Dutch-Turkish business cooperation : an effective way of dealing with cultural differences, which influence business co-operation between Dutch and Turkish companies

This research is conducted as a result of increased Dutch Foreign direct investment in Turkey. Existing information about the cultural effects on management practices between Turkey and The Netherlands were underexposed and conventional wisdom is out of date within this domain. The focus is laid on business negotiations because earlier research has suggested that most of the mergers and acquisitions faildue to intercultural differences. This research gives insight into the following aspects; pace of negotiations, negotiation strategies, negotiation tactics, communication, relationship building, and decision making. Results of this study show that there are cultural differences between Turkey and The Netherlands in preferences for style of negotiation. There is also noticed that culture in Turkey shifts toward western principles and culture in The Netherlands shift towards Asian principles which results in the phenomenon that formal differences change into similarities. This change might be a result of globalization and adaptation to the best practices. Key words: Business culture, Business relationships, Turkey, Netherlands, Negotiations, Co-operation, Hierarchy, Business values, Islamic work values, Protestant work values, loss of face, Business structure, national culture.