“一带一路”国家跨文化商务交际教程（第二版）课件 Unit 4 Türkiye

土耳其Lead-inOverviewBusinessknowledge

Casestudy

CareerskillsLead-inUnit4TürkiyeBriefintroductionTheRepublicofTürkiye,situatedatthejunctionofEuropeandAsia,isadynamiccountrywitharichhistoryandvibrantculture.IthasattractedcountlessChinesetouristswithitsrichcultureandimpressiveworldheritagesites.TürkiyeandChinahavebeenexpandingtheircooperationintechnology,medicine,newenergy,andthedigitaleconomy,yieldingbenefitsforbothpeoples.

WordTipsCappadocia/ˌ

kæpəˈdoʊʃə/卡帕多细亚（小亚细亚的古地区名）Riviera/ˌrɪviˈeərə/n.海滨度假胜地civilization/ˌsɪvəlaɪˈzeɪʃən/n.文明（社会）Mediterranean/ˌmedətəˈreɪniən/a.地中海的；地中海地区的kebob/kəˈbɒb/n.烤（肉）串Turkishdelightn.土耳其软糖shoulderseasonn.平季（指旅游旺季和淡季之间的峰肩期）mild/maɪld/a.温和的；暖和的Istanbul/ˌɪstænˈbʊl/伊斯坦布尔（土耳其西北部城市）Questions1.WhatisthemainattractionofCappadocia?2.Whatkindsofmeataretypicallyincludedinkabobs?3.WhatarecommonlyservedwithTurkishdelight?4.Accordingtothespeaker,whenisthebesttimetovisitTürkiye,andwhy?Allright,let’stalkaboutwheretogo,placestosee,and

(things)

to

do.Obviously,youknowaboutCappadocia.That’stheplacewhereyougotoseeallofthosehot-airballoonsflyingoverTürkiye.AndthenyouhavetheTurkishRiviera,

whichiswhereI’matnow.Youhave(it)allthewayfromBodrum,allthewaytoAlanya.Nowinbetween,

youhavetownslikeKasorÖlüdeniz,whichisactuallyexactlywhereI’mat.IwouldsaytheTurkishRivierarivalsthatoftheGreekislands.Veryclosetoroads,too.Youcanevengetouttheretoroadsifyouwanna(to)gothere.Thenthere’s(thereare)otherplaceslikePamukkale,geothermalhotsprings,andmanydifferentancientcivilizationsforyoutoexplore,

likeEphesus

andthewholeMediterraneancoast(whichis)veryfullofGreco-Romanoldcivilizations.ImeantheybasicallystartfromtheoldcityofTroyandthenworkedtheirwaydownallthewaytowardPaphlagoniaactually,

andeverythinginbetweenseemslikeeverytownhasremnantsorruinsofanoldcivilizationfromtheGreco-Roman,ByzantineLycianhistory.ScriptsAllright,guys,whenyoucometoTürkiye,you’regonnaexperiencealotofdifferentfoods.

That’swhatwe’reheretoshowyou.Solet’sgetintoit.Therearemanydifferenttypesofkabobthatyou’llwanttotry.Personally,Iliketogowiththelamb,butyoucanaskforavarietyofdifferentkabob(s).Butmostly,doner

kabobissomethingthatyouwillwanttoresearchandtrywhen(youare)inTürkiye,

andthemixedmeatisgoingtoincludechicken,lamb,(and)beef,nopork.PorkisverylimitedhereinTürkiye.Infact,you’llfindplentyofsausagelikechickensausageorlambsausage.Andtheseafoodoptionsaregonnaincludethelocally-caughtfish,someshrimp,calamari,octopus,somecaviar,anchovies,andsomeothershellfish.Butdon’tforgetaboutthestreetfood.Andsurprisinglyenoughforme,Ifoundalotofcornasstreetfoodalongwithsomenuts.Türkiyehasawholemixedbagofsalads.Theyliketoincludealotofolives,tomatoes,greens,andcheesewiththeirsalads.Butthenyoucan’tforgetaboutdessert,baklava,deliciouscrepes,andawholevarietyofdifferentpancakesandwaffles.AndyouhaveTurkishcoffeeandTurkishtea,whichis(are)commonlyservedwithTurkishdelight.Butlastbutnotleast,youcan’tforgetabouttheTurkishicecreamguysthatliketoteaseyouwhiletheyserveyoutheicecream.ScriptsSowhenisthebesttimetovisit?Wellstraightup,it’sgoingtobeAprilandMay,SeptemberandOctober.Thosearetheshoulderseasons,less(fewer)people,andmoremildweather.Ifyoulikesnow,gotoIstanbulinDecemberandJanuary,andyoumightjustgetverycold,

