Lord Xue (Tian Wen), relying on the might of Qi, aided Han and Wei in attacking Chu, and then joined with Han and Wei to assault Qin, for which he sought troops and provisions from Western Zhou. Han Qing, speaking on behalf of Western Zhou, addressed Lord Xue, saying: “You, relying on the power of Qi, helped Han and Wei attack Chu, and over nine years seized the lands north of Wan and Ye, strengthening Han and Wei. Now you attack Qin to further aggrandize them. With no threat from Chu to their south and no peril from Qin to their west, Han and Wei, possessing vast territories and heightened status, will surely cause Qi to be slighted. The root and branch of affairs transform into each other, and vacuity and substance shift with the times; I privately fear for your safety. Better that you allow our state to secretly ally with Qin, while you refrain from attacking Qin and need not borrow troops or grain. Advance your forces to Hangu Pass but do not strike, and let our state convey your intent to the King of Qin, saying: ‘Lord Xue is determined to break Qin to expand the power of Han and Wei; the reason he marches is to compel the King of Qin to order Chu to cede its eastern territories to Qi.’ If the King of Qin releases the King of Chu to sue for peace, you may use our state to forge a bond of gratitude with Qin. Qin, spared from destruction, will surely be willing to offer Chu’s eastern lands to avert its own calamity. Once the King of Chu is freed, he will certainly feel indebted to Qi; Qi, gaining eastern territories, will grow stronger, and you, Lord Xue, shall enjoy lasting security for generations. Qin will not be greatly weakened, yet it will owe a debt of gratitude to our state—this is your achievement.” Lord Xue said, “Well spoken.” Thereupon he dispatched Han Qing as envoy to Qin, causing the three states to refrain from attacking Qin and to cease demanding troops and provisions from Western Zhou.
💡 商战启示录
This strategy exemplifies consummate game-theoretic wisdom, whose essence lies in defusing direct confrontation and achieving multi-party win-win outcomes through the repackaging of information and the restructuring of interests. Lord Xue's original plan was to ally with Han and Wei to attack Qin, but Han Qing identified its latent risks: Han and Wei would grow stronger, Qi would be relatively weakened, and a head-on clash with mighty Qin would entail enormous costs. Han Qing's solution was to "make a feint to the east while attacking in the west"—ostensibly pressing toward the city walls, yet in reality conveying the "true intent" (to claim Chu's territory rather than to destroy Qin) through a third party, thereby offering Qin a low-cost face-saving exit, while enabling Chu to trade territory for peace, allowing Qi to gain land and grow powerful, leaving Han and Wei without tangible gains, and preserving the Western Zhou. This mirrors modern business dynamics, much like "deterrence and reconciliation" in corporate mergers and acquisitions: when locked in attritional warfare with a competitor, it is wiser to release signals through intermediaries, redefine the objective (such as market share rather than annihilating the rival), and craft a transactional structure acceptable to all parties. For instance, tech giants often apply pressure through litigation in patent wars, yet ultimately settle through cross-licensing or collaboration—safeguarding market positions while avoiding endless legal costs. True business acumen lies in discerning the core interests of all stakeholders, devising solutions that allow rivals to concede with dignity, and ensuring one's own interests are maximized—rather than resorting to relentless aggression.