Turkish Delight (workshop On Cross-Cultural Negotiations)

Authors:

Abstract: Turkish Delight is a three-role intercultural multi-issue negotiation simulation. The setting is the Grand Bazaar in Istanbul, Turkey. Two French entrepreneurs who design jewelry and have an online business are looking for a source of orientalist-inspired jewelry with a modern twist. With the help of a Turkish friend, they discover a close-knit group of Armenian goldsmiths who have a workshop inside the Grand Bazaar. The French do not speak Turkish. However, Turkish is the language the Armenians use in their daily business interactions. The two parties need to communicate via an interpreter who is Turkish but has lived in Paris. Although it is obvious that the two parties need language translation, when they begin the negotiations, they may realize that they also need cultural translation.

The exercise illustrates how cultural differences can influence the development of new business relationships. Students will learn how showing respect and establishing a personal relationship can promote relationships between potential partners from Western and Turkish or Middle Eastern cultures, typically characterized as low-trust ones. In this simulation, the business relationship comes first for the French entrepreneurs while building a personal relationship is primary for the Armenians. The simulation also emphasizes the benefits of cultural bridges ranging from cultural artifacts to individuals who connect and interpret different cultures.

Track: TEACH

Keywords: cross-cultural negotiation, multi-issue, trust building