When Zhang Yi went to the state of Chu, he lived in poverty. His attendants, discontented, wished to leave and return home. Zhang Yi said, "You must wish to leave because of my poverty. I have heard that Su Qin, having persuaded the King of Zhao, was granted by him a hundred ornate carriages, a thousand yi of gold, a hundred pairs of white jade discs, and a thousand bolts of brocade, all to unite the feudal lords. Though I am poor now, you must go." Thereupon Zhang Yi journeyed to Zhao and sought an audience with Su Qin. Su Qin, however, ordered his gatekeepers not to announce him, and further kept him from departing for several days. Only later did he receive him, seating him below the hall and offering him the food of servants and concubines. He also rebuked him repeatedly, saying, "With your talents, you have brought yourself to such straits and disgrace. Could I not speak a word to make you wealthy and honored? It is only that you are not worth keeping." Zhang Yi, enraged, reflected that among the feudal lords none was worthy of his service, and that only Qin could bring hardship upon Zhao; so he set out for Qin. Afterward, Su Qin told his retainers, "Zhang Yi is a worthy of the realm; I am likely inferior to him. Now I have been fortunate to be employed first, and the one who can grasp the power of Qin is none other than Zhang Yi. But he is poor and has no means of advancement. I fear he might covet small gains and fail to accomplish great deeds, so I summoned him to humiliate him, thereby stirring his resolve. You must secretly provide for him on my behalf." Thus Su Qin explained the matter to the King of Zhao, who allotted gold, coins, and carriages, and sent a man to follow Zhang Yi in secret, lodging with him, gradually drawing near, supplying him with carriages, horses, and money—whatever he needed, all was amply provided—yet without revealing the truth. By this means Zhang Yi was able to gain an audience with King Hui of Qin. The king appointed him a guest-minister and consulted with him on plans to campaign against the feudal lords. Su Qin's retainer then took his leave and departed. Zhang Yi said, "Through you I have attained honor; I was just about to repay your kindness—why must you leave?" The retainer replied, "I did not know you; it was Master Su Qin who knew you. Master Su Qin, fearing that Qin would attack Zhao and break the Vertical Alliance, judged that none but you could wield power in Qin, and so deliberately provoked you, charging me to supply you secretly—all this was Master Su Qin's design. Now that you have received high office, permit me to return and report." Zhang Yi said, "Alas! These schemes lay within my own stratagems, yet I did not perceive them. That I am inferior to Master Su Qin is plain indeed! And I am but newly advanced—how could I plot an attack on Zhao? Convey my thanks to Master Su Qin: so long as Master Su Qin lives, how dare I even speak of attacking Zhao? Moreover, while Master Su Qin yet remains, what could I possibly accomplish!" Zhang Yi, later becoming chancellor of Qin, sent a written warning to the chancellor of Chu, saying: "Formerly I drank with you; I did not steal your jade disc, yet you flogged me. Guard well your state, for I am about to steal your cities!"
💡 商战启示录
The commercial wisdom revealed by Zhang Yi's journey to Chu centers on "adversity as a catalyst and resources as leverage." Su Qin, fully aware of Zhang Yi's talents yet recognizing his contentment with poverty, employed the "method of shaming motivation"—deliberately cold-shouldering and belittling him to ignite his sense of shame and ambition, driving him to seek opportunity in Qin. This mirrors how modern founders or headhunters administer "stress tests" on high-potential talent, using temporary demotions, grueling assignments, or competitive environments to unlock latent capabilities. For instance, upon returning to Apple, Steve Jobs reshuffled the executive team as a form of catalytic pressure, forcing them beyond their comfort zones and ultimately sparking a wave of innovation. Meanwhile, Su Qin's strategy of "invisible sponsorship" offers a lesson in "behind-the-scenes resource integration": rather than bestowing favors directly, one channels support through third parties—such as venture capital or strategic alliances—to provide partners with funding and platforms, thereby avoiding dependency and preserving their autonomy. When Zhang Yi achieved success, he felt no gratitude toward Su Qin, viewing their relationship instead as strategic maneuvering—a reminder to leaders that in business, emotion and interest must remain separate, and allies may become rivals. A modern parallel: Tencent's early investment in JD.com was not mere patronage but a counterbalance to Alibaba; ultimately, JD grew independent and strong, with the two competing and collaborating simultaneously. The core of this strategy lies in "using a rival's strength to compel one's own growth," just as Zhang Yi, once in Qin, became the greatest threat to Su Qin's vertical alliance, forcing Zhao to rethink its positioning. The business lesson: true leaders must harness "adversity-driven activation" while keeping resource supply covert, achieving the effect of "external pressure transforming into internal drive."