extend societies give

priority to preserving what

has been established in

the past (traditions,

norms) or facing the

challenges of the future

and prepare for those

IND = Indulgence vs.

restraint: to what

extend a society

allows for or restricts

opportunities for

people to enjoy life.

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1.2 Turkey in the Hofstede world

Turkey scores high on the dimension

Power Distance (score of 66) which means

that the following characterises the

Turkish style: Dependent, hierarchical,

superiors often inaccessible and the ideal

boss is a father figure. Power is centralized

and managers rely on their bosses and on

rules. Employees expect to be told what to

do. Control is expected and attitude

towards managers is formal.

Communication is indirect and the

information flow is selective. The same

structure can be observed in the family

unit, where the father is a kind of

patriarch to whom others submit.

Turkey, with a score of 37 is a collectivistic

society. This means that the “We” is

important, people belong to in-groups

(families, clans or organisations) who look

after each other in exchange for loyalty.

Communication is indirect and the

harmony of the group has to be

maintained, open conflicts are avoided.

The relationship has a moral base and this

always has priority over task fulfilment.

Time must be invested initially to establish

a relationship of trust. Nepotism may be

found more often. Feedback is always

indirect, also in the business environment.

Turkey scores 85 on the dimension

Uncertainty Avoidance and thus there is a

huge need for laws and rules. In order to

minimize anxiety, people make use of a lot

of rituals. For foreigners they might seem

religious, with the many references to

“Allah”, but often they are just traditional

social patterns, used in specific situations

to ease tension.

0

20

40

60

80

100Power Distance

Individualism

Masculinity

Uncertainty Avoidance

Long Term Orientation

Indulgence

TUR

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1.3 Understand Turkey from examples

Example 1 - PDI

“The father as head of the household is

expected to decide what the others will

do. Because of the patriarchal structure,

father figure control and the others are

submissive and dependent in general.

Today, since there are stronger, educated,

independent mothers, daughters and sons

and more divorced parents, the situation

is changing day by day. But, in the same

manner, in education and business world,

there are no leaders but bosses who see

themselves superior to the others.”

Example 2 – UAI

Citing a local “people are less risk tolerant;

they avoid suspicious situations and

conflict. As a nation, we need strict laws

and rules to provide an order in the

society. We have time regulations to go

out and arrive home, we have rules in

traffic, we have rules to dress at school or

at work, we have rules to express or write

our opinions, if we want to solve a

problem, there must be the answer

somewhere, if we want to believe a

theory, it must be proved, if we see

somebody with different outlook, there

must be something wrong with him/her.”3

3 Source: Both examples are taken from:

“Describing Turkey Using Hofstede’s

Cultural Dimensions”, by Ezgi Burumoğlu, Gazi

University,

http://www.academia.edu/10131794/Describing_

Turkey_Using_Hofstede_s_Cultural_Dimensions

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Sources:

1) https://geert-hofstede.com/

2) Geert Hofstede, Culture’s Consequences: Comparing Values, Behaviors, Institutions,

and Organizations Across Nations. Second Edition, Thousand Oaks CA: Sage

Publications, 2001

3) Geert Hofstede, Gert Jan Hofstede, Michael Minkov, Cultures and Organizations:

Software of the Mind. Revised and Expanded 3rd Edition. New York: McGraw-Hill

USA, 2010)

4) https://www.mindtools.com/pages/article/newLDR_66.htm

5) Map of Turkey: https://commons.wikimedia.org/wiki/File:Tu-map.png?uselang=de

6) Describing Turkey Using Hofstede’s Cultural Dimensions, by Ezgi Burumoğlu, Gazi

University,

http://www.academia.edu/10131794/Describing_Turkey_Using_Hofstede_s_Cultural

_Dimensions

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2. Turkey Society & Culture

Cultural Orientation

Photo from https://pixabay.com/el/

Republic of Turkey (Türkiye Cumhuriyeti ), is a

Eurasian country that stretches across the Anatolian

peninsula in western Asia and Thrace (Rumelia) in the

Balkan region of south-eastern Europe. The surface

area of Turkey including the lakes is 814.578 km2

/315.000 Sq.miles. Its geographical location, Anatolia,

has always been important throughout history and is

the birth place of many great civilizations. Turkey is

not only a passageway from which the ancient Asian Turkish Culture is transmitted to the

Europe, but also counted as a window of Western Culture opening to meet the Eastern

Culture. Turkey has 8200 km sea shores. Because of these long coastal borders and being a

bridge between the continents of Asia and Europe, Turkey had been the centre of the major

commerce and immigration roads. Ankara has been the capital of Turkey since 1924.

