CROSS CULTURAL NEGOTIATIONS
FINAL GROUP PROJECT: NEGOTIATIONS IN THE NETHERLANDS

1. Introduction
The concept of culture is something really difficult to be well-defined. There is an endless number of definitions and the complexity involved is something important. Trying to reach a traditional definition, culture would be a “knowledge acquired by transmission between individuals in different social groups (Camilleri, 1985). It is definitely something really soft.
The core elements of a culture a pretty much the following ones: * Something learned not innate * All that is built by human beings, * All that allows them to adapt * A collective reality, shared with others * Can be observed through beliefs, collective representations, values, norms, and rules… * Composed of subcultures, * A concept in perpetual evolution.
However, when a businessman of a country goes to negotiate with someone coming from a different place and background, there we have the concept of Intercultural Management. The goal here will be to reach shared solutions to universal problems of external adaptation and internal integration. It is important to stress that this is something that might be tricky, but is definitely an incredible experience. Therefore, when negotiating in this context, the preparation step is essential.
This work will explore this aspect of “cross-cultural” negotiation, taking the example of an important country in the international scenario, with a rich culture and values: the Netherlands. The goal is to go through all the important steps in the negotiation process with Dutch people in order to come up with the best information in order to succeed with them.

2. The Netherlands

3.1. General Information
Constitutional Monarchy of 16 million inhabitants, the Netherlands belongs to the European Union since the Treaty of Rome of 1957. A major player in European politics the Netherlands is a founding member of the EU,