• It's unnecessary to have your business card translated, since most Dutch business people are fluent in English. Promotional materials and instruction manuals, however, should be translated into Dutch.
  
  
• There is a deep respect for higher education in this country; be sure to include any university degree above a B.A. on your business card.
  
  
• Even if you do not translate your presentation material into Dutch, it's essential that any documents you distribute are clear and concise. Good visuals are another asset.
  
  
• Generally, Dutchmen treat women business travelers with considerable respect.
  
  
• Generally, the Dutch will not spend a lot of time socializing before a meeting or other business discussion. Often, as soon as the necessary introductions are made, they will proceed with the business at hand.
  
  
• When talking, the Dutch usually stand further apart than North Americans. Furniture arrangements reflect this practice, and you may find yourself seated in a chair that seems unusually far away. Do not move your chair closer, however, if this occurs.
  
  
• The Dutch tend to be wary of inflated claims, so use plenty of empirical evidence and other data to persuade them of the merit of your products or ideas. A simple and direct presentation will be appreciated.
  
  
• Sometimes, Dutch companies will conduct background checks on prospective clients.
  
  
• When evaluating the merits of a proposal or making a final decision, very little credence is given to subjective feelings.
  
  
• In meetings, the Dutch tend to offer as little information as possible. Again, subjective, emotional arguments are not accepted.
  
  
• Don't make promises lightly. You will be expected to keep every promise you make, no matter how offhand or insignificant it may seem. Moreover, if the Dutch suspect that they cannot trust you, they may very well call off the deal.
  
  
• The Dutch respect qualities such as straightforwardness and honesty. In this culture, bluntness is preferred to deceptiveness or evasiveness.
  
  
• Honesty and straightforwardness are an essential part of doing business in the Netherlands. Consequently, when you really want to say "no", tentative answers such as "I'll consider it", "We'll see", or "perhaps" are not acceptable to the Dutch. Even if you find it difficult to say "no", you'll find that your Dutch counterparts will prefer and appreciate a candid reply.
  
  
• In the Netherlands, the decision-making process is slower and more involved than you may be accustomed to in North America.
  
  
• Consensus guides the decision-making process in most Dutch organizations. Moreover, every employee who may be affected will be informed and consulted; understandably, this is a time-consuming process.
  
  
• One of the reasons why the Dutch decision-making process appears so democratic is that this culture values diversity. Allowances are made so that everyone can have their say, but efforts will be made to reach a consensus.
  
  
• You will have to be sensitive to Dutch attempts to have the decision-making appear egalitarian; to accomplish this, the Dutch company must be open to suggestions from all workers, so that everyone is given access to information. Also, the Dutch are generally uncomfortable with secrets.
  
  
• Since decisions are typically made by a group of people, it's a good policy to learn more about the company's structure and--most importantly-- who will be making the decisions.
  
  
• Once the decision is made, it is unchangeable.
  
  
• Once a decision has been made, you can be assured that the Dutch organization will quickly get to work and maintain a strong commitment to reaching the objective.
  
  
• Although the decision-making process can be exceptionally slow, you can be assured that the Dutch will follow through once a deal is established and the necessary paperwork is completed.
  
  
• Do everything you can to avoid giving the impression of superiority. Egalitarianism is a central tenet of Dutch society. Everyone in a Dutch company, from the boss to menial labourers, is considered valuable and worthy of respect.
  
  
• Giving compliments is not a part of Dutch business culture. Since most work is done in groups, there is not as much emphasis on recognizing individual effort.
  
  
• When problems occur, blame will sometimes be apportioned on the "system" or another external force, rather than on one person.
  
  
• When it's necessary for someone to be praised or criticized, the Dutch will do this only in private.
  
  
• Privacy is of key importance in the Netherlands. Whether at home or in the workplace, doors are kept closed. Moreover, always knock on a closed door and wait to be admitted.
  
  
• Family and business life are kept separate in this culture. When necessary, however, it can be permissible to phone a Dutch colleague at home about business matters.

Reprinted with permission.
Executive Planet