The country may be divided into five regions. The Black Sea region has a moderate

climate and higher than average rainfall. It is dominated by the Pontic mountain range. The

west is noted for agriculture, including grains, vegetables, fruits, nuts, and tobacco. Many

western Black Sea men sought work outside the region in the navy and merchant marine or

in major cities, later returning home to retire. While the men worked away, the women kept

up the home, farmed the land, and cared for the livestock.

In the central Anatolian plateau region villagers engage in animal husbandry and cultivate

wheat, barley, and sugar beets, while in the Eastern Anatolia people engage with

transhumant nomadism with herds of sheep, cattle, and goats. A tribal social organization

survived longer in this area among the Turkish and Kurdish peoples.

The Mediterranean coastal region is lined by the Taurus Mountains. It has a

Mediterranean climate with hot, dry summers and mild, humid winters. The eastern part is

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known for extensive cotton production by wealthy landowners, while the western region is

noted for citrus and banana groves. However, tourism is now a major industry. On the

Aegean coast many hotels, rooms and other touristic facilities are expecting hundreds of

tourists especially in the summer.

The Marmara–Istanbul region, a crossroads of Europe and Asia, is the most densely

settled, commercial, industrial, and touristic region. Istanbul, the largest and most

cosmopolitan city, leads the country in commerce, shipping, fashion, literature, arts, and

entertainment. Over the decades, it has attracted a steady stream of migrants from all parts

of the country.

Turkish Culture is unique in the world because it has influenced and has been

influenced in return by cultures and civilizations from China to Vienna and from Russian

steps to North Africa for hundreds of years. Turkish culture reflects this unparalleled cultural

richness and diversity and remains mostly shaped by its deep roots in the Middle East,

Anatolia and the Balkans, the cradle of many civilizations for at least twelve thousand years.

Architecture and the use of space have been influenced by economic factors, political

ideology, environment, tradition, and foreign ideas. Ottoman architecture with its Byzantine

and Islamic elements represented a clear cultural expression of the imperial past. Leaders of

the new republic wanted a different architecture that would proclaim their new vision of a

Western, secular nation-state. In the 1960s, the Bauhaus school with its emphasis on mass

production influenced the construction of middle-class urban housing in Ankara and some

other cities. Modern skyscrapers and high-rise government, commercial, and apartment

buildings have transformed most major cities. Since the 1950s, modern urban centers have

been ringed by expanding squatter settlements (gecekondus) of substandard housing

constructed quickly by peasants from rural areas.

In the winter, many Turks eat a breakfast of bread with hot soup. In the warmer

seasons, they commonly eat bread and jam, hard- or soft-boiled eggs, a white cheese made

from sheep's milk, salty olives, and warm milk or hot tea with milk. A typical noon meal

consists of vegetable and meat stew with a side dish of rice or bulgar pilaf and salad, with

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fruit for desert. Borek or dolma may substitute for the stew. Sweet deserts, such as baklava,

are served on special occasions. The evening meal is usually lighter, consisting of leftovers

from noon or a kebab with salad. Ordinarily, only water is drunk with the noon and evening

meals. Muslims are not allowed to eat pork, which consists one of the greatest taboos in

Turkey along with alcoholic beverages. Nevertheless, many Turks consume beer, wine and

liquors.

As far as music is concerned, Turkish music has been influenced by Central Asian folk

music, Arabic music, Greek music, Ottoman music, Persian music and Balkan music.

Traditional instruments in Turkish classical music today include tanbur long-necked plucked

lute, ney end-blown flute, kemençe bowed fiddle, oud plucked short-necked unfretted

lute, kanun plucked zither, violin, and in Mevlevi music, kudüm drum and a harp.

Turks have many folk and national heroes, but when you visit Turkey, you want to

know more about one historical figure, whose face or portraits can be seen almost

everywhere: Kemal Atatürk (1881-1938), Turkey's national hero, who was a military

commander of genius and a statesman with few equals. What did he do? He took a

defeated, demoralized, poverty-stricken medieval theocratic monarchy and reshaped it into

a vibrant, progressive, democratic secular republic.

