Wise Men and Wise Women in Business Come With Humility and Bearing Gifts
April 3rd, 2008
Gifts are a big deal in China. It’s part of the expectation and game. In historical China, one brought gifts to the Emperor as part of the expected “kowtow”; today, it may take a different form — in dealing with the Chinese government you bring foreign investment or technology or evidence that you are committed to China for the long term and not to rape and pillage, take your money and make a quick exit for home, etc. for its blessing and regulatory approval. And for your friends and/or business colleagues one often brings personal gifts as part of building guanxi.
See this LA Times article, What Gift To Bring to a Nation That Makes Everything?, that reiterates the importance of gift bringing and giving in China, and further reinforces two other points I make below - make sure your gift is not made in China, and personalize, personalize, personalize.
You will be organized into teams and assigned to several companies (see the FAQ and/or Information Booklet for the details). As part of the firm visit, your team will be expected to purchase, bring and present a gift to the noted manager(s) (again, see the FAQ and/or Information Booklet for how many gifts you need to bring per firm). The FAQ document has some good information on gifts. Please go back and re-read that question. You will need to give firms something nicer/better than a Cal Poly t-shirt or polo.
If two teams have been assigned to a firm, no need for both teams to each bring and give a gift. Instead, collaborate and work it out re: who will get the gift, wrap and pack it, how you will share the cost, etc.
Several weeks ago I was in Barns and Noble. They had some killer sales on picture books. I picked up two gorgeous picture books about China and one on India for about $12.00 each.
I noticed that B&N had some very nice picture books on SLO Country Wineries, so I bought a few to hand out as gifts when I traveled there in March.
I also noticed that B&N had some other killer picture books about California, Big Sur, Yosemite, etc. Some of these picture books I noticed were on sale, some where not. (Also, perhaps El Corral Bookstore has some nice picture books about Cal Poly? — check it out. Borders bookstore in the Madonna Plaza may also have some nice picture books.)
If you divvy the cost of a company gift between four people (or eight people if two teams have been assigned to that firm), this should not break your bank. See the FAQ and/or Information Booklet for suggested maximum budget per gift. The amount is not nearly as important as the thought and the connection to you (see below).
It is important that the gift you choose be an extension of you and who you are. It does not have to be a picture book! I just note the above as an example. The personal thought and touch counts. The gift should also NOT be something made in China, and it can, but is not required to be, tied into your home and where you live. A nice California, Big Sur, Yosemite, Cal Poly, etc. picture book might be a good idea to bring as a gift, and easier to carry and pack than other potential gifts.
Note that for a China gift, per the Information Booklet for some of the firms you need to stay away from the SLO County Winery picture book, as I already gave that to a fair number of people you will meet in China. (But for India, it can/still will work nicely.)
As a personal note, when I made my first foray into China years ago, I brought Central Coast wine. In my own arrogance and western ethnocentricity, I thought, “Wow, are they going to be impressed with SLO County wine — after all, it’s great stuff and we are God’s chosen people here in SLO town.” One major problem, though — wine drinking has not yet taken over China like here, so I could tell they viewed said gift with a “ho-hum, big friggin deal, what’s this?”
So, if it was me, I would stay away from wine as a gift (it’s also a pain to pack and carry, and can break and if red wine, your clothes will be trashed). But for some reason picture books, even of a winery or vineyards, they seem to like and appreciate.
Wrapping Your Gift:
This important. I REPEAT — WRAP YOUR FRIGGIN’ GIFT. How you wrap a gift, and the care you take to wrap it and the quality of its presentation is also a big deal in China. The above LA Times article also signals this. How a gift is wrapped is a part of external/outward “face” in China. Thus, you need to make it look good when you wrap it. Color of paper is important (again, see FAQ document; red is a safe color). Color, packaging and how it looks is part of the romance you are bringing and trying to offer to make yourself look attractive and sincere.
As long as your gift does not contain metal, you can wrap it and put in your suitcase and TSA will likely not make you take it out and unwrap it so they can see it (but I cannot guarantee that what the white shirted storm trooper may/may not do!).
