─—— Zizhi Tongjian is interesting --
Part 11
How to persuade people is a college question.
This knowledge, the ancients played the most slippery.
According to legend, Sun Bing, Pang Juan, Su Qin, and Zhang Yi all studied under Ghost Guzi.
The story of Sun Zhen and Pang Juan falling in love and killing each other was told earlier, and this time it was Su Qin and Zhang Yi's turn.
Both of them are flying yellow with their good Chinese tongues.
Cultivated the art of slaying dragons, and sold goods to the emperor's family.
1
Su Qin
In the beginning, Su Qin, a native of Luoyang, said that the King of Qin used the art of combining the world, and the King of Qin did not use his words. Su Qinnai went and said Yan Wengong.
—— "Zizhi Tongjian", Zhou Ji'er
The "Zizhi Tongjian" is flat and straightforward, but the "History" writes a wonderful variety of things, saying that Su Qin "traveled for several years and returned from great difficulties".
After drifting north for several years, Su Qin was so poor that he jingled and achieved nothing, and returned to his hometown.
Su Qin's hometown was not a small county town on the fourth and fifth lines, but Luoyang, the capital of the Eastern Zhou State at that time.
Don't take the village chief as a cadre, the Eastern Zhou Luoyang at that time, equivalent to today's Holy See.
Brothers and sisters-in-law and sister-in-law all laughed at Su Qin: "Now everything looks at money, people are busy managing industry, working on industry and commerce, and engaging in the economy. ”
Su Qin was ashamed of himself and almost emo.
Hey, ugly people have to read more books, while turning over the books, he said: "After reading so many books, I have not yet been rich and glorious, and I still have a bad life, what is the use of this book?" ”
Later, he found a copy of the "Zhou Shu Yin Rune" (according to legend, it was the secret book of the art of war left by Jiang Taigong), read it and pondered it repeatedly.
Sleepy and tired, there was no Red Bull, so he pierced his thigh with an awl, and the thigh was bleeding.
After a few years, he said, "Now you can go out and fool the king." ”
As a result, Su Qin did not quickly fly Huang Tengda, marry Bai Fumei, and embark on the peak of life. He touched a nose of ash at Zhou Tianzi in Kyoto, and when he reached the reform of the special zone Qin State, he did not return. At that time, Qin Huiwang had just killed Shang Martin for a few years and hated these lobbyists.
There is no grandfather in this place, but there is a place to stay in the grandfather.
Su Qin then took the route of "rural encirclement of the city", starting with the most marginal and weakest Yan state.
2
Vertical
It is said that Marquis Wen of Yan said: "In eastern Yan, there are North Korea and Liaodong, in the north there are Lin Hu and Lou Fu, in the west there are Yunzhong and Jiuyuan, in the south there are Tuotuo and Yishui, and the place is more than 2,000 miles, with hundreds of thousands of armor, 600 cars, 6,000 horses, and millet for several years." In the south, there are the stones and the wild goose gates, and in the north there are the benefits of jujube chestnuts, although the people do not work but are enough for jujube chestnuts. This so-called Tianfu also.
- "History of Su Qinlie"
Su Qin took the experience of advanced places, bragged about B in backward areas, and crushed the remote Yan monarch with his cognitive difference.
Yan Wenhou listened stunned, Gao Ren, come, give Su Qin che ma Jin Shuai, you then go to persuade Zhao Suhou.
With the first successful case, as well as the funds and strength, Su Qin began to lobby all the way, and finally wore the seal of the Six Kingdoms.
Su Qin passed by Luoyang, and the convoy was huge, like a king's honor guard. King Zhou Xianwang was afraid, and the clean water splashed the street, and the loess pad road sent people to comfort them. Before laughing at Su Qin's brothers, wives and sisters-in-law, they were all creeping to the ground and did not dare to look up.
Su Qin smiled and said to his sister-in-law, "Why is it that the former and the latter are gong?" ”
The sister-in-law bent over and crawled in front of him, her face pressed against the ground to apologize, and said, "Because you are tall and golden." ”
Su Qin sighed with emotion and said, "The same person is me, when I am rich and noble, my relatives respect me, and when I am poor, they despise me." Not to mention the average person. If I had two acres of fertile land outside Luoyang, would I still be able to wear the Seal of the Six Kingdoms today? ”
As the saying goes, the poor are no one in the downtown area, and the rich have distant relatives in the mountains.