A long succession of political entities existed in Asia Minor over the centuries.

Turkmen tribes invaded Anatolia in the 11th century CE, founding the Seljuq empire; during

the 14th century the Ottoman Empire began a long expansion, reaching its peak during the

17th century. The modern Turkish republic, founded in 1923 after the collapse of the

Ottoman Empire, is a nationalist, secular, parliamentary democracy.

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Economic orientation


Turkey’s population of 62.8 million is young

and growing, it has the largest landmass in Western

Europe, and its economy is the 16th largest in the

world. The US Department of Commerce (DOC) has

identified Turkey as one of the ten most promising

emerging economies, and a recent World Bank study

also declared Turkey one of the ten countries most

likely to enter the top tier of the world economy. Today's Turkey, modern and open to the

world, follows a liberal policy in economy just as in its political structure.

The trend towards liberalization goes back to the 1950s, but related action became

more prominent in the early 1980s when many radical changes and structural reforms have

been made in the field. The main components of this economic reform were reducing

government intervention; implementing a flexible exchange rate policy; liberalizing import

regulations; increasing exports; encouraging foreign capital investment; establishing free

trade zones; deregulating financial markets; privatizing State Economic Enterprises, and

decentralizing government activities. Because of economic reforms based on free market

principles and an international orientation, the Turkish economy has experienced an average

growth rate of almost 5 percent over the past 20 years.

Until about 1950 the state played the leading role in industrialization, providing most

of the capital for structural improvement in railways, ports, and shipping facilities and for the

establishment of such basic industries as mining, metallurgy, and chemicals; it also invested

in manufacturing, notably in the food-processing, textile, and building-material sectors.

Emerging industries were protected by tariff barriers, and foreign investment was

discouraged; the economy remained self-contained and somewhat isolated, with foreign

trade playing only a minor role.

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The EU – Turkey Customs Union in 1995 led to an extensive liberalization of tariff

rates, and forms one of the most important pillars of Turkey's foreign trade policy. Turkey's

exports were $143.5 billion in 2011 and reached $163 billion in 2012 (main export partners

in 2012: Germany 8.6%, Iraq 7.1%, Iran 6.5%, UK 5.7%, UAE 5.4%). However, larger imports

which amounted to $229 billion in 2012 threatened the balance of trade (main import

partners in 2012: Russia 11.3%, Germany 9%, China 9%, US 6%, Italy 5.6%).

Turkey has a sizeable automotive industry, which produced over 1.3 million motor

vehicles in 2015, ranking as the 14th largest producer in the world. Turkish shipbuilding

exports were worth US$1.2 billion in 2011. The major export markets are Malta, Marshall

Islands, Panama and the United Kingdom.

Turkish brands like Beko and Vestel are among the largest producers of consumer

electronics and home appliances in Europe and invest a substantial amount of funds for

research and development in new technologies related to these fields.

Other key sectors of the Turkish economy are banking, construction, home

appliances, electronics, textiles, oil refining, petrochemical products, food, mining, iron and

steel, and machine industry.

When businessmen meet for the first time, they should greet their potential business

partner with a firm handshake. When greeting women, they should wait for them to offer

their hand first. The eldest persons should be greeted first, as Turks hold great respect for

the elderly. Business is a serious matter and should be treated as such. Initial meetings are

formal so business partners should avoid coming across as too casual and friendly, even if

they have developed a relationship on a personal basis already. If a business card is offered

to them, this could be a sign that the Turks are interested in developing the business

relationship further, so they should ensure that they offer their card in exchange and take

the time to read their card before putting it away. Business meetings are booked in advance

and there is an expectation of punctuality. It can take a long time for any decisions to be

reached in business so business partners should be prepared for several meetings to take

place before they are able to meet with the people in positions of power, who are the

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decision makers. Turkish people do not appreciate being rushed or being given “the hard

sell”. They don’t like pressure or deadlines, therefore someone must be patient.

As a foreign worker, it will be hard to embark on some careers in Turkey due to

Turkish government restrictions on recruitment - the legal, medical and mining fields are all

off-limits to international applicants. If a foreigner is hoping to teach English as a foreign

language or enter the tourism industry however, he is in luck - English-speaking foreign

workers are particularly popular in these sectors.

