Doing Business: Belgium & the Netherlands, the difference compared Andreas ter Woort
Who am I ? So… What's the point…? Name: Andreas ter Woort Nationality: Dutch “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
“It is our believe that you can never understand OTHER cultures” Fons Trompenaars But there is hope Andreas ter Woort
What is CULTURE ? In the narrow sense: “Civilisation” (Art, Science, Education) In the broad anthropological sense: “Collective programming of the human mind”
What is CULTURE ? A way in which a group of people solve problems and reconcile dilemmas
Human mind programmed by heredity and experience in 3 levels Individual Collective by group Common to all mankind
Culture Symbols Heroes Rituals Values
Culture Symbols Heroes Rituals Values
The 4-D Model Value differences between countries can be explained by four dimensions of national culture. WI PG HI 0 50 100 AA Low High
We’re all equal… But are we?
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
Which culture scores a) highest b) lowest on HIERARCHY? NETHERLANDS JAPAN UK NORWAY BELGIUM
Which culture scores a) highest b) lowest on HIERARCHY? NETHERLANDS 38 JAPAN 54 UK 35 NORWAY 31 BELGIUM 68
2. Dealing with relationships What makes a good neighbour, and how do you respect your neighbour?
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
Which culture is a) the most ‘I’ oriented b) the most ‘WE’ oriented ? U.S.A. JAPAN PORTUGAL BELGIUM NETHERLANDS
Which culture is a) the most ‘I’ oriented b) the most ‘WE’ oriented ? U.S.A. 91 JAPAN 46 PORTUGAL 27 BELGIUM 75 NETHERLANDS 80
3. Dealing with one's role in society “Employee of the Month!!!” reward or punishment? Consensus Or Decisive ?
Reward!
Or punishment???
Which culture is a) the most “Consensus” seeking b) the most “Decisive” ? NL SWEDEN JAPAN UK BELGIUM
Which culture is a) the most “Consensus” seeking b) the most “Decisive” ? NL 14 SWEDEN 5 JAPAN 95 UK 66 BELGIUM 54
Bungee Jumping: Certain or not? 4. Dealing with Uncertainty Bungee Jumping: Certain or not?
Which culture requires a) most structure and detail b) least structure and detail? NETHERLANDS Belgium Czech Rep. GB GERMANY
Which culture requires a) most structure and detail b) least structure and detail? NETHERLANDS 50 Belgium 94 Czech Rep. 71 GB 35 GERMANY 65
Action & Implementation American / UK Dutch Action Belgium Germany Time
Manager's role varies across cultures Source : André Laurent 20 30 40 50 60 10 70 80 % Percentage in agreement Great Britain Sweden Netherlands USA Denmark Switzerland Belgium Germany France Italy Indonesia Japan 10 17 18 23 27 38 44 46 53 66 73 78 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
Implication for communication Between Netherlands& Belgium Respect / Dis-respect for Hierarchy Rules / General guidelines Formality / Act normal Performance versus performance …
Scores compared (BE - NL)
Practical tips for Belgians Be less direct Pay a lot more attention to non-verbal Ready to spend more time on relationship building Do not keep talking when there is silence. Give it some time When the communication breaks down, try to solve it bilaterally or through an intermediary
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!)
“Everything that irritates us about others… can lead us to an understanding of ourselves.” Culture is both comfortable and transparent - we swim in it everyday and don’t notice it - until someone different comes along. Carl Jung
Want to know more? Visit: www.culturematters.com www.culturebriefing.com Thank you! Andreas.terWoort@culturematters.com Culture is both comfortable and transparent - we swim in it everyday and don’t notice it - until someone different comes along.