Gan Mao fled from the state of Qin, intending to go to the state of Qi. After passing through Hangu Pass, he encountered Su Dai (Master Su) and said, "Have you heard the tale of the river maidens?" Su Dai replied, "I have not." Gan Mao said, "By the river, there was a group of maidens, among whom one, from a poor household, could not afford candles. The others conspired to drive her away. As she was leaving, the poor maiden said, 'Because I have no candle, I often arrive first, sweep the floor, and lay out the mats. Why should you begrudge the residual light that falls upon the four walls? Bestow it upon me—what harm does it do to you? I believe I am of benefit to you; why must you send me away?' The maidens, after deliberation, found her words reasonable and kept her. Now, though I am of little talent, I have been cast out by Qin and driven away. Having passed through the pass, I am willing to sweep the floor and lay out mats for you—I hope you will not send me away." Su Dai said, "Very well. I shall make the state of Qi hold you in high regard." Thereupon, Su Dai traveled west to persuade the King of Qin, saying, "Gan Mao is a worthy man, not an ordinary one. He has served Qin with distinction through several reigns, and from Mount Xiao to the valleys, he knows every ease and difficulty of the terrain. If he, relying on Qi, unites with Han and Wei to scheme against Qin in turn, this would bode ill for your state." The King of Qin asked, "What, then, should be done?" Su Dai replied, "Better to prepare generous gifts and raise his stipend to welcome him back. Once he returns, settle him in Huaigu and keep him there for life, never allowing him to leave—what could the world do then?" The King of Qin said, "Excellent." He bestowed upon Gan Mao the rank of Senior Minister and sent the prime minister's seal to Qi to fetch him. Gan Mao declined and did not go. Su Dai then, feigning on behalf of King Min of Qi, said, "Gan Mao is a worthy man. Now Qin offers him the rank of Senior Minister and sends the prime minister's seal to welcome him. Yet Gan Mao, grateful for your majesty's kindness, is willing to become your subject, and thus he declines to go. Now, with what treatment will your majesty honor him? If Qi does not keep him, he will surely cease to be grateful to you. Better to retain him, and thereby strike a bargain with Qin." The King of Qi said, "Excellent." He bestowed upon Gan Mao the rank of Senior Minister and settled him there.
💡 商战启示录
Gan Mao's wisdom lay in transforming his disadvantages into advantages. By invoking the parable of the maidens by the river, he hinted that although he was "one without a candle," he could "arrive early to sweep the room and arrange the mats," offering added value to secure his place within the group. This mirrors modern business: when new employees or startups face resource scarcity, they should not merely emphasize their limitations but proactively seek entry points that create incremental value for the team or partners, as Gan Mao put it, "benefiting the maidens." Su Dai's strategic maneuvering further illustrates the art of leverage in commercial negotiation: he first exaggerated to the King of Qin the threat of Gan Mao defecting to Qi, prompting Qin to recruit him with high honors; then he falsely told the King of Qi that Gan Mao, out of gratitude, had declined, thereby elevating his worth and leading Qi to retain him with equally prestigious terms. This resembles how headhunters or corporations competing for key talent today manufacture competitive offers to strengthen their bargaining position. Gan Mao's success stemmed from his mastery of "borrowing momentum"—using Su Dai as an external agent to convey messages rather than boasting himself. In business partnerships, third-party endorsements or the creation of a bidding atmosphere can effectively enhance one's negotiating power. Meanwhile, Gan Mao's "declining to go" was a strategic refusal, retreating to advance, compelling the King of Qi to voluntarily raise the stakes. This reminds managers that in talent retention or commercial negotiations, timely displays of loyalty or dissent can paradoxically inspire the other party's appreciation and commitment, thereby achieving a win-win outcome.