The ancients understood one thing very clearly: persuading others was never about winning through logic, but about helping the other person realize for themselves what should be done. Therefore, they did not favor excessive moral lecturing, nor did they enjoy arguing over right and wrong. Instead, they chose a calm and subtle approach—speaking just enough, leaving space for the listener to reflect and make their own decision.
In The Wisdom of the Ancients, the story “The Guard’s Subtle Counsel” from the Spring and Autumn period is a classic example of this art of persuasion: composed, discreet, yet remarkably effective.
When direct words no longer work
During the Spring and Autumn period, the state of Wu intended to launch a military campaign against the state of Chu, which at the time was a major power with strong forces and many allies. The king of Wu was firmly determined. Officials at court repeatedly tried to dissuade him, analyzing the pros and cons and pointing out the risk of failure. Yet the more they advised, the less the king listened.
The problem was not that they were wrong. The problem was that they spoke directly about what the king did not want to hear. For someone in power who has already made up their mind, any direct opposition is easily perceived as defiance.
In that situation, a palace guard chose a different path.
Telling a small story that brought the king to his senses
The guard did not discuss warfare, nor did he mention the state of Chu. Instead, he deliberately behaved in unusual ways, arousing the king’s curiosity and prompting him to ask questions. Only when asked did he tell a story:
“There was a praying mantis raising its claws, preparing to catch a cicada in front of it. It had no idea that behind it, a sparrow was already hiding, waiting for the right moment to strike.”
The king fell silent after hearing it.
There was no direct advice. No argument or opposition. Yet that image said everything. If the state of Wu were to commit all its forces to attacking Chu, other states would stand by and watch. Waiting until Wu was weakened by war, they would strike—just like the sparrow lying in wait behind the praying mantis.
It was precisely this story that made the king abandon his plan of conquest.
Lesson one: Persuasion begins with seeing the whole picture
The guard did not focus only on the immediate goal, but considered the entire chain of consequences that would follow the action.This is something the ancients always valued.
Impulsive people tend to see only the immediate gain. Clear-minded people always ask themselves:
- After this, who truly benefits?
- Who is standing on the sidelines, observing?
- Am I exposing a weakness?
Persuasion is effective only when the speaker has already seen widely and deeply enough, and then conveys that understanding gently, so the other person can clearly grasp both the cause and the consequence.
Lesson two: Avoid using opposing language
The officials at court were right, but the way they spoke made the king feel that he was being denied. The guard did not.
He did not say, “You is wrong.”
He also did not say, “We should not attack Chu.”
He simply told a story, allowing the king to see himself reflected in it.
The ancients understood human psychology very well:
- when people feel opposed, they instinctively defend their decisions;
- when people feel respected, they become willing to listen.
Lesson three: Take on the role of a guide
The power of subtle counsel lies in the fact that it:
- Does not make the listener lose face
- Does not force them to change immediately
- Does not create the feeling of being lectured
The guard did not “defeat” the king with words, but allowed the king to arrive at the conclusion on his own. That is the highest level of persuasion.
In modern life, this lesson remains just as valuablefrom giving feedback at work, persuading partners, to advising family members.
Lesson four: Calmness is the foundation of every word that carries weight
If the guard had been impatient and eager to show his own knowledge, the story would have lost its effect. It was precisely his calmness, unhurried manner, and lack of desire for recognition that gave weight to his words.
The ancients believed that:
- Those who speak little but at the right moment leave words that run deep.
- Those who speak slowly but hit the point are remembered longer.
- Persuasion does not lie in speaking a lot, but in saying what needs to be said, at the right time.
For us today, people who are composed and speak with certainty naturally appear more trustworthy than those who are impulsive, speaking before they have fully thought things through.
Applying these lessons in practice
"The Guard’s Subtle Counsel” is not merely a historical anecdote. It is a lesson in:
- Seeing problems from a comprehensive perspective
- Communicating without creating confrontation
- Using words to guide rather than impose
The Wisdom of the Ancients contains many such stories (short and simple), yet the more one reads, the more they resonate. It is a kind of wisdom that does not help us defeat others, but helps us avoid foolish actions and stay the course for the long run.
The ancients once said: when words hit the mark, there is no need to say much.
The story “The Guard’s Subtle Counsel” is a clear illustration of this truth.
In an age where everyone wants to speak quickly and react instantly, the art of persuasion from the ancients reminds us of something important:
if you want others to listen to you, first allow them to be themselves.
And sometimes, a well-timed story carries more weight than a hundred arguments.
The Wisdom of the Ancients is the kind of book that’s light to read but lingers in thought. Each short story revolves around how people speak, act, and see one step further very real, very grounded. It doesn’t preach; it simply tells a story and lets the reader draw their own lesson.
If you enjoy old stories that still feel relevant today, this book is definitely worth reading slowly, page by page.
On the website, I’ll continue sharing and analyzing more great stories from the book, with a friendly and easy to understand perspective. If it resonates, follow along, you never know, a small story might just help you see a bigger picture.
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Linkachu – Someone who has battled weight for nearly 20 years and is currently exploring the “eat fully, still lose weight” method.
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