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ARTICLE · 21 NOVEMBER 2013

When West Meets East

China has a unique culture and customs and often learning and knowing small things bring unexpected positive results.

South AfricaStrategy
Charles You
Charles You

In 1992, 12 delegates from the Chinese government were tasked with procuring a $30m biochemical equipment deal with an American corporation. In order to please their purchasers from the East, and as a token of appreciation, the Americans prepared a gift for each of the delegates; the gift box was wrapped very nicely in red, which represents prosperity, and was gratefully accepted by the Chinese delegates.

But when the delegates immediately opened the box as requested by the Americans, they found that the gift was a green golf cap. No-one said a word. The Americans were left with an empty space above the dotted line which said "Purchaser". They were puzzled. Their intention was for everyone to enjoy a game of golf after the long hard negotiation. But had they known that the "green cap" (in fact, any cap) symbolises "cuckold" in China, surely they would have chosen a different gift.

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