Word: hoilman
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Dates: during 1980-1989
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...cunning selling practices used by the Turks to allure tourists--from yelling in the streets to grabbing tourists--shocked Hoilman. The Turks made haggling an art, says Hoilman. After figuring out where a tourists was from, they would tailor their sales pitch in terms of the person's taste which they deciphered from his nationality, clothing, and demeanor. "They could pick out the Americans better than I could," Hoilman says...
...root of negotiation problems lies at the gap between cultures, Hoilman says. "The problem is not one of substance but of culture. For example, states negotiate and there are many problems of disagreement, such as the time of the negotiation, the location, and even sometimes, the size of the table...
...there be negotiation where there are cultural differences that are misunderstood?" Hoilman asks, adding, "It's interesting to contrast the Turkish idea of bargaining with that of the fixed price notion here in America...
...Hoilman has been interested in Turkey since high school. During her junior year, she tried to do an independent study course on Turkish haggling practices but found no published material. Because of this, Hoilman could not write her thesis unless she was given the CFIA grant...
After she graduates, Hoilman says she hopes to study haggling practices in other countries. But, she admits, she will never be a good haggler herself, because "you can barely stand to see yourself haggling after you've just spent a whole summer watching hagglers...