snowyweather.Ifyoulikeextremelyhotweather,showupinJuly,andifyoushowupinJuly,you’realmostguaranteedtogetalotofpeopleandcrowdsalongwiththehotweather,sothat’syourthing.June,July,andAugust(are)perfectforyou.Ifmildweatherandless(fewer)crowdsareyourthing,thenshowupinApril–MayorSeptember–October.Scripts1.WhatisthemainattractionofCappadocia?Cappadociaisknownasaplacewhereyoucanseehot-airballoonsflyingoverhead.2.Whatkindsofmeataretypicallyincludedinkabobs?Chicken,lamb,andbeef.3.WhatarecommonlyservedwithTurkishdelight?TurkishcoffeeandTurkishtea.4.Accordingtothespeaker,whenisthebesttimetovisitTürkiye,andwhy?ThebesttimetovisitTürkiyeisfromApriltoMay,orfromSeptembertoOctober,becausetheseare“shoulderseasons”.Thismeansthattherearefewerpeople,andtheweatherismilder.OverviewUnit4Türkiye

CountryprofileOfficialname:RepublicofTürkiyeOfficiallanguage:TurkishCurrency:TurkishLira(TRY)Capitalcity:AnkaraTürkiyeoccupiesauniqueposition,lyingpartlyinEuropeandpartlyinAsia.NearlyallofthecountryisinAsia,surroundedbyneighboringcountriessuchasGeorgia,Iran,andSyria.OnlyaminorportionofitstotallandmassliesinEurope,whereitsharesborderswithGreeceandBulgaria.

CountryprofileServicesmakeupthelargestshareofitseconomy,notablydrivenbytourism.Türkiyealsohasasignificantmanufacturingsector.Theagriculturesectorremainscrucialinthecountry,withgrains,fruits,andvegetablesbeingtheprimaryproducts.AsoneoftheBRIparticipatingcountries,TürkiyehasseenfruitfulcooperationwithChina.ThetwocountriescollaboratedonTürkiye’skeyinfrastructureprojects,includingtheAnkara–IstanbulHigh-SpeedRailway.

Keyculturalconcepts

FamilyPolychronictimeReligion

FamilyTurkishpeopleregardthefamilyasthemostimportantsocialunitandthefoundationofTurkishculture.ThefamilycanshapeTurkishpeople’sopinionsanddecisions,andgreatlyinfluencesTurkishbusinesspractices.

PolychronictimeTurkishpeopleoftenmultitaskandengageinmultipleconversationsgoingonatthesametime.MeetingsintheTurkishbusinessworldareusuallynotsystematicallyorganizedandrarelyfollowalinearformat.Bepatient.

ReligionReligionplaysasignificantroleinTurkishpeople’severydaylives.TürkiyehasadeepIslamichistory,andIslamictraditionsgreatlyinfluencethecountry’sculturallife,beliefs,language,socialrelationships,andpolitics.BusinessknowledgeUnit4TürkiyeBusinessetiquetteGreetingsNamesandtitlesGift-givingTablemanners

GreetingsInTürkiye,greetingsandintroductionsareimportant.Itiscustomaryforfriendsofthesamegendertogreeteachotherbykissingonbothcheeks.Whenamangreetsawoman,anacceptablegreetingwouldbeanodorahandshakewithminimalcontact.Whenyouareintroducedtoagroupofpeople,itisvitaltoshakehandswiththeeldestonefirst.Also,standingupispoliteifanolderpersonorsomeoneofhigherrankenterstheroom.ThemostcommongreetingisMerhaba(“Hello!”inEnglish).Whenenteringameetingroomorjoiningatableatarestaurant,youneedtogreetandshakehandswitheachpersonpresent,notjustthepeopleyoualreadyknow.

NamesandtitlesInbusiness,Turkishpeopleprefertobeaddressedbytheirranks,suchas“Manager”.Intheworkplace,Turkishpeopleoftenaddressothers

as“Mr.”or“Ms.”followedbytheirfamilynameorgivenname.Nevercallthemsolelybytheirgivennameunlesstheyofferit.

