Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
Dealing with the Dutch
H. Donker MEd
March 2014
2-3-2014
Some history

2-3-2014
2-3-2014
2-3-2014
Golden age, 17th ceintury

2-3-2014

in which Dutch trade, science, military,
and art were among the most
acclaimed in the...
2-3-2014
Erasmus,
international
humanist

Trading
Michiel de Ruyter
Heroes of the sea

1602- 1799
Overseas
expansion

Rembrandt
Van...
20% of its areas is located below sea
level! 50% of its land lying less than
one meter above sea level

2-3-2014
The Delta plan

2-3-2014
Polders,
reclaimed from the sea

2-3-2014

The Afsluitdijk, 20 miles long,
constructed between1927-1933
Dealing with the dutch
Jacob Vossestein

2-3-2014
Some quotes
• In 1840 a poet says” when the world
comes to an end, go to Holland because
everything happens 50 years later...
Some quotes
• Quote Spanish lady “sometimes I wonder
it the Dutch have blood in their veins, or
milk!

2-3-2014
American investor gave eight reasons
why his company had set up a
business in the Netherlands:
• Stability of the country
...
Norms and values (I)
1. Egalitarianism. The idea that people are equal,
especially from a moral point of view, and
accordi...
Norms and values (II)
4. Procedures and planning. An inclination towards
applying fixed procedures for almost everything, ...
Lets try to make a list of the most
important images of Holland (I)
• Sturdy image: flat land fighting against the water a...
Lets try to make a list of the most
important images of Holland (II)
• Image of being blunt and opinionated: a tiny countr...
Egalitarianism
2-3-2014
Egalitarianism
• People speak up to their superiors and feel free
to disagree with them. “Yes, but..” are fairly
standard ...
Dutch directness and criticism

2-3-2014
Dutch directness and criticism
• they are barely concealed and certainly not expressed in
euphemisms: good is good, bad is...
Pragmatism and money-mindedness
(I)
• The Dutch are very pragmatic people, with a
highly developed sense of realism in
com...
Pragmatism and money-mindedness
(II)
• In Holland people immediately ask you what
things cost
• “We (Belgium) always find ...
Procedures and planning (I)

• “If something is not writing down on
paper, it doesn’t exist in Holland”
• “Everything is b...
Procedures and planning (II)
• Most non-Dutch people see Holland as an
orderly country. Indeed looking to the
roads, canal...
Internationalism and openness (I)
• To the Dutch the world has always been a potential
market
• Dutch traders were already...
Internationalism and openness (II)
• It was the Dutch who discovered Australian and
founded New York (New Amsterdam was th...
You still want to do business with the
Dutch?

2-3-2014
Do’s
• do come well-prepared, with detailed and practical
information about your products, needs and
capacities;
• do come...
Do’s
• do consult Dutch colleagues at all levels (but don't take up
too much of their time!);
• do be prepared for critici...
Do’s
• do tell Dutch colleagues your views on their working
environment and ways of doing things: 'constructive
criticism'...
2-3-2014
How many times, out of 11 matches
did Scotland, won against the Dutch
team In the last 32 years?
Upcoming SlideShare
Loading in …5
×

