novuleads
Channels
United States

Stratagem 17: Toss Out a Brick to Get Back Jade – The Art of Strategic Concession

Learn how this 2,000-year-old Chinese stratagem is used in negotiations today, how to spot it, and protect yourself.

Anúncio · Topo

What Is Stratagem 17?

Stratagem 17, "Toss out a brick to get back jade," is one of the 36 Chinese stratagems, a collection of tactical principles used in warfare, politics, and business for over two millennia. The core idea is simple: offer something seemingly valuable but actually low-cost to you (the brick) in order to receive something far more valuable in return (the jade). This isn't generosity—it's a calculated move to create a sense of obligation or reciprocity.

How It Works in Modern Negotiations

In a typical negotiation, one party might agree with a minor point, compliment an idea, or make a small concession. This disarms the other person, making them feel heard and validated. In that moment of psychological safety, they are more likely to reciprocate by giving ground on something more significant. The brick is the agreement or small concession; the jade is the major concession you didn't intend to make.

Anúncio · Meio do conteúdo 1

Historical and Modern Use

Sun Tzu's principles influenced this stratagem, and it has been used by leaders from ancient China to modern times. Mao Zedong reportedly employed it in negotiations with the United States. Today, it's formally taught in Chinese MBA programs, and executives trained in this tradition use it routinely. You've likely experienced it today—perhaps a colleague agreed with a suggestion, and later you found yourself agreeing to a deadline you'd resisted.

How to Spot the Move

The tell is when someone agrees with you quickly or offers a small concession that feels too easy. Pay attention to your emotions: if you feel a sudden urge to reciprocate, pause. Ask yourself what they might be gaining. The brick is often a compliment, a nod, or a minor adjustment. The jade could be a price concession, a commitment, or sensitive information.

Anúncio · Meio do conteúdo 2

Protecting Yourself

  • Pause before reciprocating. When you feel the urge to give something back, take a breath and evaluate.
  • Separate the person from the tactic. The agreement may be genuine, but don't let it cloud your judgment.
  • Define your limits beforehand. Know what you're willing to concede before the conversation starts.
  • Ask for time. Say, "Let me think about that," to break the reciprocity loop.

Why This Matters

Awareness is your best defense. By recognizing the brick, you can choose whether to accept it without giving away jade. This isn't about being paranoid—it's about being strategic. The same principle can be used ethically: offer genuine value to build trust, but never let a small concession trick you into a large loss.

Get the full guide by email

FAQ

What is the origin of Stratagem 17?

Stratagem 17 is one of the 36 Chinese stratagems, a collection of military tactics dating back to the Southern and Northern Dynasties (420–589 AD). It draws on earlier works like Sun Tzu's 'The Art of War' and has been used in warfare, politics, and business for centuries.

How is Stratagem 17 used in business today?

In business, it's used in negotiations, sales, and management. For example, a salesperson might offer a small discount (the brick) to secure a long-term contract (the jade). It's also taught in Chinese MBA programs as a strategic negotiation tool.

Can Stratagem 17 be used ethically?

Yes, it can be used ethically when both parties benefit. For instance, offering a free trial (brick) to demonstrate value, leading to a paid subscription (jade). The key is transparency and mutual gain, not manipulation.

How do I know if someone is using this stratagem on me?

Look for a small, unexpected concession or agreement that makes you feel obligated to reciprocate. If you feel pressured to give something back, pause and assess what the other person might be gaining. Trust your instincts.

What is the difference between a genuine concession and a brick?

A genuine concession is offered without expectation of immediate return, while a brick is a calculated move to trigger reciprocity. The difference lies in intent: a brick is bait, while a genuine concession is part of good-faith negotiation.

Can I use this stratagem without being manipulative?

Yes, by focusing on creating value for both sides. Offer something of real but low cost to you (like information or a small favor) to build trust and open the door for a larger collaboration. The goal should be win-win, not exploitation.

Sources

Anúncio · Rodapé