doing business: belgium & the netherlands, the difference compared
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www.culturematters.com
Andreas ter Woort
Doing Business: Belgium & the Netherlands, the difference
compared
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Who am I ?Name: Andreas ter
WoortNationality: Dutch
“if you ain’t Dutch, you ain’t much!”
House: Windmill
Where: Below sea level
Cloths: Wooden shoes and traditional dressSo… What's the point…?
So… What's the point…?
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“It is our believe that you can never understand
OTHER cultures” Fons Trompenaars
But there is hopeAndreas ter Woort
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In the narrow sense: “Civilisation”(Art, Science, Education)
In the broad anthropological sense:“Collective programming of the human mind”
What is CULTURE ? What is CULTURE ?
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A way in which a group of people solve problems and reconcile dilemmas
What is CULTURE ? What is CULTURE ?
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Common to all Common to all mankindmankind
Human mind programmed by Human mind programmed by heredity and experience in 3 levelsheredity and experience in 3 levels
CollectiveCollectiveby groupby group
IndividualIndividual
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The 4-D Model
WI
PG
HI
0 50 100
AA
Low High
Low High
Low High
Low High
Value differences between countries can be explained by four dimensions of national culture.
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1. Dealing with hierarchy
hierarchy low being independent hierarchy for
convenience equal rights superiors accessible
hierarchy high
being dependent hierarchy is
existential privileges superiors
inaccessible
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NETHERLANDS JAPAN UK NORWAY BELGIUM
Which culture scores a) highest b) lowest
on HIERARCHY?
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Which culture scores a) highest b) lowest
on HIERARCHY?
NETHERLANDS
38
JAPAN
54
UK
35
NORWAY
31
BELGIUM
68
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What makes a good neighbour, and how do you respect your neighbour?
2. Dealing with relationships
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2. Dealing with relationships
"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
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Which culture is a) the most ‘I’ orientedb) the most ‘WE’ oriented ?
U.S.A. JAPAN PORTUGAL BELGIUM NETHERLANDS
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Which culture is a) the most ‘I’ orientedb) the most ‘WE’ oriented ?
U.S.A.
91
JAPAN
46
PORTUGAL
27
BELGIUM
75
NETHERLANDS
80
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“Employee of the Month!!!”
reward or punishment?
3. Dealing with one's role in society
ConsensusOr
Decisive ?
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Which culture is a) the most “Consensus” seeking b) the most “Decisive” ?
NL SWEDEN JAPAN UK BELGIUM
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NL
14
SWEDEN
5
JAPAN
95
UK
66
BELGIUM
54
Which culture is a) the most “Consensus” seeking b) the most “Decisive” ?
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Bungee Jumping:
Certain or not?
4. Dealing with Uncertainty
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Which culture requires a) most structure and detailb) least structure and detail?
NETHERLANDS Belgium Czech Rep. GB GERMANY
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NETHERLANDS
50
Belgium
94
Czech Rep.
71
GB
35
GERMANY
65
Which culture requires a) most structure and detailb) least structure and detail?
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Action & Implementation
Time
Actio
n
Germany
Dutch
American / UK
Belgium
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Manager's role varies across culturesSource : André Laurent
20 30 40 50 6010 7080 % Percentage in agreement
Great Britain
SwedenNetherlandsUSADenmark
SwitzerlandBelgiumGermanyFranceItalyIndonesiaJapan
17182327
384446
5366
7378
17182327
384446
5366
7378
“It is important for a managerto have at hand precise answers tomost of the questions that hissubordinates may raise about their work”
10
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Respect / Dis-respect for Hierarchy Rules / General guidelines Formality / Act normal Performance versus performance …
Implication for communication Between Netherlands& Belgium
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Scores compared (BE - NL)
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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!)
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“Everything that irritates us about others…can lead us to an understandingof ourselves.”
Carl Jung
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Want to know more? Visit: www.culturematters.com
orwww.culturebriefing.com
Thank you!Andreas.terWoort@culturematter
s.com
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