Negotiating in Türkiye: On the Art of the “Kayseri Bargain”
When people speak about negotiating in Türkiye, they often refer to it as tough, emotional, or highly relational. While there is some truth in these broad labels, they miss a deeper and far more interesting layer.
To understand how negotiation really works in Türkiye, one needs to look beyond meeting rooms and contracts—and sometimes, beyond Istanbul and Ankara. One of the most telling insights comes from Central Anatolia, from a city whose name has become almost synonymous with bargaining itself: Kayseri.
The Meaning of the “Kayseri Bargain”
Kayseri is a historic city located in the heart of Türkiye, where trade routes, caravans, and cultures intersected for centuries. Its reputation as a place of sharp negotiation is not accidental—it is cultural memory shaped by commerce, survival, and discipline.
The essence of the so-called Kayseri bargain is often summarized in a simple formula:
Give half of what is asked.
Ask for twice of what is given.
At first glance, this sounds almost like a riddle. The meaning becomes clearer through a story often told in Kayseri households.
The Parable of the Coat
A father gives his son some money and says: “Go and buy yourself a coat. Whatever the seller asks, offer half of it. Do not be fooled.”
The boy goes to the shop and begins negotiating. The price moves back and forth—100 to 50, 80 to 40, 60 to 30—until eventually the seller, amused and exhausted, gives up.
“Take it,” he says. “No money. It’s yours.”
The boy returns home proudly wearing the coat. His father asks whether he followed the rule. “Yes,” the son replies. “I offered half of what was asked and got it for free.”
The father smiles—but then adds the second rule:
“If someone gives you one, you must ask for two. Since the seller gave you one coat, you should have asked for another.”
This is the Kayseri bargain.
Strategic Patience Over Aggression
On the surface, this is a humorous story. But beneath it lies a profound lesson about negotiation strategy—and about how it is culturally understood in parts of Türkiye.
The message is not aggression, deception, or dominance. Quite the opposite.
The successful negotiator is not the loudest voice in the room. They are the one who calculates, observes, waits, and chooses their moment well.
Negotiation here is not confrontation; it is mental agility. It rewards patience, awareness, and the ability to read when the other side has reached its limit—and when there is still room to ask. In modern terms, this is a masterclass in challenging the Anchor (the opening price).
Historical Roots: Trade as a Discipline
Kayseri’s negotiation culture is deeply rooted in history. Situated on the Silk Road, the city was shaped by Seljuk caravanserais, hans, and bazaars—places where trade was constant and margins mattered.
Equally important was the influence of the Ahi guild tradition, which emphasized:
- Fairness and reputation
- Long-term thinking over short-term gain
- Discipline, self-control, and mutual respect
In this context, bargaining was not a chaotic fight over price. It was a structured exchange, governed by social norms and expectations. One’s word, behavior, and consistency mattered as much as the deal itself.
This is why Kayseri negotiators are not known for being “cunning,” but for being strategic, resilient, and disciplined.
What This Means for Modern Business in Türkiye
In contemporary business, traces of this negotiation style still surface—sometimes subtly, sometimes very clearly.
You may observe:
- Ambitious opening positions (Extreme Anchoring)
- Long exploratory discussions before real concessions appear
- Careful testing of the other side’s limits
- A strong focus on value, not just price
- Persistence combined with patience
Concessions are rarely accidental. They are often calculated signals, and when something is offered, there is an implicit expectation that something more can be explored in return.
For those unfamiliar with this logic, negotiations may feel exhausting or circular. For those who understand it, they become predictable, even elegant.
Beyond Türkiye: A Universal Lesson
Although the Kayseri bargain is deeply Turkish, its lesson is universal.
Negotiation—whether in Türkiye, Europe, or elsewhere—is not about winning loudly. It is about:
- Questioning what is asked
- Understanding what is offered
- Recognizing opportunity when it appears
- And knowing when to push—and when to stop
Modern negotiation models, leadership frameworks, and influencing tools often describe this in analytical language. Kayseri teaches it through story.
And perhaps that is why, even today, when reading about negotiation strategies or teaching them to leaders, I still think about that father in Kayseri.
Because life, much like the Kayseri bargain, rewards those who think before they speak, ask before they accept, and remain curious even when the deal seems done.
Whether navigating the Grand Bazaar or a corporate boardroom, the principles of leverage and anchoring remain the same. My training programs decode these cultural nuances into actionable strategies for global teams. Need to sharpen your team’s negotiation edge? Let’s discuss.
