In the Netherlands, people are most apt to use logical persuading (5.81) to influence others, and they are more highly skilled at this technique than any of the others.  Next, they are likely to use stating and socializing.  Among the power tools, the Dutch use consulting significantly less often than the global norm.  Similarly, they are significantly less likely to use alliance building, legitimizing, and exchanging than people in other cultures.

The Netherlands is a relatively straightforward culture.  Logical persuading and stating are dominant.  They will socialize but their skill at socializing and appealing to relationship is less highly rated than in countries where relationships are more important (such as in Japan). 

For the Dutch, the personal power sources (character, history, attraction, expressiveness, and knowledge) are more important than the organizational power sources (role, resources, information, network, and reputation).

To influence effectively in this culture, rely on logical persuading.  If that is not successful, then turn to stating, socializing, and consulting.  Avoid appealing to authority or legitimizing.  The Dutch are more antiauthoritarian than people in many other cultures, and appeals to authority may backfire.  Similarly, for the most part avoid alliance building, which they may view with suspicion, or exchanging.  What works best here are sound, rational reasons for your belief, request, or proposal.


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