Dealing with the dutch

2,109 views

Published on

inter cultural insights when dealing with dutch people

Published in: Business
  • Be the first to comment

Dealing with the dutch

  1. 1. Dealing with the Dutch H. Donker MEd March 2014 2-3-2014
  2. 2. Some history 2-3-2014
  3. 3. 2-3-2014
  4. 4. 2-3-2014
  5. 5. Golden age, 17th ceintury 2-3-2014 in which Dutch trade, science, military, and art were among the most acclaimed in the world
  6. 6. 2-3-2014
  7. 7. Erasmus, international humanist Trading Michiel de Ruyter Heroes of the sea 1602- 1799 Overseas expansion Rembrandt Van Gogh Mondriaan Anne Frank 2-3-2014 Amsterdam has people from 170+ nationalities living there.
  8. 8. 20% of its areas is located below sea level! 50% of its land lying less than one meter above sea level 2-3-2014
  9. 9. The Delta plan 2-3-2014
  10. 10. Polders, reclaimed from the sea 2-3-2014 The Afsluitdijk, 20 miles long, constructed between1927-1933
  11. 11. Dealing with the dutch Jacob Vossestein 2-3-2014
  12. 12. Some quotes • In 1840 a poet says” when the world comes to an end, go to Holland because everything happens 50 years later there”. Nowadays this is certainly not true in the 21st century. • “Are you from Holland? Such a nice country with flowers everywhere. Pity it always rains there*” (French lady on a train from Paris to Nice talking to the author). 2-3-2014 * 120 dagen in 2012
  13. 13. Some quotes • Quote Spanish lady “sometimes I wonder it the Dutch have blood in their veins, or milk! 2-3-2014
  14. 14. American investor gave eight reasons why his company had set up a business in the Netherlands: • Stability of the country • Co-operative business climate • Rotterdam and Amsterdam as the major gateways of Europe • Availability of a desirable site and of raw materials • Modern infra structure • English is widely spoken • High level of education 2-3-2014
  15. 15. Norms and values (I) 1. Egalitarianism. The idea that people are equal, especially from a moral point of view, and accordingly, the somewhat ambiguous stance the Dutch have towards hierarchy and status. 2. Directness and critical attitudes. The Dutch are never afraid to voice their opinions in clear terms. 3. Pragmatism and money-mindedness. A functional approach to life, with an eye open to financial aspects, but less so for more relationship-oriented matters. 2-3-2014
  16. 16. Norms and values (II) 4. Procedures and planning. An inclination towards applying fixed procedures for almost everything, and yet permissive: a land of rules and regulations that a still allows everybody to live the way they want to live. 5. Internationalism and openness. The Dutch are a trading nation that needs to face the world, and does. 2-3-2014
  17. 17. Lets try to make a list of the most important images of Holland (I) • Sturdy image: flat land fighting against the water and where it is always raining • Tourist image: wooden shoes, windmills, flowers, bicycles, milk, cheese. • Cultural image: great tradition of artists, wonderful museums. Painters, Symphony orchestras, ballet, literature. • Permissive, lenient image: A place where everything goes. A far (too) liberal society (drugs, “de wallen”). • Humane image: a country that takes seriously its international obligations and a “safe haven” for immigrants and political refugees. 2-3-2014
  18. 18. Lets try to make a list of the most important images of Holland (II) • Image of being blunt and opinionated: a tiny country with a big mouth, wanting to appear bigger than it is, its people tactlessly expressing their views on other people’s and other nations’ affairs. • Sporting image: excellent football team, but they haven’t won very much recently. Ice-skating, hockey, darts, tennis. • The tight-with-money image: money minded people. “potatoes in caravans”. ”kijken, kijken, maar niets kopen”. • Economic image: the Dutch economy is taken very seriously. Small as it is, it is world’s eighth largest trading nation. “Gateway to Europe”, many international companies. 2-3-2014
  19. 19. Egalitarianism 2-3-2014
  20. 20. Egalitarianism • People speak up to their superiors and feel free to disagree with them. “Yes, but..” are fairly standard in most Dutch conversations. “it seams quite normal here to strongly disagree with your boss”(English business man) • All people should be treated equally, with fairness and have the rigt to speak up. The major condition is-low profile behaviour (no arrogance allowed). • “The managing director takes is place in the row”. 2-3-2014
  21. 21. Dutch directness and criticism 2-3-2014