Su Qin is also exquisite, scattering thousands of gold to friends of the clan. Those who lent him a hundred dollars in the past received a return of one hundred gold.
Don't bully the young and poor, heroes have grassy times.
Through Su Qin's experience, we can also learn: when you first started a business, the big people will not take care of you, but start from some relatively remote small places, and the probability of success is greater.
When Taobao first rose, well-known brands such as Haier did not look up, so a number of Taobao brands settled in. Tao brand, Tao girl with the new channel of Taobao to rise, Taobao also through the new force to grow into the king of online retail.
Think big, start small, accumulate small wins, sum up experience, snowball bigger and bigger, step by step towards greater success.
This is a shortcut to entrepreneurship, but also a way to achieve things, what is the mental method?
3
Mental method
Schwarzman, founder of the Blackstone Foundation, said: "People in difficult situations often focus only on their own problems. The way to solve the problem usually lies in how you solve other people's problems. ”
True persuasion is not lip service, but genuine concern for the other person's problems.
If you summarize Su Qin's method of lobbying, you will find that there is a lot of learning, and it is all routine.
"Zhao place more than two thousand miles, with hundreds of thousands of armor, thousands of cars, ten thousand horses, and millet for several years." There is Changshan in the west, Hezhang in the south, Qinghe in the east, and Yanguo in the north. ”
No matter which country he went to, Su Qin's first step was to first talk about the southeast, south, and northwest, the soldiers and vehicles, money and food, and first praise the other side's strong national strength, and the monarch must love to listen, which is to pull into the emotion.
In the second step, the conversation turned sharply, talking about your country so cattle B, why is it always abused by the Qin state? It's about asking questions and getting the other person's attention and thinking.
The third step is to analyze the situation under the world and the contradictions between the enemy and ourselves. Each country's strengths and weaknesses are different, and the focus of attention is different, so it is necessary to cut to the heart of each other's concerns.
The last step is to draw out the most important proposition, gather the strength of the six kingdoms, and unite to resist Qin.
Charlie Munger said, "If you want to persuade people, appeal to profit, not reason." ”
To persuade thousands of poor people to join in the revolution, the most important thing is to "fight the local tyrants and divide the land." Defending the land, defending the fruits of victory, is more effective than anything else.
Su Qin found the common interests of the six countries: defending the homeland and resisting the violent Qin. From this point of view, the Qin State did not use Su Qin at that time, but this time it helped Su Qin.
Su Qin and Su Qin still did not escape a single "Qin" character.
Just as Su Qin was attacking everywhere and uniting the six kingdoms. As a result, the State of Qin defeated the State of Wei, captured the Generals of Wei, and gained the land of Wei.
If the State of Qin turned its head and attacked Zhao, the matter of combining connivance might be abandoned.
In order to prevent the Qin state from attacking Zhao, Su Qin thought that only one person could do it, and that was his fellow disciple Zhang Yi.
4
Zhang Yi
Zhang Yi had learned to lobby the princes. Tasting from Chu Xiang to drink, chu xiang died, and the door under the zhang yi, said: "Yi is poor and has no way, will steal the bi of the king." "Holding Zhang Yi together, plundering hundreds of floggings, disobeying, and slurring." His wife said, "Hey! Zi does not read and lobby, and Ann is insulted by this? Zhang Yi said to his wife: "Is it still true that my tongue is still there?" His wife smiled and said, "The tongue is also there." Yi Yue: "Enough." ”
- "History of Zhang Yilie"
Zhang Yi was a native of the State of Wei, and after completing his studies, he lived in the Xiangguo Mansion of the State of Chu. Once, when everyone was feasting and drinking, they suddenly found that Xiangguo had lost a piece of jade bi, and the doormen suspected that Zhang Yi had stolen it. So he beat Zhang Yi half to death.
