Belgium: Let's Make a Deal! - Part 2

From ExecutivePlanet.com

What you should know before negotiating

It is highly unlikely, but not totally impossible, that you might find yourself chairing a meeting with representatives from all three linguistic groups in Belgium--in which case your only policy is to pray that they all have at least some competence in English.

Whereas francophone Belgians tend to be formal and circumspect, Flemish-speakers tend to be more informal and direct.

For the most part, Belgians tend to be conceptual thinkers. They are receptive to 'outside' ideas and you will find that a wide range of topics will be open to discussion.

Although hard facts, empirical evidence and logical argument are the most effective form of persuasion among Belgians, personal feelings may also be an important factor during negotiations. Moreover, Belgians are willing to compromise when necessary and tend to be firm believers in practical or 'common sense' approaches and solutions.

Decision-making can be slow and protracted, since even peripheral concerns may be taken into close consideration.

Of course, the individual takes responsibility for his or her decisions in the end but, in general, when you are doing business in Flanders, decisions tend to be reached by means of consensus within the group, whereas the Walloon business culture is more intensely hierarchical and only the highest person in authority makes the final decision.

Any request from a Belgian office expects a prompt reply and it is essential to assure Belgian clients, both during negotiations and subsequently, that you will meet all deadlines and be available to offer assistance when necessary.

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