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Sun Tzu on Negotiation
Negotiation is applied strategy. Sun Tzu’s core lessons — preparation, knowing the other side, shaping incentives, and leaving room to retreat — are exactly the skills of a strong negotiator who wins without unnecessary conflict.
Sun Tzu lessons for this
“To fight and conquer in all your battles is not supreme excellence; supreme excellence consists in breaking the enemy’s resistance without fighting.”
Sun Tzu · Chapter 3: Attack by Stratagem
“In the practical art of war, the best thing of all is to take the enemy’s country whole and intact; to shatter and destroy it is not so good.”
Sun Tzu · Chapter 3: Attack by Stratagem
“The clever combatant imposes his will on the enemy, but does not allow the enemy’s will to be imposed on him.”
Sun Tzu · Chapter 6: Weak Points and Strong
“The whole secret lies in confusing the enemy, so that he cannot fathom our real intent.”
Sun Tzu · Chapter 6: Weak Points and Strong
“Hold out baits to entice the enemy. Feign disorder, and crush him.”
Sun Tzu · Chapter 1: Laying Plans
Put it into practice
Sun Tzu’s strategy is only useful if you actually use it. Try this small loop the next time negotiation shows up:
- Read the situation. Gather information about yourself, the other side, and the environment before you commit.
- Choose your ground. Avoid the other side’s strength and strike where you have an advantage.
- Act with timing. Move fast when the moment is right, and wait when patience is the advantage.