Negotiation & Follow Up

Consensus guides the decision-making process in most Dutch organizations

You can be assured that the Dutch organization will quickly get to work, and maintain a strong commitment to reaching the objective

The worker representatives on the company council can be influential, so there should be no secrets or backroom dealings within the organisation

They will be suspicious of inflated claims, and want concrete facts, hard data and statistics

Every employee who may be affected will be informed and consulted

The reasons why the Dutch decision-making process appears so democratic, is that everyone can have their say

Since decisions are typically made by a group of people, it’s a good policy to learn more about the company’s structure, and who will be making the decisions

Once the decision is made, it may seem unchangeable

There is little room for emotion or subjectivity

The Dutch accept directness and dislike evasiveness

It is essential to give a firm and realistic delivery date

Ask for written confirmation of acceptance, but do not necessarily expect it unless a formal contract is involved

Your Dutch counterparts will be impressed by prompt follow-up of actions agreed at the meeting

The Dutch will insist, in project work, on respecting the original specification down to the last detail

Once the deal is clinched, the Dutch are unlikely to go back on it. Once a decision is made, that’s it

In a meeting with many attendees where not everyone knows each other, the chairperson will go around the room, to allow each person to introduce themselves

It is also customary to shake hands with everybody on leaving a meeting

It is advisable to send a written record of the decisions made at the meeting

Deadlines should be clearly stated, and if delivery of a product or service is involved, details of specifications and price confirmed

When evaluating the merits of a proposal or making a final decision, very little credence is given to subjective feelings

Decision-making process is slower and more involved than you may be accustomed to in North America

It is important to confirm receipt of contracts or important business correspondence, preferably by mail, alternatively by email

Leave a Reply

Your email address will not be published. Required fields are marked *