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1、1,International Business Etiquette,Class Eight,Gift Giving Etiquette,General Guidelines,2,International Business Etiquette,Focal Points:Importance of Business GiftsAppropriate Time to Give Gifts in BusinessChoosing the appropriate giftGeneral Gift Giving ProtocolCultural Differences in Gift-giving C
2、ustomsGifts Vs.Bribes,Gift Giving Etiquette,3,International Business Etiquette,Warming up Activity Case Study Discussion,Step One,4,International Business Etiquette,Gift Giving Etiquette Discussion Questions,What would you take with you from China as gifts if youre now going to study or work abroad?
3、Why?What would you expect to receive as gifts from a business counterpart who comes from:A.The United States B.France C.Japan,Step 1-2,5,International Business Etiquette,Gift Giving Etiquette Discussion Questions,3.Why do people give gifts?Is it appropriate or required to give gifts in the business
4、situation?4.How do you know what are proper business gifts?5.Are there any cultural differences in giving gifts?Can you name some of them?6.What are gifts and bribes?What are the distinctions between the two things?,6,International Business Etiquette,Gift Giving Etiquette Importance of Business Gift
5、s,Why do people give gifts?People give gifts for a variety of reasons:To build and maintain personal or business relationships To promote goodwill To promote business products or services To enhance the image and reputation of the company To demonstrate appreciation and gratitude To show respect To
6、encourage or motivate To celebrate or congratulate To acknowledge your host(A recent Lenox Company study showed that the average American buys 47 gifts each year.),Step 2,7,International Business Etiquette,Gift Giving Etiquette Importance of Business Gifts,Why do we give gifts in business?We give th
7、em to promote goodwill,to demonstrate gratitude and to continue good relationships.With few exceptions,good business relationships are built upon strong personal relationships.In Asian and Latin American countries,in particular,relationships are key to business success.,8,International Business Etiq
8、uette,Gift Giving Etiquette General Guidelines,When to give gifts in business?Gift giving should be done only if we currently do business with the organization.Sending a gift when you are in the bidding process,or in negotiations on a contract may be misinterpreted as bribery or an attempt to gain i
9、nappropriate influence.We give gifts when we close a deal to show good faith and to demonstrate happiness that the arduous process has ended.We give gifts to demonstrate good will on an ongoing basis.,Step 2-1,9,International Business Etiquette,Gift Giving Etiquette General Guidelines,Take the follo
10、wing factors into consideration:Who is receiving the gift?What is his status?What is the protocol associated with gift giving and receiving?,10,International Business Etiquette,Gift Giving Etiquette General Guidelines,Take into consideration such factors as the following:A perfect gift shows great r
11、esearch and thought.what is creative,original,and in good taste.make it look at quality more than quantity and size.,11,International Business Etiquette,Gift Giving Etiquette General Guidelines,Select a gift from the perspective of the recipient.Consider the recipients taste,not yours.Send a busines
12、s gift that reflects both yourself and your companys image.The gift you give is a direct reflection of your business.Give gifts that set your business apart and make your customers remember who gave it to them.,12,International Business Etiquette,Gift Giving Etiquette General Guidelines,Inappropriat
13、e Items to Avoid:Personal Items Any form of lingerie.Gag gifts They are considered taboo for the workplace.Gifts implying selfimprovement Gifts like memberships to the gym,diet cookbooks,or How to Quit Smoking in 3 days audio tapes could very well offend the recipient.Gifts related to religion or po
14、litics.,13,International Business Etiquette,Gift Giving Etiquette General Guidelines,Inappropriate Items to Avoid:Gifts that have your company logo plastered all over it.Gifts purchased at discount stores,14,International Business Etiquette,Gift Giving Etiquette General Guidelines,Other general guid
15、elines to follow:Observe corporate guidelines Watch your budget Dont use your logo Give every gift a personal touch,15,International Business Etiquette,Gift Receiving Etiquette,Like giving gifts,receiving gifts is a skill.Receiving a gift gratefully means focusing on the thought behind the gift rath
16、er than on the gift itself.That way,even if you dont love the gift,you can focus on the important point:the generosity of the giver.Smile when the gift is handed to you.Whether you like the gift or not,express gratitude.Comments such as“How thoughtful of you!”show appreciation without requiring you
17、to lie.,Step 2-2,16,International Business Etiquette,Gift Giving Etiquette Cultural Differences in Gift-giving Customs,Gift-giving customs vary from culture to culture.What may be considered culturally savvy in one culture often becomes a cultural faux pas in another culture.It is important to under
18、stand how various countries view gift giving.Gifts may be viewed as thoughtful gestures,generosity,business development&promotion,bribery,or payment for special favors.,Step 2-3,17,International Business Etiquette,Gift Giving Etiquette Cultural Differences in Gift-giving Customs,As a general rule,co
