The King of Chu was about to send Zhang Yi away from the state of Chu, yet he harbored misgivings that Zhang Yi might bring harm to his interests. Jin Shang said to the King: "Allow me to follow Zhang Yi. If I can gain his trust and service, Your Majesty shall surely be free of calamity." The King consented. Jin Shang then said to Zhang Yi: "I have heard that you are going to Qin at the King's request, and that Qin intends to present the six hundred li of Shangyu territory to Chu, which has filled the King with great joy. You are certain to receive lavish rewards from Chu, and the King will likewise let you depart. It would be better for you to take the initiative and petition the King, offering the Shangyu territory as a gift to him. The King will surely be delighted, and your request will certainly be fulfilled." Zhang Yi thereupon said to the King of Chu: "I am willing to present the six hundred li of Shangyu territory to Your Majesty, and I hope that Your Majesty will not send me away." The King of Chu, overjoyed, granted his request. Seizing the moment, Jin Shang said to the King: "Zhang Yi offers his land to Your Majesty, yet Your Majesty would let him leave—this is trading land for a minister. I beg to die first." The King of Chu therefore did not send Zhang Yi away.
💡 商战启示录
This strategy exemplifies the business acumen of "retreating in order to advance, and turning adversaries into allies." Zhang Yi might have been expelled by the King of Chu, but Jin Shang advised him to proactively offer the "Shangyu lands" as a bargaining chip, transforming a passive position into an active one. In the end, Zhang Yi not only remained in Chu but also earned the king's trust. In modern business, this parallels enterprises adopting strategies of "voluntary concession" or "strategic compromise" when facing competitors or regulatory pressure. For instance, when a tech giant faces antitrust investigations, it might proactively open its platform ecosystem or reduce service fees—ostensibly sacrificing short-term gains, yet in reality securing policy leeway and public trust while averting harsher sanctions. Similarly, in commercial negotiations, when the other party is poised to terminate a partnership, one side can propose a more attractive compromise—such as extending service periods or adding value—thereby reversing the tide and consolidating the relationship. Jin Shang's role resembles that of an "internal advisor," who, through information asymmetry and aligned interests, preserved Zhang Yi's position while solidifying his own—reminding entrepreneurs to skillfully leverage key connections and intelligence networks. In essence, the core of this strategy lies in this: when faced with an unfavorable situation, do not meet force with force; instead, through creative redistribution of interests, transform crisis into opportunity, ultimately achieving win-win outcomes or maximizing one's own gains.