Turkish Business Culture for Foreign Investors

What foreign investors should expect in Turkish business

Business customs in Turkey vary by sector, company, region and individual. The notes below are starting points for foreign teams, not rules about how every Turkish counterpart behaves. Confirm expectations with the people you are working with, and put commercial terms and decisions in writing. For company setup and regulatory matters, see our guides to registering a company in Turkey and foreign investment services.

Relationship-First Business Culture

Building professional rapport can help meetings and negotiations, but the amount of relationship-building expected differs between organizations and industries. Allow time for introductions while keeping the meeting purpose and next steps clear.

What This Means in Practice:

• Initial meetings may include introductions and context before the agenda

• Some counterparts use informal conversation to establish rapport; follow their lead and keep personal topics appropriate

• Tea or coffee may be offered; accept or decline politely according to your preference

• Business lunches and dinners are common and important for relationship building

• Agree on a practical follow-up date rather than assuming the decision timeline

Communication Styles

Indirect Communication

Communication styles vary. When a response is uncertain or indirect, ask a neutral follow-up question and confirm the decision, owner and deadline in writing:

• A response such as “we’ll review it” may mean that no decision has been made yet

• Do not infer commitment or refusal from a phrase alone; clarify the next action

• Direct rejection is rare - watch for non-verbal cues and hedging language

• Silence or topic changes often signal disagreement

Verbal and Non-Verbal Cues

• Eye contact: Maintained during conversation, showing respect and attention

• “Hayır” gesture: A slight upward head nod with raised eyebrows means “no” in Turkey (often confusing for foreigners who interpret nods as “yes”)

• Greetings: Follow the other person’s preferred greeting and respect personal boundaries

• Business cards: Exchange at the beginning of meetings, presented and received respectfully

Meeting Etiquette

Scheduling and Punctuality

• Schedule meetings in advance (at least one week, preferably two)

• Punctuality: Arrive on time and confirm the meeting location, attendees and start time in advance

• Avoid scheduling during: Ramadan fasting hours (if meeting observant Muslims), public holidays, and July-August (vacation season)

• Best meeting times: Tuesday through Thursday, 10:00-12:00 or 14:00-16:00

During Meetings

• Greet the most senior person first - hierarchy is important

• Dress formally: Business suits are standard, especially for first meetings

• Multiple meetings may be needed before reaching an agreement

• Decisions are usually made by senior management - the person you meet may need to escalate for approval

• Presentations should be professional but leave room for discussion and questions

Negotiation Style

Negotiation approaches differ across counterparties. Prepare a clear proposal and distinguish negotiable commercial points from legal or compliance requirements:

Key Negotiation Traits

• Pricing: Ask how the proposal was calculated and identify which terms can be negotiated

• Patience is essential: Negotiations can take much longer than expected. Showing urgency can weaken your position

• Disagreement: Keep the discussion focused on evidence, scope and agreed outcomes

• Personal relationships matter: A strong personal connection can accelerate negotiations significantly

• Written agreements are important: Despite the relationship focus, always formalize agreements in writing with proper legal documentation

Hierarchy and Decision-Making

Decision-making structures vary. Identify the people who review, approve and sign the decision:

• Confirm who has authority to approve and sign the proposed agreement

• Respect for seniority: Age and experience command respect in the business environment

• Title usage: Use professional titles (Bey for Mr., Hanım for Ms.) with first names (e.g. “Yiğit Bey” or “Ayşe Hanım”)

• Ask about each organization’s decision and escalation process instead of assuming who holds authority

Legal and Regulatory Culture

Turkey’s business regulatory environment has several points foreign employers should know:

Bureaucratic Processes

• Paperwork-heavy: Turkey has a strong documentation culture. Keep copies of everything

• Notary (Noter) requirement: Many business documents require notary certification

• Foreign documents: Authentication and translation requirements depend on the document, country of origin and receiving authority. Our power of attorney in Turkey guide explains common routes

• Government interactions: Having a local representative or advisor who speaks Turkish is highly recommended for dealings with government agencies

Working with Government

• Confirm the competent authority, application channel and current eligibility criteria for each licence or incentive. For investment support, begin with our investment incentives guide.
• Trade-registry and chamber steps depend on the entity and activity; confirm the requirements during registration rather than assuming that every investor follows the same process.

Working Hours and Public Holidays

Typical Working Hours

• Office hours differ among private companies, public bodies and bank branches. Confirm the relevant organization’s current hours and appointment process before travelling.

Key Public Holidays (2026)

• January 1: New Year’s Day

• April 23: National Sovereignty and Children’s Day

• May 1: Labour and Solidarity Day

• May 19: Commemoration of Atatürk, Youth and Sports Day

• July 15: Democracy and National Unity Day

• August 30: Victory Day

• October 29: Republic Day

• Ramadan Feast (Ramazan Bayramı): 3.5 days (dates change annually based on Islamic calendar)

• Sacrifice Feast (Kurban Bayramı): 4.5 days (dates change annually)

Practical Tips for Foreign Executives

• Learn basic Turkish phrases: “Merhaba” (hello), “Teşekkürler” (thank you), and “Hoşça kalın” (goodbye) go a long way

• Gift-giving: Appropriate for first meetings. Quality chocolates, items from your home country, or desk accessories are safe choices. Avoid alcohol unless you know the recipient’s preferences

• Dining etiquette: The host typically pays. If invited to dinner, reciprocate with an invitation later

• Patience with bureaucracy: Processes may take longer than expected. Having a local advisor through consulting services in Turkey or an accountant is essential

• Follow up in writing: Always confirm verbal agreements via email

• Istanbul traffic: Account for severe traffic when scheduling meetings in Istanbul. Allow at least 1.5 hours for cross-city travel

• WhatsApp: Widely used for business communication in Turkey, more so than email in many cases

• Turkish hospitality: Accept invitations to tea, coffee, and meals - these are essential relationship-building opportunities