智谋制胜 第9期

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Abstract：Shang Yang made preparations for the reform focusing on two aspects. On one hand, he communicated and negotiated with Duke Xiao(the governor of State Qin) three times and gained Duke Xiao’s support and trust. On the other hand, Shang Yang and Duke Xiao collaborated to negotiate with the conservatives and cleared off obstructions. This essay concentrates on the strategies and tactics of which took advantage by Shang Yang. In the end, there is some consideration about the reform performed by Wang Anshi and the ongoing reform from 1978.

Key words：Shang Yang integrative negotiation strategy reform

Introduction

Shang Yang, also called Wei Yang, was both a prominent statesman in the Warring States period and a famous representative of the Legalist School.

In the year 361BC, the ambitious Duke Xiao(秦孝公) was enthroned in the frontier state Qin. Duke Xiao issued decrees calling for persons of wisdom. Shang Yang was attracted and moved to the Qin State. A legion of experts think highly of the policies which laid the foundation of the prosperity of State Qin, others regard Shang Yang as the culprit of tyranny. However, people barely notice how Shang Yang endeavored to pave way for the New Bill.

In this essay, we define the negotiation as an integrative one on account of the collaborative mission of promoting the whole State even though the whole negotiation is complicated.

Analysis of the negotiations

Three attempts —talks with Duke Xiao

1、Figuring out the Duke’s intention—to throw a stone testing the waters

Shang Yang understood that if his blueprint did not accord with the Duke’s., the negotiation would become meaningless, as a saying goes”Send the right message to the very person.”(错其人，勿与语) Shang Yang address the “Wang Dao” and “Ru Jia” policies to the Duke and other ministers. The Duke was nearly bored to asleep and even waved his sleeve walking away without a single word. According to the response given by Duke Xiao, Shang Yang deduced that the Duke wanted to promote the State at an accelerated pace and neither the two styles are preferable because they are suitable for the circumstance in Qin State. The State was weakened by the law of jungle over the years. Shang Yang was also informed that the Duke had no interest in the policy of “Mo Jia” and “Dao Jia.” Utilizing this strategy, ShangYang had the idea that he was in consensus with the Duke on the governing law. It is this strategy that is fundamental for the next step of reform.