The wife said, "Hey, if you didn't read and lobby, how could you get such an insult?" ”
Zhang Yi asked, "Is my tongue still there?" (Presumably blindfolded, tongue is not what you say?) ）
The wife laughed, you boy is also too humorous, beaten half to death, only concerned about the tongue.
China's good tongue Zhang Yi, in the future, will indeed rely on three inches of uncorrupted tongue to sweep across the world.
Don't deceive the young man poor, Zhang Yi will let Chu Guo plant a big heel in the future.
Both the Zizhi Tongjian and the Records of History record the story of how Su Qin provoked Zhang Yi and then helped him enter Qin. This passage does not press the table, but only talks about how Zhang Yi served Qin.com.
Gongzihua and Zhang Yi besieged the Wei state of Puyang. After the battle, Zhang Yi persuaded the King of Qin to return Puyang to the State of Wei, and at the same time sent Gongzi To the State of Wei as a hostage. Then Zhang Yi said to the King of Wei, "The King of Qin is so exquisite, you can't help but return the courtesy." ”
The State of Wei then sent Shangjun and Shaoliang to the State of Qin.
Zhang Yi returned to Qin and was worshipped as a xiang.
Zhang Yi did three great things for Xiang for six years: planning Qin to become king; building a fortress in The County; and thinking that Qin was Qin.
The last thing is the most incomprehensible. Zhang Yi ran to the State of Wei again to be a Xiangguo, saying that he wanted the State of Wei to call him Father of the State of Qin. Of course, the King of Wei did not listen, and the State of Qin attacked the State of Wei and seized the lands of Quwo and Pingzhou.
Zhang Yi was in the State of Wei at that time, and he was actually able to be safe and sound, I really don't know how he managed to achieve a tongue as bright as a flower and meet the source on both sides?
5
Cutting Han, cutting Shu?
Zhang Yi stayed in the State of Wei for five years, and Zhang Yi persuaded King Xiang of Wei to join forces with the State of Qin, make a great contribution, and return to the State of Qin to become a state of Prime Minister again.
The following year, there was civil strife in Ba and Shu, and King Hui of Qin wanted to cut down Shu and also wanted to cut down Han, and hesitating which one to fight?
Zhang Yi advocated cutting Han.
Pro-Wei, Shanchu, under the army of Sanchuan, attacked Xincheng, Yiyang, to the outskirts of the second week, according to Jiuding, according to the map, the son of heaven to order the world, the world does not dare not listen, this Wang Ye also. Those who contend for fame are in the dynasty, and those who compete for profits are in the city. Now Sanchuan, Zhou Room, the dynasty of the world, the city, and the king does not argue, Gu fights for Rong Zhai, and goes to Wang Yeyuan!
—— Zizhi Tongjian, Zhou Jisan
The inventor of the Heavenly Son was not Cao Cao, but Zhang Yi.
Those who contend for fame are in the DPRK, and those who contend for profit are in the city. If you want to get a name, you have to go to the imperial court, and if you want to get rich, you have to do business.
Sanchuan and Zhou Room are the dynastic markets under the heavens, the king you don't go to the CBD, just swing outside the five rings, hegemony is difficult to achieve.
Go to the Weekly Room and grab the ding!
At that time, Wang Shi, the founder of Vanke, said that people either got a name or a profit, and many of the founders who got profits at that time ended up in a miserable situation, so he hoped to get a name and gave up a lot of early equity.
To do things, we must grasp the main contradictions, Zhang Yi has a clear mind and quick thinking.
But Sima Que made a different opinion.