Social orientation


Turkish people are sociable, well-

mannered and hospitable. The most essential

social unit in Turkish culture is the family. A Turk’s

personal life is dependent on and revolves

around family, friends and other community

groups. These, in turn, command one’s opinions

and decisions. Family loyalty is a vital aspect of

Turkish society and one that has a major impact on Turkish business practices. Many

businesses in Turkey are still family-owned and run and the concept of family connections

and influence is apparent during business exchanges in Turkey. School attendance is

compulsory to age 14. The first day of class constitutes an important rite of passage. The

children are dressed in black smocks with white collars and taken to school with pomp and

ceremony. Most families that can afford it, keep their children in school beyond age 14.

Most would like to see their children, especially their sons, complete university, but this is

rarely possible for poor families.

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The Turkish curriculum has been recently reformed. The new approach now

rely on ‘values education’, e.g. the notions of ‘national unity & solidarity’ as well as

‘national, moral and universal values’. The new curriculum refers to values education

as having a cultural impact, claiming that it is significant in turning these values into

new norms and daily behaviors for society in the future.

Formal education in Turkey includes pre-primary education, primary education,

secondary education and higher education. Pre-primary education involves the education of

children in the age group of 3 to 5 who have not reached the age of compulsory primary

education, on an optional basis. Primary education involves the education and training of

children in the age group of 6 to 13. It includes both elementary and middle schools each of

which lasts four years. Primary education is compulsory for all citizens and free at the public

schools. Towards the end of the primary school, pupils are given information about both

general and vocational/technical high schools and the kinds of employment they prepare

for. Secondary education comprises of high schools of a general or vocational and/or

technical character giving four-year courses following primary education. Secondary

education is also compulsory since 2013 and free at the public schools. Higher Education in

Turkey includes all post-secondary institutions, which offers at least two years of formal

education. After graduating from high school, students can enroll in higher education which

is compatible with the Bologna three-cycle system.

Turkish young people are active and enjoy leisure activities, such as cinema,

attending concerts or going to the theatre, listening to music, reading, or playing games

(especially on Computer). Going out with friends or visiting family members is also

something very common in Turkey. Soccer is an extremely popular activity: Turks enjoy

watching soccer as well as playing in a team.

In Turkey, as in other countries going through a process of transformation, modernity

does not necessarily mean a shift away from spirituality and religion. Recent poll has

revealed that a huge majority of the Turkish interviewees regard family solidarity as the

most important value when it comes to bringing up children. While a relatively big

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percentage of the participants highlighted ‘religious beliefs’ as the second most important

value this was followed by obedience and respect for other cultures. Some highlighted

independence whereas only a few stated curiosity. Therefore, there is a rather clear

emphasis on ‘conservative’ values. The emphasis on ‘the family’ or the ‘religious community’

as key values should be seen against the background of a conscious shift in the social and

cultural policies of the Turkish state.

The expectations on life in Turkey comply with the conservatism of the Turkish

society. Families expect their children -especially in the urban regions- to study, get married

and have families of their own. Moreover, they are expected to become successful in their

profession and earn a good deal of money. The western capitalism has affected the Turkish

society more than ever in the last decades. As a result, many people who live in big cities,

like Istanbul or on the coast form their lives according to the western model: they live in big

buildings with blocks of flats, they own one or two cars, they go out to bars, clubs etc. and

they travel during vacation. However, one cannot claim that there is only one way to live and

organize your life in Turkey. It totally depends on which part of the country you were born.

Eveyday life


During the week people in Turkey attend their

workplace where they have to stay approximately 8 hours

per day. The rest of the day is spent with their families. For

men it is a custom to go to coffee houses where they have

tea or coffee, meet with other men, or smoke nargile.

Social life consists of two different places: Inside and

outside the home. Women leave the outside world to

the men, generally remaining in the home. Women

get married at an earlier age than men and settle into their role of housewife and home

maker. As the education level of women increases, the fertility rate decreases. Nearly every

female university graduate has only one child. 9 million of the 21 million working population

of Turkey are women. In the rural areas, the rate of working women, especially in

20




agriculture, is very high. However, women work in this sector as an extension of their

housework and not to make a living. In urban areas, women hold important posts in both

public and private sectors, the arts and sciences. Today, Turkish women are bank managers,

doctors, lawyers, judges, journalists, pilots, diplomats, police officers, army officers or prime

ministers. Nearly two thirds of health personnel including doctors and pharmacists, one

quarter of all lawyers and one third of banking personnel are women.