Gift-givingInTürkiye,gift-givingisacommonpracticethroughoutafriendship.Peopleexchangegiftsonvariousoccasions,suchasbirthdays,weddings,andreligiousholidays.SmallgiftsInTurkishbusinessculture,gift-givingisnotcommon.However,ifyouofferagift,itwillbeacceptedwell.Itwouldbebesttogivesomethingrelatedtoyourhomecountry,suchasfoodandcraftitems.Turkishpeopleoftentaketheirbusinessassociatesoutformealsoronsightseeingtripsinsteadofgivinggifts.

TablemannersArriveontime.ItisextremelyrudetorushyourTurkishcounterpartintobusinessmattersduringmeals.Duringthemeal,onlyeatordrinkaftertheeldestpersonatthetablehasbegun.Youareexpectedtofinishallthefoodonyourplates,asleavingfoodcanbeseenasdisrespectful.InTürkiye,thehostalwayspaysforthemeal;splittingthebillisnotacommonpractice.Youcanexpressyourgratitudeattheendofthemealandlaterinvitethemtoarestaurantofyourchoicetoreciprocate

theinvitation.BusinesspracticesStructureandhierarchyinTurkishcompaniesBusinesscardsMeetingsBusinessnegotiationsBusinessrelationshipsContracts

StructureandhierarchyinTurkishcompanies

Afamily-basedhierarchyThedecision-makingprocessinTürkiyecanbeslowsincemanyactionsrequiretheapprovalofseniormanagers.

BusinesscardsYoucan

includeacademicdegreesandtitlesonyourcard.Inthecontextofmultinationalcompanies,itiscommontoencounterduallanguagecardsthatdisplayTurkishdetailsononesideandEnglishontheother.InTurkishbusinessculture,peopleonlyhandovertheirbusinesscardswhentheydecidetoestablishabusinessrelationship.Offerbothofyourhandswhenyoureceiveabusinesscardandtakethetimetoreadit.Inreturn,youshouldofferyourcardwithbothhands,maintaineyecontact,andsmile.

MeetingsInTürkiye,businessmeetingsoftenbeginwithafriendlyatmosphere,whereparticipantsengageincasualconversationsaboutfamily,food,sports,andTurkishculture.Steerclearofsensitivetopicssuchaspolitics,history,andreligion.Astheconversationprogresses,theywilllikelyshowinterestinlearningmoreaboutyourcompany,products,andservices.Atthispoint,itisappropriatetodelveintobusinessmatters.

BusinessnegotiationsTurkishnegotiatorsenjoybargainingduringdeals.Turkishnegotiatorsoftenuseindirectlanguageorsubtlehintstoconveytheirstance.

BusinessrelationshipsTurkishpeoplepreferconductingbusinesswithindividualstheytrust,knowwell,andwithwhomtheycanbuildalong-termrelationship.Casualconversationsandsocialactivitieswillproveadvantageousforfuturebusinessengagements.Businessrelationshipshingeontrustandmutualfriendship,whichareprerequisitesforsuccessfultransactions.

ContractsWrittencontractsaretypicallylengthyandspelloutdetailedtermsandconditionsforthecoreagreements.AligningtheEnglishandTurkishversionscanbechallengingduetothedifficultyintranslatingintentionsaccurately.Itisessentialtorevieweachlanguageversionindependently.Turkishbusinessesgenerallyexpecttheotherpartytostayflexibleifconditionschange,whichinvolvesagreeingtomodifycontractterms.

Pitfall1Maintainprolongedeyecontact.MaintainingeyecontactwhenspeakingwithyourTurkishcounterpartisasignofsincerity.However,prolongedeyecontactcanbeperceivedasaggressiveinTurkishculture.SomeMuslimsmaylookawayfromindividualsoftheoppositegender,andwomenmayalsoavoideyecontactwithunfamiliarmen.

Pitfall2Dressfreely.Itisimportanttomaintainaconservativeappearancebycoveringyourlegsandshoulders.Inbusinesssettings,menareadvisedtowearaconservativesuitwithatie.Smartbusinesssuitsareacceptableforwomen,butmakesurenottowearanythingtootightorrevealing.

