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Doing Business: Belgium & the Netherlands, the difference compared

Doing Business: Belgium & the Netherlands, the difference compared. Andreas ter Woort . Who am I ?. Nationality: Dutch. Name: Andreas ter Woort. “if you ain’t Dutch, you ain’t much!”. So… What's the point…?. House: Windmill. Where: Below sea level.

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Doing Business: Belgium & the Netherlands, the difference compared

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  1. Doing Business: Belgium & the Netherlands, the difference compared Andreas ter Woort

  2. Who am I ? Nationality: Dutch Name: Andreas ter Woort “if you ain’t Dutch, you ain’t much!” So… What's the point…? House: Windmill Where: Below sea level Cloths: Wooden shoes and traditional dress

  3. “It is our believe that you can never understand OTHER cultures” Fons Trompenaars But there is hope Andreas ter Woort

  4. What is CULTURE ? In the narrow sense: “Civilisation” (Art, Science, Education) In the broad anthropological sense: “Collective programming of the human mind”

  5. What is CULTURE ? A way in which a group of people solve problems and reconcile dilemmas

  6. Individual Collective by group Common to all mankind Human mind programmed by heredity and experience in 3 levels

  7. Culture Symbols Heroes Rituals Values

  8. Culture Symbols Heroes Rituals Values

  9. 0 50 100 HI Low High WI Low High PG Low High AA Low High The 4-D Model Value differences between countries can be explained by four dimensions of national culture.

  10. We’re all equal… But are we?

  11. hierarchy low being independent hierarchy for convenience equal rights superiors accessible hierarchy high being dependent hierarchy is existential privileges superiors inaccessible 1. Dealing with hierarchy

  12. NETHERLANDS JAPAN NORWAY BELGIUM UK Which culture scores a) highest b) lowest on HIERARCHY?

  13. NORWAY 31 BELGIUM 68 Which culture scores a) highest b) lowest on HIERARCHY? NETHERLANDS 38 JAPAN 54 UK 35

  14. 2. Dealing with relationships What makes a good neighbour, and how do you respect your neighbour?

  15. "We" cultures the group: “We” opinion of the group implicit communication loss of ‘face’, shame relationship oriented "I" cultures the individual: “Self” individual opinions explicit communication loss of self-respect, guilt task oriented 2. Dealing with relationships

  16. U.S.A. JAPAN BELGIUM NETHERLANDS PORTUGAL Which culture is a) the most ‘I’ oriented b) the most ‘WE’ oriented ?

  17. U.S.A. 91 NETHERLANDS 80 PORTUGAL 27 Which culture is a) the most ‘I’ oriented b) the most ‘WE’ oriented ? JAPAN 46 BELGIUM 75

  18. 3. Dealing with one's role in society “Employee of the Month!!!” reward or punishment? Consensus Or Decisive ?

  19. Reward!

  20. Or punishment???

  21. NL SWEDEN JAPAN UK BELGIUM Which culture is a) the most “Consensus” seeking b) the most “Decisive” ?

  22. SWEDEN 5 JAPAN 95 UK 66 Which culture is a) the most “Consensus” seeking b) the most “Decisive” ? NL 14 BELGIUM 54

  23. 4. Dealing with Uncertainty Bungee Jumping: Certain or not?

  24. Czech Rep. GB NETHERLANDS Belgium GERMANY Which culture requires a) most structure and detail b) least structure and detail?

  25. GB 35 Belgium 94 Which culture requires a) most structure and detail b) least structure and detail? Czech Rep. 71 NETHERLANDS 50 GERMANY 65

  26. Action & Implementation American / UK Dutch Action Belgium Germany Time

  27. Sweden 17 Netherlands 18 USA 23 Denmark 10 20 30 40 50 60 70 80 % Percentage in agreement 27 Great Britain 38 Switzerland 44 Belgium 46 Germany 53 France 66 Italy 73 Indonesia 78 Japan Manager's role varies across cultures Source : André Laurent 10 17 18 23 “It is important for a manager to have at hand precise answers to most of the questions that his subordinates may raise about their work” 27 38 44 46 53 66 73 78

  28. Implication for communication Between Netherlands& Belgium • Respect / Dis-respect for Hierarchy • Rules / General guidelines • Formality / Act normal • Performance versus performance • …

  29. Scores compared (BE - NL)

  30. Practical tips for Dutch • Be less direct • Do not make jokes. Really… • Ready to spend more time on relationship building • Respect hierarchy • Listen (in other words, shut up for once!) • Detail, detail, detail (also legal!)

  31. “Everything that irritates us about others…can lead us to an understandingof ourselves.” Carl Jung

  32. Want to know more? Visit: www.culturematters.com or www.culturebriefing.comThank you! Andreas.terWoort@culturematters.com

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