At the weekends, Turks spend their free time with their families. They have picnics in the

parks-if the weather is good-, play with their children, visit friends or family. They also go to the

cinema or the theatre and many of them choose to spend their time in their gardens. Gardening is

domestic activity and the products of a garden are not meant to be sold at the market.

Religious festivals play a significant role in Turks’ lives. Two of the most important festivals

are Ramadan and the Feast of Sacrifice. The main characteristics of Ramadan and the Feast of

the Sacrifice are that people, neighbours, relatives and friends pay visits and go to see each

other. Young people kiss their parents’ hands and receive best wishes and blessings from

them. It is a tradition to give money or little gifts to those children who kiss one’s hands.

Candies are served to visitors during Ramadan. That is why Ramadan is also called the “Sugar

Festival”. During the Feast of the Sacrifice, not only candies but also the meat of sacrificial

animal are served to guests.

The Ramadan festival comes after one month of fasting. There are also many

traditions regarding the fasting month, which is known as Ramadan Month. In former times

in particular, and in summer when nights are shorter, people who fasted did not sleep after

dinner but waited until sahur (a meal taken just before dawn during Ramadan). In this

period, people organized many different forms of entertainments. Karagöz and ortaoyun

were examples of Ramadan shows. In rural areas, people gathered in houses and in coffee

houses where wandering minstrels used to play instruments and sing. Added to these

wandering minstrel songs, folk stories that could last up to a few days were recounted.

Another feature symbolizing the Turkish way of life is the Turkish Baths ("Hamam").

They have a very important place in Turkish daily and historical life as a result of the

emphasis placed upon cleanliness by Islam. Since Medieval times public bath houses have

21




been built everywhere and they retain an architectural and historical importance. The

Turkish way of bathing in a "hamam" is very healthy and refreshing.

During their holidays, many Turks visit the coastal region where they have the

opportunity to swim in the sea and enjoy a relaxing time at a hotel. Other choose to travel

abroad or to Greece-and especially the islands of Mytilene, Samos, Chios.

22




3. Read more about Turkish Culture, History and Work and Business Life

3.1 Turkish Political System, Culture and History

Turkish political country profile by the BBC (regularly updated):

http://www.bbc.com/news/world-europe-17988453

Turkey in the EU

https://europa.eu/european-union/about-eu/countries/member-countries/Turkey_en

A comprehensive and deep cultural analysis and description of Turkey is offered here:

http://www.everyculture.com/To-Z/Turkey.html

3.2 Guide to Turkish– Etiquette, Customs, Culture & Business

Etiquette and Business Culture in Turkey

• http://businessculture.org/southern-europe/business-culture-in-turkey/business-

etiquette-in-turkey/

• http://www.kwintessential.co.uk/resources/guides/guide-turkey-etiquette-

customs-culture-business/

• https://www.commisceo-global.com/country-guides/turkey-guide

• http://turkishtravelblog.com/about-turkey/

• http://www.kultur.gov.tr/EN,98556/religious-festivals.html

3.3 Going for work and vocational training to Turkey–a comprehensive overview by the

Germen Labour Agency.

https://www.prospects.ac.uk/jobs-and-work-experience/working-abroad/work-in-turkey

23




Sources:

1) https://geert-hofstede.com/

2) Geert Hofstede, Culture’s Consequences: Comparing Values, Behaviors, Institutions,

and Organizations Across Nations. Second Edition, Thousand Oaks CA: Sage

Publications, 2001

3) Geert Hofstede, Gert Jan Hofstede, Michael Minkov, Cultures and Organizations:

Software of the Mind. Revised and Expanded 3rd Edition. New York: McGraw-Hill

USA, 2010)

4) https://www.mindtools.com/pages/article/newLDR_66.htm

5) Map of Turkey: https://commons.wikimedia.org/wiki/File:Ro-

map.png?uselang=de#file

24




Annex: Turkish Society & Culture – Practical hints around

Turkish homes, etiquette and negotiation

Islam

Islam is the religion of the majority of Turks although the state is fiercely secular. Islam

emanated from what is today Saudi Arabia. The Prophet Muhammad is seen as the last of

God's emissaries (following in the footsteps of Jesus, Moses, Abraham, etc) to bring

revelation to mankind. He was distinguished with bringing a message for the whole of

mankind, rather than just to a certain peoples. As Moses brought the Torah and Jesus the

Bible, Muhammad brought the last book, the Quran. The Quran and the actions of the

Prophet (the Sunnah) are used as the basis for all guidance in the religion.

