Canonical · Negotiation & Persuasion · Book

The Art of War

Sun Tzu · -500

"The greatest victories come from winning before the fight starts — through positioning, information, and denying the opponent a fight worth having — not from superior force applied in direct confrontation."

The idea

Written roughly 2,500 years ago for Chinese generals, Sun Tzu's treatise became one of the most cited strategy texts in business and negotiation, not because war and deal-making are the same, but because both are contests decided mostly before contact.

Why it works

The takeaway — recall it first

Start with No

"Chasing agreement makes you weak — a negotiator who needs a 'yes' has already given up leverage, while one who invites 'no' keeps the decision, and the deal, fully in the other side's honest control."

Jim Camp · BookContinue→