Polish perception of Turkish negotiators in the textile industry: research findings

Purpose: This study aims to understand how Polish importers perceive Turkish exporters' negotiation behavior within the textile industry. It explores the cultural underpinnings that influence these perceptions and behaviors, utilizing Hofstede's cultural dimension framework. Design/Methodology/Approach: This study employed qualitative research through 27 in-depth interviews with Polish importers who had experience cooperating with Turkish textile and apparel exporters. This study was conducted from May to July 2023. Findings: The findings reveal that Polish importers perceive Turkish negotiators as expecting long-term commitments, focusing on long-term benefits while being competitive yet ready to make frequent concessions. Respect and building trusting relationships were deemed crucial, with negotiations often being slow, and bargaining expected as part of the process. Research Limitations/Implications: This study's limitation is its focus on Polish perceptions, which may not fully encapsulate the dynamics of Turkish negotiators' intentions. Future research could include perspectives of Turkish negotiators or explore negotiations in other industries for a broader understanding. Practical Implications: Understanding these negotiation dynamics can improve cross-cultural business relationships between Polish importers and Turkish exporters, leading to more effective negotiation strategies and outcomes. Social Implications: The research underscores the importance of cultural awareness in international business negotiations, which could foster better international cooperation and understanding. Originality/Value: This study presents unique research findings and contributes to the existing literature by focusing on the specific context of Polish-Turkish negotiations in the textile industry, highlighting the role of cultural influences on negotiation behaviors and perceptions.