Among certain obligations for Muslims are to pray five times a day - at dawn, noon,

afternoon, sunset, and evening. The exact time is listed in the local newspaper each day.

Friday is the Muslim holy day although this is not practised in Turkey. However, most males

will attend the congregational afternoon prayer. During the holy month of Ramazan all

Muslims must fast from dawn to dusk. Fasting includes no eating, drinking, cigarette

smoking, or gum chewing

Etiquette & Customs in Turkey

Meeting and Greeting Etiquette

• When meeting shake hands firmly. When departing it is not always customary to

shake hands although it is practised occasionally.

• Friends and relations would greet each other with either one or two kisses on the

cheek. Elders are always respected by kissing their right hand then placing the

forehead onto the hand.

• When entering a room, if you are not automatically met by someone greet the most

elderly or most senior first. At social occasions greet the person closest to you then

work your way around the room or table anti-clockwise.

• Greet people with either the Islamic greeting of 'Asalamu alaykum' (peace be upon

you) or 'Nasilsiniz' (How are you? pronounced na-sul-su-nuz). Other useful phrases

are

• 'Gunaydin' (Good Morning, pronounced goon-ay-dun), 'iyi gunler' (Good Day,

pronounced ee-yee gun-ler) or 'Memnun Oldum' (pleased to meet you).

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Gift Giving Etiquette

• Gift giving has no real place in business relationships or etiquette. Relationship

building and the like will usually take the form of dining or sight seeing trips rather

than lavish gifts.

• However, if a gift is given it will be accepted well. It is always a good idea to bring

gifts from your own country such as food stuffs or craft items.

• Be aware that Turkey is a Muslim country. Before giving alcohol to anyone be 100%

sure that they drink.

• The only time you would need to give any great thought to gifts would be if you were

invited to a Turk's home for dinner. The most usual gifts to take are pastries,

(especially 'baklava') and decorative items for the home such as ornaments or vases.

Flowers are not usually taken to a host but can be if felt appropriate. It is best to ask

a florist for advice on what is best to take. If the host has children take some

expensive sweets or candy.

Dining Etiquette

• Most business entertaining will take place in restaurants. Turks enjoy food and the

meal is a time for relaxing and engaging in some good conversation.

• The protocol of Turkish hospitality dictates that the host always pays for the meal.

The concept of sharing a bill is completely alien. You may try and offer to pay, which

may be seen as polite, but you would never be allowed to do so. The best policy is to

graciously thank the host then a few days later invite them to do dinner at a

restaurant of your choice. It may be a good idea to inform the restaurant manager

that under no circumstances are they to accept payment from your guests.

• Evening meals may be accompanied by some alcohol, usually the local tipple called

Raký (pronounced rak-uh). It will comprise of a few courses with the main course

always meat or fish based, accompanied by bread and a salad.

• Turks smoke during meals and will often take breaks between courses to have a

cigarette and a few drinks before moving onto the next.

• Tea or Turkish coffee is served at the end of a meal sometimes with pastries. Turkish

coffee is a national drink and should at least be sampled. It comes either without

sugar, a little sugar or sweet. Turkish coffee is sipped and allowed to melt into the

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taste buds so do not gulp it down as you would instant coffee. Never drink to the

bottom of the cup as it will be full of ground coffee and taste awful.

Business Etiquette and Protocol

Relationships & Communication

• Turks prefer to do business with those they know and respect, therefore spend time

establishing a personal relationship.

• Relationships are fostered in the office, over extended lunches, dinners, and social

outings.

• Courtesy is crucial in all business dealings.

• Turks do not require as much personal space as many other cultures and will stand

close to you while conversing.

• Do not back away, as this can be construed as unfriendly.

• Discussions may start slowly, with many questions that may seem irrelevant to the

purpose of your visit. It is extremely rude to insist that your colleagues get to the

point.

• Ask about his/her family without prying. Questions about children will be welcomed.

• The Turks are proud of their country and will enjoy answering questions on their

culture and history although be sure to avoid political history.

• Most Turkish men love football (soccer) and usually support one of three teams:

Galatasaray, Beþiktaþ or Fenerbahçe. Asking after their team's recent fortunes will

always

• produce lively and animate responses.

