The Art of Giving
By Ron Cune
Relation gifts are meant, by means of positive memories, to reinforce a relationship. This kind of association will increase trust and will cause the receiver to adopt a more flexible attitude in future business situations.
Entrepreneurs operating internationally may experience difficulties finding the right presents for people with different cultural backgrounds. Aside from statutory regulations, there are also personal symbolical backgrounds that need to be taken into account. In China, for example, it is unconventional to bring a gift to the first meeting.
People with experience in China are usually aware that presenting a clock, an umbrella or shoe may have an unfortunate undertone. Such presents usually give rise to a negative association. Even the colors of the wrapping paper can play a decisive role. Black and white are, for example, best avoided.
Furthermore, relation gifts always have to be presented at the end of meetings and on behalf of the company. The most important gift is for the principal person, who, for that matter, is rarely ever the contact person(!) At Chinese meetings, there are usually more people involved than is customary in Europe. It is much appreciated when everybody is presented with, at least, a small trinket or when something is given that can be shared by everybody.
Finally, a present with a nice story is better than a nice present without a story. Local delicacies such as sweets and alcohol may, for example, make very successful presents.
The only exception to this rule is exceptionally strange flavors such as Dutch liquorices. This might have a miserable effect as many Chinese find the flavor comparable to that of traditional Chinese medicine.
Ron Cune, Dragondancers
October 17th, 2008 at 2:54 pm
Experience is always individual. That said, in my experience, I would take great exception with two key points here: 1) Not giving a gift at the first meeting and 2) waiting until the end of the meeting to present a gift.
It’s very true that certain colors, clocks, knives, and similar gifts have negative meaning in Chinese culture and should be avoided. The suggestion of a gift with a story or a “hometown” specialty is excellent. These can be the best gifts of all. In all cases, food and liquor should be carefully considered. Everyone has different tastes.
Bringing a gift to a first meeting can open the door. At one time not so long ago, a person who did not bring a gift (tea, cigarettes, alcohol, fruit, candy/sweets) and present it immediately would be considered quite rude and would quickly be shown out. This has changed somewhat in the past 4-5 years and will depend on the situation and which generation(s) are involved.
If you (or your staff) have had several contacts with the participants, have spent time arranging the meeting, then a small gift is appropriate. You know to whom you are giving the present. If you are simply ‘knocking on the door’ then it may not be appropriate to bring a gift.
Waiting until the meeting is over to give a gift is rather like going to a wedding and waiting until the bride and groom have left the party to present their gift. A gift should be presented at the beginning of the meeting, during introductions, clearly, but without too much fanfare. The receiver will likely set it aside to be opened later. This is Chinese custom. If the meeting is over dinner/lunch and the gift is wine, liquor, or something edible, it should be presented early on for toasting and for everyone to enjoy.
Many US companies have ethics rules which prohibit giving or receiving expensive personal gifts. Generally, something under $25 is okay for an individual while a gift basket/box which can be shared by all is preferred. If handled with appropriate discretion, a small gift to one or two people is fine; it is not necessary (and can be risky) to give everyone a token present.
The circumstances should be the deciding factor.
October 17th, 2008 at 9:55 pm
Interesting story, thanks for sharing.
What time is suitablle to give a gift to Western guest or Western host?
October 20th, 2008 at 5:18 am
Thanks.
It is helpful.