Tokens of Appreciation: Giving Gifts Correctly

Gift giving is a common practice in China. It’s a good way of thanking someone for doing a special favor or celebrating a special occasion, or it may just be a way to cement your relationship with a business contact. Done the right way, exchanging gifts can help build a stronger relationship with the Chinese.

You can give a single gift to the Chinese company or give individual gifts to the Chinese people you’re working with. Giving individual gifts is great because it lets everybody participate in the gift-giving ritual. If you give a single gift to the company, the recipient should be obvious to everyone. For example, you can give them a crystal decorative piece representing a significant landmark from your home city — Big Ben, Sears Tower, Sydney Harbor Bridge. Read on for details on the rites and rituals of gift giving.

Deciding how much to spend

Don’t choose gifts that are too expensive. You and your company don’t want to be seen to be buying favors or business in China. Also, an expensive gift may invite the Chinese to give you a more expensive gift at a later time, which you may then need to one-up, and so on.

Check with your home country laws or company policies about monetary limits for gift giving before you decide what to do about gift giving in China. Some companies have strict rules about giving and receiving gifts.

On the other hand, you don’t want to buy cheap gifts for your Chinese business contacts. Doing so reflects poorly on you and your company and is likely to insult the people you’re trying to get to know better. Giving a modestly priced (US$5 to US$20) gift of good quality is something the Chinese can certainly appreciate. The gifts should be of the same value to everyone — don’t give the Chinese leader a separate gift.

Choosing an appropriate gift

Be sure that your gifts weren’t made in China (or other Chinese places such as Hong Kong or Taiwan). Providing a gift that’s made in your home country and has some significance to your local city or area is best. You can even consider gifts that include your company’s logo on it. Bring along extra gifts — perhaps even a dozen — just in case you meet more people than you expect during your visit. Popular gifts to give to your Chinese contacts include the following:

✓	Calculators
✓	Paperweights
✓	Pens (but avoid red ink, which symbolizes severing ties)
✓	Liquor, especially brandy (as a company gift)

Here are some gifts that aren’t appropriate. Some of these gifts have superstitions around them or just aren’t good to give:

✓	Clocks
✓	Food
✓	Hats
✓	Handkerchiefs
✓	Money
✓	Umbrellas

You can expect to receive gifts from the Chinese as well. They may include things such as scrolls, prints, calligraphy, and other gifts representing Chinese culture.

Paying attention to presentation

The color of the gift wrapping matters in China. To play it safe, use red wrapping paper. The color red is considered lucky in Chinese culture. Hopefully, some of it’ll rub off on you! Yellow and pink work well, too. Stay away from blue, white, and black, and don’t include a card or use any ribbon.

Also, you may want to consider the significance of the number of gifts you give. Eight is very lucky, and four is associated with death.

Hold off on the gift wrapping until after you reach China — the customs officials may need to inspect your gifts upon arrival.

Exchanging gifts

Exchanging gifts usually takes place after you’ve concluded your business dealings — usually at the end of the last banquet or at the end of the final meeting with your Chinese contacts before your departure. Never give gifts to the Chinese when you first meet them.

Having the most senior person from your firm present the gift is a courtesy. Give the gift with two hands to the most senior Chinese person and then to the remaining members of the Chinese delegation. Don’t be surprised if the Chinese bow slightly as they receive your gift as a gesture of thanks.

If the Chinese visit your company’s office in your home country, presenting a gift to them at the end of their visit with you is polite. If the gift, such as a crystal replica of the Empire State Building, is too bulky to fit in a suitcase, offer to ship it back to China as a courtesy.

Always first present the gift in person. Never send a gift to the Chinese.

The Chinese have been known to refuse gifts once, twice, or even three times before accepting a gift. Be persistent, and they’ll accept your gift. (Younger Chinese may show more willingness to accept gifts.) Make sure you express your thanks when you receive and accept your gift from the Chinese. Just say that you’re most thankful for their generosity and that the gift was certainly not necessary. There’s no need to send a thank-you note.

In China, opening the gift in front of the person who gave it to you is impolite, so don’t expect your Chinese friends to open your gift in front of you. You should do the same — open the gift later on.