WARNING: if you put it in your carry-on, then definitely don’t wrap it as there is a good chance TSA will make you take it out and unwrap it!!!
Another option - you might wrap your gift once we are IN China, by bringing and packing your wrapping paper and tape with you, and then you wrap it in the hotel room (I have done this a time or two). Once we get to China, finding a place to buy wrapping paper and/or tape in a quick manner is unrealistic and you likely won’t have much time to go on a gift wrapping paper and scotch tape hunt, so I would not plan on that.
Need More Info?
Tap into the expertise of your colleagues and classmates! They can give you good ideas and suggestions. You would be remiss if you did not touch base with them on this.
For India, the same rules and expectations noted above apply.
Again, the SLO Country Winery book will work well for India, but I have already given out a number of these to folks in China that you will meet so if you go with a picture book for the China firms, gotta pick another picture book if you go that route …
Entry Filed under: Pre-Departure, China, India, Misc., Misc., Pre-Departure
14 Comments Add your own
1. Simeon Trieu | April 7th, 2008 at 4:03 pm
Here are several tips for buying gifts for China:
Overview
- Gift giving is what you would expect, but with a few cultural exceptions (listed below)
- This is not an exhaustive list, and like always, you should always use your good judgment.
- If you want to know more, feel free to ask me or other Chinese/Chinese-Americans. We probably know as much as you about gift giving in general, but we also understand the culture of China to some degree.
Culture Notes
- Chinese assume you will be courteous and will not likely point out your cultural blunders.
- As Prof. Carr has noted, your gift should be representative of the culture you come from. While America is an amalgamation of many different cultures, there must be something that means something special to you.
- The gift is not meant to merely be a custom. It isn’t some cultural nuance that you just wave your hand at. The gift is, in Chinese culture, just a representation of the relationship you have with the receiver of the gift.
- Your delivery of the gift is just as important, if not more important, than the gift itself. They get tons of gifts every year, but a grateful expression is worth more than expensive gifts.
- Do not expensive and cheap gifts together to those of in a group of the same importance.
Choosing a gift
- Don’t get them gifts that they can buy themselves at the local Walmart.
- Gifts do not have to be expensive, nor do they have to be large. Again, the gift is a representation of the relationship. A gift for your boss tends to be a little more over the top than a gift to your peers. A gift to your family or friend tends to be more endearing than a gift to someone you just met.
Examples
- If you are at a complete loss as to what to get, some examples of gifts given include but are not limited to perfume, picture books, wine and spirits, postcards, collections (of coins, of stamps, etc.), printed group pictures, customized cards, tour literature, art from the US, treat them to dinner, cosmetics, unique candies, and you can use your imagination for the rest. They are humans like us, intrigued by other cultures different from their own.
Cautionary Notes
- Gifts, like in the US, can be looked at as bribery or kickbacks. Since we are not doing formal business transactions here, it might be good to note that very expensive gifts should be used with caution.
- Always give better gifts to those with higher seniority or power, and give it to them first.
Wrapping Gifts
- Do not wrap a gift before going to China, since they will likely be unwrapped by customs.
- Red is a good choice of wrapping paper color since it symbolizes good fortune in Asian cultures.
- Do not give gifts covered with “cute” wrapping paper to men (but okay for women) Although it may be different, it’s awkward, and they will not tell you if they are offended since they are Chinese.
2. Woon Lam "Justine" Wong | June 13th, 2008 at 3:52 pm
When I asked my father and some Chinese business friends, they simply recommended us to bring over some “Cal Poly” products. It is for sure “made in USA”, which also carries the value of our school. Morover, it shows that we went to that particular company/factory so that they can “show off” the product.
When I went back to Hong Kong, I buy Cal Poly T-shirts and caps for some friends and they like it. I think it is a very easy way to buy a last minute gifts if you haven’t do so.