  22. 22. Dutch directness and criticism • they are barely concealed and certainly not expressed in euphemisms: good is good, bad is bad. This direct manner of expression can shock people who are not used it. • “British people will not say what they think, except to very good friends” • “In the short term I have been here what I have learned about the Dutch is that they are very straight, very much to the point and always asking WHY?” • The other thing is that they are eager to share ideas, their brainpower, their thought. • “You can tell the Dutch they are wrong, but you have to come with arguments WHY you think so “. 2-3-2014
  23. 23. Pragmatism and money-mindedness (I) • The Dutch are very pragmatic people, with a highly developed sense of realism in combination with “down to earth-ness”. • The rather functional approach to other people, rational and unemotional is especially striking to people from cultures where this brain/heart-separation is not so strong • “Business comes before the girlfriend” 2-3-2014
  24. 24. Pragmatism and money-mindedness (II) • In Holland people immediately ask you what things cost • “We (Belgium) always find the best hotel for our Dutch colleagues during the visit to our headquarters. They always find an economic nearby Motel for us (pragmatic.. and/or money minded)”. • Feel that you are a smart consumer by saving money”! • Paradox: Dutch spend one of the highest percentages of gross national income in the world on charity. 2-3-2014
  25. 25. Procedures and planning (I) • “If something is not writing down on paper, it doesn’t exist in Holland” • “Everything is based on time. Two o’clock is two o’clock ”. • Dutch are control freaks “pietje precies”. 2-3-2014
  26. 26. Procedures and planning (II) • Most non-Dutch people see Holland as an orderly country. Indeed looking to the roads, canals, suburbs the landscape looks organized. • The Dutch have insurance for just about anything that might amiss in life. 2-3-2014
  27. 27. Internationalism and openness (I) • To the Dutch the world has always been a potential market • Dutch traders were already sailing the seas some 700 years ago. Nowadays the Dutch are trading and doing business with countries in every corner of the world. The Dutch like going places, either for business or for pleasure. • With its open economy, the Netherlands was among the original founders of the European Union. It is still strongly advocating further integration and is even willing to give up certain national symbols in order to achieve it 2-3-2014
  28. 28. Internationalism and openness (II) • It was the Dutch who discovered Australian and founded New York (New Amsterdam was the original name). • At home the Dutch were very smug, thrifty and careful, but overseas they found challenge and adventure. • The Dutch Government is playing an important international role ( NATO, EG, UN). 2-3-2014
  29. 29. You still want to do business with the Dutch? 2-3-2014
  30. 30. Do’s • do come well-prepared, with detailed and practical information about your products, needs and capacities; • do come to the heart of the matter quickly, within a few minutes at most; • do try to present yourself as punctual, modest and practical; • do try to give a positive, but realistic and not 'overdone', presentation of yourself, your product and your company; • do concentrate seriously on the matter in hand, making only occasional small-talk or jokes, until the business itself is over and done with; • do state your opinions clearly but unemotionally; 2-3-2014
  31. 31. Do’s • do consult Dutch colleagues at all levels (but don't take up too much of their time!); • do be prepared for criticism and learn to deal with it calmly; • do be critical and outspoken about the Dutch too - they expect it and appreciate it; • do be open to compromise during any form of negotiation; • do keep the rational and emotional sides of your character separate during working hours; • do take initiatives and don't be afraid of losing face by being creative or by asking questions; • do bring up alternatives when something is said to be impossible; • do ask Dutch colleagues their opinion on your performance (but be prepared for very honest answers!); 2-3-2014
  32. 32. Do’s • do tell Dutch colleagues your views on their working environment and ways of doing things: 'constructive criticism' will be appreciated; • do participate in company rituals such as colleagues' birthday coffee and cake, the 'borrel', Christmas celebrations, etc.; • do try to learn to speak Dutch (and practise it!), even when the Dutch speak English to you; • do read about - and ask questions about - Dutch history and society; this will help you to understand the Dutch better; • do try, by your behaviour, to disprove any negative stereotypes of your country and fellow countrymen; and conversely, do try to avoid generalising about, and stereotyping, the Dutch. 2-3-2014
  33. 33. 2-3-2014
  34. 34. How many times, out of 11 matches did Scotland, won against the Dutch team In the last 32 years?

×