19、untries/regions fall into categories based on the importance they place on gift giving protocol.,18,International Business Etiquette,Gift Giving Etiquette Cultural Differences in Gift-giving Customs,Business Gift Culture by Regions,19,International Business Etiquette,Gift Giving Etiquette Cultural D
20、ifferences in Gift-giving Customs,Selecting an appropriate and proper gift requires knowledge&sensitivity.A British expression gives an excellent suggestion:Avoid Carrying coals to Newcastle.People in Newcastle,a coal-mining town,would not appreciate receiving coal as a gift!In other words,avoid giv
21、ing something people already have.Do not give wine to the French,beer to the Germans,chocolates to the Swiss,or tea to the Chinese.,20,International Business Etiquette,Gift Giving Etiquette Cultural Differences in Gift-giving Customs,21,International Business Etiquette,Gift Giving Etiquette Cultural
22、 Differences in Gift-giving Customs,Flowers occupy a uniquely acceptable place in the spectrum of gifts,suitable almost for any occasion.They cannot be mistaken for bribe.However,flowers also have specific cultural associations which differ in each country.It is very important to know the shared mea
23、nings of flowers in other countries when cross-cultural floral gifts are exchanged.,22,International Business Etiquette,Gift Giving Etiquette Cultural Differences in Gift-giving Customs,23,International Business Etiquette,Gift Giving Etiquette Business Gifts Vs.Bribes,What is a business gift?A gift
24、is something of value given without the expectation of return.What is a bribe?A bribe is the same thing given in the hope of influence or benefit.It is the offering,giving,receiving,or soliciting of something of value for the purpose of influencing the action of an official in the discharge of his o
25、r her public or legal duties.If you give a 300,000 dollars worth of gift to a corrupt foreign official,and it leads to a million dollars worth of business deal,is it necessarily a bribe or a gift?Will you choose to do it?,Step 2-4,24,International Business Etiquette,Gift Giving Etiquette Business Gi
26、fts Vs.Bribes,It can be difficult to determine the difference between the two in a given situation,because it is often impossible to determine the expectation of the giver.In certain developing nations,bribes are actually considered normal business practice.The argument is that you are merely paying
27、 for a service or offering cash to expedite a process.Many developed countries outlaw bribery on the grounds that it undermines fairness.,25,International Business Etiquette,Gift Giving Etiquette Business Gifts Vs.Bribes,Business gifts and bribes can be actual items,or they can be tickets to a sport
28、ing event,travel,rounds of golf,or restaurant meals.Deciding to take or offer a business gift/bribe can present ethical dilemmas.In this context,ask yourself the question,“Is the gift being given legal in the host country?If not,what are the potential consequences of giving or receiving a gift?”Reme
29、mber the old saying,“Theres no such thing as a free lunch.”,26,International Business Etiquette,Gift Giving Etiquette Summary,Gift giving in the business arena is a task to be taken seriously,as the opportunity to cement a relationship can be lost if the situation is not handled properly.The challen
30、ge is to make your gift both appropriate and appreciated.Businesses around the world use a variety of methods to strengthen relationships with existing and potential customers.The distribution of presents is one way to recognize and acknowledge a business relationship.,27,International Business Etiq
31、uette,Gift Giving Etiquette Summary,Choosing the appropriate gift requires a careful study of your target countrys gift culture,for a blunder in this arena can be the cause of a tarnished relationship or media embarrassment.Gift receiving is a social skill.Whether you like the gift or not,express yo
32、ur appreciation by complimenting their thoughtfulness and generosity.Defining gifts and bribes may seem like a simple-minded activity,but it actually can be a difficult task.It is an important issue in business government ethics.,28,International Business Etiquette,Gift GivingGift ReceivingCultural
33、Faux PasGiving/Taking BribesBusiness EthicsGag giftsLingeriefloral giftsChrysanthemumsCarnationsCallas HeathermarigoldLilies,Glossary for Review,29,International Business Etiquette,Why do we give gifts in business?When should we give gifts in business?What is the protocol associated with gift giving
34、 and receiving?What are appropriate and inappropriate business gifts in different cultures?Name some of them.What are gifts and bribes?Is gift giving an honest gesture or is it only another way to influence the actions of others,much like bribery but to a lesser extent?Does gift giving also challeng
35、e fairness,or is it inappropriate to categorize it with bribery?,Questions for Review,Step 3,30,International Business Etiquette,Gift Giving Etiquette Assignment,QUESTION FOR ASSIGNMENT:In Western Europe,it is no longer customary to bring gifts from ones home country when visiting a foreign country on business.Give two reasonable explanations to this.,
