Business Diplomat: Sincerity Over Flexibility

Advice about doing business across cultures often urges adaptation. Prof. Dr. Mehmet Evkuran cautions against going too far. In this part of its interview series, Business Diplomat presents his answer on negotiation style, gifts and manners.

First observation: the risk of too much flexibility
“Being more flexible than necessary creates an impression of unprincipledness, weakness and unattractiveness.”
Three impressions are named: lack of principle, weakness and a repellent manner. The qualifier “than necessary” is important; some flexibility is wise. But beyond a certain point, an eagerness to please is read as a lack of firmness, and that costs respect.

Second observation: sincerity
“A natural and unpretentious sincere approach is the most effective attitude.”
The remedy is not rigidity but naturalness. The words “unpretentious” and “natural” exclude showiness and performance. Sincerity, here, is a strategy as well as a virtue.

Third observation: gifts and gestures
“However, in deep-rooted relationships based on the past, gift-giving and gestures contribute to deepening the relationship.”
The word “however” introduces a qualification. Gifts are not condemned, but they have a proper place: relationships that already have history. In a first meeting, they may seem forced; in an established relationship, they confirm closeness.

The logic of the assessment
Excess flexibility looks weak. Sincerity is more effective. Gestures and gifts have their place only where history already exists. The three points together form a rule of proportion.

The role of Business Diplomat
The platform’s mission is to give young people experience, bring a diplomatic order to the business world, and benefit states by revitalising the economy. Evkuran’s advice is a useful counterweight to a common belief that cross-cultural skill means constant accommodation. Business Diplomat can teach young professionals to be respectful without being pliant.

Conclusion
In cross-cultural business, firm and sincere conduct is more effective than excessive flexibility, and gifts belong to relationships with a past. Business Diplomat aims to help young professionals strike that balance.