Otherwise, those who want to enrich the country should spread their land, those who want to strengthen the army should enrich their people, those who want the king should be virtuous, and those who want the three assets should be prepared and the king will follow. The small people of the present king's land are poor, so the subjects are willing to engage in Yi first. Fu Shu, the country of the Western Region and the chief of Rong Zhai, there are chaos and chaos, and Qin attacks them, such as making the jackals chase the flock of sheep. The land is enough to spread the country, and the wealth is enough to enrich the people, and the soldiers do not hurt the people, but they have obeyed. Pulling up a country and not thinking that the world is violent, and profiting from the West Sea and the world does not think that it is greedy, is my name in one fell swoop, and I have the name of prohibiting violence and stopping chaos. Attacking Korea now, robbing the Son of Heaven, notoriety, but not necessarily profitable, and having the name of injustice, and attacking the world is not desired, and it is dangerous! Please discuss the reason. Zhou, the Sect of the Heavens also; Qi, Han and Guoye. Zhou Zi knew that Jiuding had been lost, and Han knew that Sanchuan had perished, so he conspired with the two kingdoms to solve Hu Chu and Wei because of Hu Qi and Zhao. Yi Ding and Chu, Yi Di and Wei, Wang Fu can stop also. The so-called danger of this subject. It is better to finish cutting shu. —— "Zizhi Tongjian"
The original text is very wonderful, but too much to explain, to the effect that:
If he cuts down Han, Zhou Tianzi will give ding to the Chu state, give the land to the Wei state, and the Qin state chicken and egg, and what benefits will not be gained.
If shu is cut down, expand its land, collect its people, bo qide, fame and fortune are both reaped.
If you were the King of Qin, how would you choose?
6
Deceive the King of Chu
Four years later, the most wonderful story of Zhang Yi's life was staged, and he wanted to avenge the revenge of the Chu Kingdom.
Zhang Yi wrote to Chu Guo Xiangguo, dissing him: "I didn't steal your jade at the beginning, but you beat my ass blossom." You have to hold the country well, and I am going to steal your city now!" ”
You beat me to the teeth, and now I'll let you throw away your armor.
It is said that Zhang Yi came to the Chu Kingdom and said to the King of Chu: "If the Chu State breaks off relations with the State of Qi, the State of Qin will send Shang to six hundred miles of land, and then send the Princess of the State of Qin as your wife." ”
The State of Qin was a habitual offender of treachery, so why did the King of Chu trust Zhang Yi so lightly?
I'm afraid that it's not just the four words "Li Ling Zhi Di" that can be explained, Zhang Yi's mouth must be kung fu.
The King of Chu broke off diplomatic relations with the State of Qi and sent envoys to accompany Zhang Yi into Qin. Zhang Yi pretended to crash and did not go in March.
When the news reached the Chu kingdom, the king of Chu not only did not doubt it, but also thought that perhaps his statement was not thorough enough. So he sent someone to scold the eight generations of the ancestors of the Qi state. The King of Qi was furious and sent envoys to unite with the State of Qin.
Zhang Yi learned that the matter had been accomplished, and only then did she go to the court.
When he met the envoys of the Chu State, he pretended to say, "Why don't you accept the land yet, the vast land of the six miles from here to there, the water and grass are rich and beautiful, suitable for raising chickens." ”
Chu was angry and returned the favor to the King of Chu, saying that Zhang Yi had played us. The king of Chu was furious and sent an army to attack the state of Qin.
As a result, the Qin army defeated the Chu army, beheaded 80,000 people, captured more than 70 generals, and captured danyang and hanzhong. The State of Chu was not convinced, sent troops again, was defeated again, and ceded the two cities to the State of Qin.
This is Zhang Yi's play of the Chu Kingdom, taking advantage of the chu king's greedy, unrighteous, impulsive and reckless character flaws.
7
Second deception
After two years, the State of Qin proposed to exchange land with the State of Chu, and the King of Chu was angry and said, "There is no need to change the land, give Zhang Yi's rabbit cub to me, and I will give away the land of Qianzhong for free." ”
King Qin saw that there was a free meal and was eager to move, but it was not easy to open his mouth to let Zhang Yi take risks.
Zhang Yi looked at Qin Wang's squinting eyes and understood, so he took the initiative to say that he wanted to go to the front line.
The King of Qin also said in a false manner: "The King of Chu was willing to kill you before he was willing, how can you go?" ”
Zhang Yi said, "It doesn't matter, Qin is strong and weak, there is a great king to support me, he does not dare to move a hair of my sweat." I have my own way out. ”
It turned out that Zhang Yi had already bribed Jin Shang, the favorite minister of the Chu State, and Jin Shang persuaded the Chu state's favorite concubine Zheng Gui, saying: "The King of Qin wants to exchange land and beautiful women for Zhang Yi, and if this beautiful woman from the Western Regions comes, the national color is fragrant, and Chu Chu is moving, and you will be left out in the cold." ”
This one is to the point. Fighting for favors is her life.