Pitfall3Useahigh-pressureworkingstyle.WhennegotiatingwithyourTurkishcounterpart,avoidsettingstrictdeadlinesandemployinghigh-pressuretactics.Theseapproachestendtobecounterproductive.NegotiationswithTurkishpeoplerequireconsiderabletime,sopatienceisimportant.CasestudyUnit4Türkiye

Case1

LiKe,arepresentativeofaChinesecompanyAylinÖztürk,aTurkishdelegateInthebeginning,LiKegreetedherwithMerhabaandgaveherafirmhandshake.LiKethenpresentedhisbusinesscardwithhislefthand,andmaintainedprolongedeyecontactwithAylin.Aylinacceptedthecardwithasmilebutdidnothandoverherown.Regardingthisasalackofinterestindevelopingabusinessrelationship,LiKetookamoreactiveapproachanddirectedbusinesstopics.Duringthesubsequentconversation,heintroducedhisproductsindetailanduseddiagramsandpicturestocomplementtheinformation.

AnalysisofCase1LiKegreetedAylinwithMerhaba,whichmeans“Hello!”inEnglish.LiKepreparedabusinesscard,whichisseenasasignofrespectandindicatesseriousinterestinbuildingabusinessrelationship.LiKeinterpretedAylin’srefusaltogiveherbusinesscardasalackofinterest.LiKeintroducedhisproductsindetailanduseddiagramsandpicturestocomplementtheinformation.LiKegaveAylinafirmhandshake.LiKeusedhislefthandtopresenthisbusinesscard,whichcouldbeseenaslessrespectful.LiKemaintainsprolongedeyecontactwithAylin.AfterfindingthatAylinlackedinterest,LiKedirectedbusinesstopics.

Case2SeveralsalesrepresentativesfromaGermancompanywereinvitedbytheirTurkishcounterpartstoabusinessdinner.TheGermanrepresentativesdressedinconservativesuitstoshowrespect,ensuringtheywerenottootightorrevealing.Uponarrival,theygreetedeachoftheirTurkishcounterparts,startingfromtheeldestTurkishmember.Duringthedinner,theGermanrepresentativessharedinformationabouttheirlatestproducts,andoneofthemtriedtopushthroughthedealbyproposingadeadline.However,theirTurkishcounterpartsdidnotmakeanoralcommitment.Asthedinnerdrewtoaclose,theTurkishrepresentativessuggestedasightseeingtripthefollowingweek.Thinkingthiswasoflittlehelptothedeal,theGermanrepresentativessaidthattheywereunabletoattend.

AnalysisofCase2TheGermanrepresentativesdressedinconservativesuits,makingsuretheywerenottootightorrevealing.TheGermanrepresentativesgreetedeachoftheirTurkishcounterparts,startingfromtheeldestTurkishmember.OneoftheGermanrepresentativestriedtopushthroughthedealbyproposingadeadline.TheGermanrepresentativesrefusedtheinvitationtoasightseeingtrip,becausetheythoughtitwasoflittlehelptothedeal.

Case3IvanMorozovisfromaRussiancompany

ElifKayaisalocalcontactof

TürkiyeAtthefirstmeeting,Ivankindlyaddressedhiscounterpartas“Elif”andletherinitiateahandshake.Beforedivingintobusinessmatters,Ivanstartedcasualconversationsaboutfamily,localculture,andElif’sreligiousbeliefs.Throughoutthechat,hemaintainedeyecontactwithElif,tryingtoshowsincerityandattention.Whentheyexchangedbusinesscards,IvanacceptedElif’scardwithbothhandsandreaditattentively.Later,wheninvitedtoadinneratElif’shouse,IvanbroughtRussiannestingdollsasgiftsandavoidedoverpraisingElif’sitems.

AnalysisofCase3Ivanlethiscounterpartinitiateahandshake.Beforedivingintobusinessmatters,Ivanstartedcasualconversationsaboutfamilyandlocalculture.Throughoutthechat,hemaintainedeyecontactwithElif,tryingtoshowsincerityandattention.IvanacceptedElif’sbusinesscardwithbothhandsandreaditattentively.WheninvitedtodinneratElif’shouse,IvanbroughtRussiannestingdollsasgiftsandavoidedoverpraisingthehost’sitems.Atthefirstmeeting,Ivanaddressedhiscounterpartas“Elif”.Beforedivingintobusinessmatters,IvanstartedcasualconversationsaboutElif’sreligiousbeliefs.CareerskillsUnit4Türkiye

WritingacoverletterAcoverletterisawrittendocumentthataccompaniesyourrésuméwhenyou’reapplyingforajob.Tohighlighttheskillsandexperiencemostrelevanttothejobyouareapplyingforandexplainwhyyoubelieveyouaretheidealcandidatefortheposition.Toimpressemployersanddi