• Once a relationship has been established, communication is direct.

• It is vital that you maintain eye contact while speaking since Turks take this as a sign

of sincerity.

Business Meeting Etiquette

• Appointments are necessary and should be made 1 to 2 weeks in advance, preferably

by telephone.

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• Many Turks take vacation during July or August, so it is best not to try to schedule

appointments at that time.

• It is also not a good idea to schedule meetings during Ramazan (Ramadan).

• Punctuality is expected although you should be prepared to be kept waiting.

• First appointments are more social- than business-oriented since Turks prefer to do

business with people they know.

• Small talk helps establish a rapport. Do not immediately begin discussing business.

• Have all printed material available in both English and Turkish.

• Presentations should be well thought-out, thorough, and backed up with visual aids

such as maps, chart and graphs.

Business Negotiation Etiquette

• Always come to Turkey knowing two things. Your success is defined by your ability to

build effective personal relationships combined with a clearly outlined and well

presented proposal.

• Business is personal. Although this is changing with the influx of big multi-nationals

and a more corporate culture in some of the larger companies, many businesses are

still family owned and run.

• Turks will want to do business with those they like, trust, feel comfortable with and

with those that can provide a long term relationship. If they feel you are hiding

something or there is an element of suspicion about your motives you may not get

very far.

• Building a relationship with your Turkish counterpart(s) is therefore critical. The first

meeting at least should be solely focused on getting to know each other. Once a

relationship has been established you can safely move on to business matters.

• As well as looking to the person, Turks are also astute business people. Ensure your

proposal clearly demonstrates the mutual benefit and profitability of any agreement

or partnership.

• Turks are primarily oral and visual communicators so in addition to written statistics,

projections and the like try to present information vocally or with maps, graphs and

charts.

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• Decision making can be slow. It is most likely that you will meet and negotiate with

less senior members of a family first. Once you are seen as trustworthy and your

proposal financially viable you will then move on to meet more senior members. A

decision is ultimately made by the head of the family/company.

• When negotiating, the Turks will start at extremes in order to gage your response.

Prior to negotiations know your target figure and work slowly towards it through

meaningful concessions. When conceding ensure you present this as a favour and a

decision made out of respect and liking for your counterpart(s). Try and concede only

once you have gained agreement on a reciprocal concession on a separate or related

issue.

• Do not use deadlines or pressure tactics as the Turks will use this to their advantage

and reverse the tactic by threatening to cancel agreements or end negotiations. Be

patient.

It may not always be necessary to focus on financial benefits when negotiating. It is

just as useful to point to areas such as power, influence, honour, respect and other

non-monetary incentives.

Business Dress Etiquette

• Business dress is conservative. You will be expected to wear a suit and tie. Similarly

women should wear smart professional outfits.

• In the summer, and especially in the cities of Istanbul, Izmir and Anakara the weather

is very hot and humid. It is acceptable to just wear a shirt with trousers and in most

cases to not wear a tie.

• Outside the big cities and especially in the East of Turkey both women and men

should wear more conservative clothing. Women are advised to refrain from

exposing their legs and arms and to ensure clothes are not tight-fitting. Men should

not wear shorts.

Naming Conventions

• When addressing a Turk the most common method is to call a man by his first name

followed by 'bey' (pronounced bay). So, Ertan Gonca, would be Ertan Bey. Similarly a

woman's first name would be followed by 'hanim' (pronounced ha-num).

• Where professional titles exist such as Doctor or Professor, always use them either

on their own of before the first name. Curiously this is also the case with many other

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professions such as lawyers 'Avukat' or engineers 'Muhendis'. Within Turkish

companies and organisations senior ranking staff will be addressed accordingly. A

common example is Mr. Manager, 'Mudur Bey'.

• A common phrase you will hear Turks using is 'efendim' (literally 'my master'). You

may hear this from a waiter, a secretary, taxi driver, doorman, shop staff and many

others. It is simply a polite way of addressing people you are not familiar with.

Business Card Etiquette

• Business cards are exchanged without formal ritual.

• Use both hands to exchange cards.

• Present your business card to the receptionist when you arrive.

• Have one side of your business card translated into Turkish. Although not a business

necessity, it will impress your business colleagues.

• Often Turks do not give their business card unless they are certain that they wish to

establish a business relationship.

Take our Turkey Quiz and see how much you know - 85% gets you a pass!

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