3. Andrea Muntzel | December 16th, 2008 at 10:11 am
I like the Cal Poly products idea. I’ve given Cal Poly honey and cheese as gifts to family and friends from other areas and they love it. I was wondering if food, though, is a good gift for China. Honey isn’t perishable like cheese but do the Chinese and Indians use honey? I can see how picture or coffee-table books would be excellent gifts but we seem to visit several of the same places and I wouldn’t want to give something that lacks the originality and novelty we are attempting to achieve by giving these gifts in the first place. I’ll keep my eye out for good deals or interesting ideas for the trip while I shop for Christmas.
One thing that was briefly mentioned is the attitude while giving gifts. I think it’s important to remember how kind and generous these companies are being as they welcome us into their buildings with the benevolent and welcoming spirit that is characteristic of their cultures and somewhat lacking on our own. Genuinely having an appreciation for their kindness will surely show through as we give them our gifts; I think gratitude is the best gift to receive anyway.
4. Chris Carr | December 16th, 2008 at 11:36 am
The Chinese are not yet big dairy consumers, e.g., cheese.
I don’t know about honey.
Bringing food can be risky, for the above reasons, also often does not travel well, can melt in the heat, etc.
Chocolates would normally work, but heat and humidity will melt them. So I would recommend staying away from that option.
Would recommend that you appoint a person or two to talk to Xiao Fei on such a topic and report back to the others, to get her input and ideas, start to build your guanxi, etc.
5. Morgan O'Hara | December 19th, 2008 at 2:05 pm
I agree wholeheartedly with Andrea – “we should genuinely have an appreciation for their kindness … gratitude is the best gift to receive.” Along those lines, it’s always a good idea to express appreciation to people who deserve it. A good way to do that is with follow up cards – Raquel is the master at this, and I know her thoughtfulness will serve her well. A universal truth: people like it when you acknowledge them, and express appreciation for things they’ve done for you. In turn, they’ll be more likely to help you out. Appreciation isn’t just about giving – it’s reciprocal.
Also, one quick note on humility. In my opinion, and I’ve lived abroad a bunch, humility is generally your best friend. People are always sniffing you out when you’re a foreigner. Some sincere humility will make you endearing to them in little time.
6. Jenna Healy | January 7th, 2009 at 8:42 am
Although buying particular gifts and wrapping in particular colors may seem troublesome, I love the depth and symbolism of these two cultures. My main criticism of the central coast is our lack of diversity. It could be argued that we have our own culture… surfing-liberal-students or something of the like, but when all is said and done, we are mostly white with washed out culture.
More than the color of our skin, Americans lack ritual. What we have in the U.S. are “Hallmark holidays” or those designed to keep our materialistic sides purchasing. How amazing was this holiday season of consumption decreased by a half? Think of all the saved trees just on wrapping paper alone.
Maybe I’m blind to our rituals because I have lived with them always… but I can’t think of an offensive color to wrap a gift in America… I can’t think of many ways to insult an American besides the middle finger and curse words… and even that doesn’t offend all of us.
In cultures where color, presentation and ritual are so important, it commands respect. We are not only respecting the person, but their ancestry. If there are guidelines, anyone reasonable will try to follow. Maybe the United States should create some guidelines and rituals or does that defeat the purpose?
In truth, it’s the thought that counts. Although the formulas for gift giving in China, India and the United States are all drastically different, we all can appreciate the gesture.
7. Oscar Merlin | January 9th, 2009 at 12:32 pm
The big question that I had on this topic is if its appropriate to give a gift that’s not mainstream. And what I mean by that is that if we are going to give cheese or honey like Andrea was saying if its OK if its from Canada or Mexico? Or if we are expected to give something to them that’s specifically from the Central Coast? Does it have to be USA made and produced? or can it be something that reminds them that yeah we come from the US but the US is composed of so many different people, and they have one or two countries as neighbors.
8. Chris Carr | January 9th, 2009 at 1:57 pm
The most important thing is that it be a part of you and who you are. That can take on many facets. So I guess my question back to you would be, is Canadian cheese or honey more a reflection of you or is California cheese or honey? What/where is the connect …?
