How do you negotiate with people from different cultures? How do you negotiate with people from the Netherlands? To kick off a series about negotiating with cultures from around the world, I’m chatting with Michael Van Keulen (MVK), the Chief Procurement Officer at Coupa Software. We’re focusing on negotiating with Dutch people. Listen to this episode of Negotiations Ninja to learn the steps you can take to negotiate the right way with the Dutch.

Outline of This Episode

[1:45] Learn more about Michael Van Keulen
[3:21] The Dutch mindset in negotiations
[6:59] Why are Dutch people so direct?
[10:42] How to negotiate with the Dutch
[13:26] Do the Dutch make decisions quickly?
[18:34] How to generate rapport with the Dutch
[22:27] The Dutch likely speak better English than you
[26:51] Dutch people are open and welcoming

Resources & People Mentioned

Formula 1: Drive to Survive

Connect with Michael Van Keulen

Coupa
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Negotiating with Dutch People per Michael Van Keulen, Ep #343