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The exchange of gifts in Chinese business practices
The ancient Chinese proverb “礼尚往来” (lǐ shàng wǎng lái, “courtesy requires reciprocation”) highlights one of the most curious and talked about aspects of Chinese business etiquette. The first character “礼” (lĭ, “courtesy”) expresses a sense of ceremonial observance for the Chinese, while the word “礼物” (lǐwù, “things of courtesy”) is translated as “gift”.
The exchange of gifts has a very important role in business relationships in China. Various online sources, books and manuals recount the value of tradition, explain how to behave and underscore that official politics prohibit the practice (which is considered corruption). In effect, the penal code of the People’s Republic of China (in the art. 164) clearly states: “Whoever gives money or something else to an agent of an organization, firm or other entity to obtain undue advantage, is punished…”. It is here however that doubts are raised.
How can you give a gift? What distinguishes it from simple corruption? And above all why is it so important in Chinese business relationships? To respond to these questions, we have to take a few steps back.
Why it’s important to give a gift?
The ancient roots of Chinese culture go back to Confuscianism: a philosophical, moral and political doctrine that places particular emphasis on a series of obligations and good standards meant to build and maintain harmonious relationships among men. In this context, the exchange of gifts in Chinese business practices has a fundamental role: it allows for the showing of respect, effort and enthusiasm in maintaining the “关系” (guānxì, “relationship”).
The subject of giving gifts in Chinese business practices is a rather delicate matter. Good etiquette requires that you remember to offer the gift with both hands. Don’t worry if your Chinese business partner will gently refuse it (two or three times), it is simply a sign of modestly and humility. Remember too to pay attention to the package: the color red is particularly appreciated because it symbolizes good luck.
What you shouldn’t give as a gift to the Chinese ?
If you have doubt about the gift itself, it might be useful to follow certain guidelines. Among gifts that are particularly not suited for Chinese business practices are objects that symbolize the breaking of a relationship, death, or displeasure. For example, “伞” (sǎn) which in Chinese means “umbrella” is pronounced the same as the verb “散” (sǎn), which means “to divide” or “separate oneself”. Therefore, unless it’s a rainy day, don’t give someone an umbrella.
Another would be, “送钟” (sòng zhōng) which in Chinese means “to give a watch” is a homonym of “送终” (sòng zhōng) which means ” to go to a funeral”. Avoid too medicines, handkerchiefs, shoes and chrysanthemums; not to mention sharp objects.
So… what do you give a Chinese person?
Some gift ideas would be: a book about your firm’s history (a dedication by your firm’s staff and management would be appreciated), handicrafts or products typical of your city or region.
Nevertheless, the best gift is probably an invitation to lunch or dinner: the gesture will surely be returned and will trigger a continuing cycle of reciprocating generosity.
Source: http://www.saporedicina.com/english/gift-exchange-chinese-business/