9. Patrick Johansing | January 22nd, 2009 at 5:43 pm
As Whitaker said–ring the doorbell with your elbows. I’m learning more and more the importance of gifting, especially in business. Gifting takes on many roles. It says we are thankful for your time, it says we’ve been giving you special thought, and it says you are important. It even gives the recipient a physical reminder of us. A gift is a powerful gesture.
10. Chris Carr | January 27th, 2009 at 10:46 am
Good question.
I think gift bags are fine. They key is to make them look pretty and signal you put thought into it.
In past years, we had a few instances where people pulled out their unwrapped, wrinkled from suitcase packing Cal Poly t-shirts and handed those over as unwrapped gifts. I thought it looked bad, in that the presentation was not so good.
They key to remember is that in much of Asia, presentation/formality on this type of thing is a big, big deal.
Taking the time to get this right is a sign that you respect them and the time they have taken to spend with you. In my view, a nice looking/presented gift bag is sufficient in this regard.
11. Raquel Rusing | February 4th, 2009 at 5:48 pm
If anyone doesn’t already know, I’m the Martha Stewart of the MBA program. I like gift wrapping so much that I often spend more money on the presentation of the gift than the gift itself. And that’s because I believe very highly in the way you present yourself, and even a gift reflects that. As an example to my obsession, I usually don’t even buy wrapping paper… I buy white wrapping paper and then paint with watercolors on it. I’ll even admit to making my own gift bags. Yeah, I kind of love it.
But this is where I get worried. I’m not supposed to over do the presentation. Hmm. Where is the line? I needed more answers so I did more research. I didn’t find much that differed from what was already stated in this blog. However, I found a couple details that were referenced in a few sources. One source was from a company called Allie Intrade, Inc. that did a presentation for its employees to explain Chinese Etiquette in Corporate Gift Giving.
Here were the interesting points I found:
1. Do not give clocks, white flowers or reading books as gifts. These can represent funerals, extramarital affairs, loss or failure.
2. Colors and numbers play an important role. Lucky numbers are 3, 6 and 9 to mean birth, wealth and longevity. (Nerdy math sidenote… in general are multiples of 3 lucky? I’ll probably know the answer to this after reading back through my History of Number Theory book)
3. Unlucky things are black, white, blue and the number 4, which are associated with death or funerals.
4. Although wrapping with red paper is appropriate, writing in red ink is symbolic of severing a relationship.
Again, most of the other information I found was already stated, but these extra comments were new. However, I cannot determine their truth, so take them as you will. Where is Xiao Fei when you need her?!
12. Xiaofei Song | February 21st, 2009 at 10:44 pm
I think t-shirt or key chain are very good gifts. I like to bring food, if you don’t care about the weight, artichoke heart is very good choice. Honey is common in China, find something they don’t have and just from California.
Another thing I would like to bring is gum, find some wired flavor like Big Red, my friends all burn their month by chewing tons of them!
13. Chris Carr | March 2nd, 2009 at 9:29 pm
Questions I would ask you if you were on my Donald Trump-type reality, business school-ish TV show where you worked on this problem/challenge:
Will the Chinese know (care) who Dr. Seuss is? (Seems to me that “green eggs and ham” is a Western-centric construct and concept.)
Does the person you are giving a gift to have a child? What if they don’t? How can one learn/confirm this in advance (tough to do)?
If they do, Mickey Mouse, maybe and I think you have a shot. Dr. Seuss … seems to me to be a stretch and risky.
Will they like or read Western poetry (do you like and read Chinese poetry)? If they like it, can you make it easy for them to read and enjoy (poetry is often very personal) by giving said person a Western poetry book that has been translated into Mandarin (and can you find said book in “global” SLO town to purchase)?
You might build your relationship/guanxi with them over time and, once you get to know said person better, then, such a specifically tailored and personalized gift may be the way to go.
My (candid) two cents.
14. Chris Carr | March 13th, 2009 at 7:54 pm
Good question by Matt.
Coffee has arrived in China and Starbucks now seem to be everywhere.
But, it is still heavily a tea drinking society, so on the coffee front I would say wait a decade and then try that as a gift.
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