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Dealing with the DutchH. Donker MEd

March 2014

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Some history

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Golden age, 17th ceintury

in which Dutch trade, science, military, and art were among the most acclaimed in the world

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1602- 1799Overseas expansion

Erasmus, international humanist

Michiel de RuyterHeroes of the sea

Trading

RembrandtVan GoghMondriaan

Anne Frank

Amsterdam has people from 170+ nationalities living there.

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

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The Delta plan

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Polders, reclaimed from the sea

The Afsluitdijk, 20 miles long,constructed between1927-1933

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Dealing with the dutchJacob Vossestein

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).

10-04-2023 * 120 dagen in 2012

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Some quotes

• Quote Spanish lady “sometimes I wonder it the Dutch have blood in their veins, or milk!

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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

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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.

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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.

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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.

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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.

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Egalitarianism

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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”.

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Dutch directness and criticism

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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 “.

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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”

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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.

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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”.

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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.

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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

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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).

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You still want to do business with the Dutch?

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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;

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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!);

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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.

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How many times, out of 11 matchesdid Scotland, won against the Dutch team In the last 32 years?