See? If you want to convince someone, give him a reason you can't refuse.
Zheng Gui then began to blow the pillow side wind, saying that if the king killed Zhang Yi, the Qin state would inevitably attack on a large scale, and when the time came, Qin would be a knife trick, and I would be fish meat.
Seeing the pear blossoms of the beautiful people crying with rain, the King of Chu instigated it, so he pardoned Zhang Yi, but instead treated it with kindness.
Zhang Yi not only retreated with his whole body, but also persuaded the King of Chu to reconcile with the State of Qin.
Zhang Yi returned to Qin, and the King of Qin gave him six cities and made Zhang Yi the Prince of Wuxin.
Zhang Yi played the Chu Kingdom twice, and the King of Chu Huai looked really like a straw bag, but in fact, his image was not so unbearable.
8
No problem
When King Huai succeeded to the throne, the strength of the State of Chu reached its peak, and he served as the commander of the Column, with Gongsun Yan as the main commander, and the five kingdoms of Chu, Zhao, Wei, Han, and Yan jointly conquered Qin.
The leader of the hezhong is not Su Qin, but Gongsun Yan?
Yes, history made a big joke with Su Qin and Zhang Yi.
According to the Book of the Warring States Zhongheng family unearthed from the Mawangdui Han Tomb, Zhang Yi was active on the historical stage decades earlier than Su Qin, and it was Gongsun Yan who sang with Zhang Yi at that time, not Su Qin, let alone the story of Su Qin's wisdom to stimulate Zhang Yi.
Of course, this period of historical public case is still inconclusive, and we will not care about him.
It is said that Sima Qian, at the end of the "History of Zhang Yilie", also wrote the lobbying story of Chen Yi and Gongsun Yan.
Like Zhang Yi, they wandered around qin, Qi, Chu, Wei and other hostile countries, and they were also reused, and these powerful people who mixed everywhere were really able to fool around.
Through the stories of Su Qin, Zhang Yi and other Zongheng families, we can truly feel what is called "one word to rejuvenate the state, one word to lose the country".
Three inches of flesh tongue, worth 100,000 male soldiers.
Some people say: Gongsun Yan and Zhang Yi are both big husbands! Angry and fearful, the world is extinguished.
Mencius said: Even if they have power over the world, they are not big husbands who stand up to the heavens and the earth.
A gentleman establishes the right position of the world and walks the right path of the world, and if he has the will, the people of the world will be happy; if he is not willing, he will be alone.
Rich and noble cannot be adulterous, poor and lowly cannot be moved, and mighty cannot be bent, this is the real big husband.
9
How to convince a person?
Some time ago, watching "Meritorious Service- Nengwen Nengwu Li Yannian", there was a very wonderful paragraph, I watched it once and cried once.
There was a soldier who was a deserter, but the political commissar Li Yannian did not simply shoot him, but emotionally told the story of this deserter to the soldiers of the whole company.
At the end of the story, he asked everyone to close their eyes and think about the tragic scenes they had seen since entering North Korea, what would you do if these things happened to your hometown and your relatives?
Knowing the reason, moving with affection, the soldiers of the whole company were filled with indignation and regarded death as a homecoming.
But that's not even the best.
The most wonderful thing is that Li Yannian personally led several former Kuomintang soldiers to a long-distance raid to the US military headquarters, personally killed the Chinese traitors inside, and washed away the suspicions of these soldiers.
Persuasion is not to say, is to do, really did, needless to say natural service.
Action is the best persuasion.
Li Yannian is the real big husband.
The selfless, the most fearless.
Encourage the kings.
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Who do you think is more powerful, Su Qin or Zhang Yi? Feel free to share your thoughts.
Zhang Yi played the King of Chu Huai like a monkey, what was the real King of Chu Huai in history? And listen to the next breakdown.
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