King Chu asked Fan Huan, “I wish to place a chancellor in the state of Qin. Who would be suitable?” Fan Huan replied, “I am not worthy to know such a matter.” The King of Chu said, “The man I intend to send to Qin as chancellor is Zhang Yi. I believe Qin will surely employ him—what do you think of this?” Fan Huan answered, “As I see Zhang Yi’s character, he is shrewd yet suspicious, outwardly trustworthy but inwardly aloof. Moreover, he delights in gain and shuns misfortune. If Your Majesty employs him, he will surely scheme for Qin’s benefit and will not be loyal to Chu. It would be better to employ Gan Mao.” The King of Chu asked, “Is Gan Mao suitable?” Fan Huan replied, “Gan Mao is a man of Xia Cai. In his character, he is loyal to his sovereign above and harmonious with the people below; his heart is upright and his demeanor gentle. Furthermore, he does not covet gain and shuns misfortune. If Your Majesty employs him as chancellor, he will surely be loyal to Chu, and at the same time beneficial to Qin.” The King of Chu said, “Well said.” Thereupon he sent an envoy bearing a hundred chariots and a thousand yi of gold to Qin, to invite Gan Mao and install him as chancellor.
💡 商战启示录
When the King of Chu sought to place an agent within an enemy state, Fan Huan's admonition revealed the crux of selecting the right person—one must weigh not only capability but also loyalty and values. In modern business, this strategy often manifests as "due diligence" and "value alignment" when assessing key positions or partnerships. For instance, during mergers or joint ventures, companies must carefully evaluate the loyalty and interest orientation of the counterpart's senior executives; otherwise, they risk inviting a wolf into the fold. Fan Huan pointed out that Zhang Yi, being "fond of gain and averse to harm," was prone to betrayal for profit, whereas Gan Mao, who "did not covet gain," was more trustworthy. This mirrors the modern corporate practice of hiring professional managers—if one prioritizes ability while neglecting integrity, core secrets may leak or resources may be diverted. Conversely, choosing loyal and upright partners may yield slower short-term results than opportunists, but ensures stable long-term growth. More intriguingly, Fan Huan advised the King of Chu to appoint Gan Mao as prime minister—a move that served both Chu's interests and benefited Qin. This resembles the "win-win" cooperative strategy in business, where common ground is sought amid competition rather than engaging in a zero-sum game. For example, Apple and Samsung both compete and collaborate: Samsung supplies screens to Apple while selling its own phones, each deriving mutual benefit. In sum, this counsel reminds us that in the game of commerce, selecting and employing people requires balancing loyalty against capability, and seizing "win-win" opportunities with acumen, to secure a firm foothold.