Classic III: Rewards and Commendations
If a ruler’s rewards and commendations are meager and untrustworthy, his subordinates will not serve him; if they are generous and credible, his subordinates will treat death lightly. The proof of this lies in Wenzi’s saying that people are “like wild deer.” Thus, the King of Yue burned his palace, Wu Qi leaned on a carriage axle, Li Kui decided lawsuits by archery, and the people of Song at the Chongmen Gate died from self-inflicted grief. Goujian understood this principle, and therefore bowed to an angry frog; Marquis Zhao understood it, and therefore hid his worn-out trousers. Generous rewards can transform men into warriors like Meng Ben and Zhuan Zhu; just as women pick up silkworms despite the heat, and fishermen grasp eels despite their slippery bites, so do people act when driven by profit.
Note
This excerpt comes from “Canon Three: Rewards and Praise” in Han Feizi · Inner Congeries of Sayings I. Han Fei argues rulers shall establish generous, trustworthy reward systems. Only when subjects are certain of returns for their efforts will they willingly brave deadly dangers, rising above instinctive fear and greed.
Wenzi’s “Like Wild Deer”:
Wenzi (文子), a Daoist/Political thinker, compared human beings to wild deer that instinctively run toward lush grass. Han Fei uses this to assert that human behavior is fundamentally driven by the pursuit of profit and reward, making it a predictable and controllable force.
The King of Yue Burns His Palace:
King Goujian of Yue set his own palace on fire and announced that anyone who died saving it would receive the same reward as a soldier who died in battle, while those who didn’t try would be punished as deserters. People covered themselves in wet mud and rushed into the flames, proving that absolute credibility in rewards can override the instinct for self-preservation.
Wu Qi Leans on a Carriage Axle:
The famous general Wu Qi placed a carriage axle outside the city gate and offered a massive reward (prime land and housing) to anyone who could move it to the other gate. After someone did and was instantly rewarded, he placed a sack of beans with the same reward. When people eagerly moved the beans, he announced an attack on an enemy watchtower with the same reward, and the soldiers charged immediately. This is the ultimate case study in building institutional trust through small, guaranteed wins.
Li Kui Decides Lawsuits by Archery:
Li Kui (李悝), a Legalist reformer in Wei, decreed that in doubtful legal cases, the plaintiff and defendant would shoot at a target; the winner would win the lawsuit. Without spending state resources, he motivated the entire populace to practice archery, which later resulted in a highly skilled military.
Seek official rank through self‑mutilation:
The ruler of Song rewarded a man who mourned his parents so severely that he became emaciated. The next year, over a dozen people intentionally starved or harmed themselves to death to gain official positions. This dark anecdote shows that incentives can manipulate and even override natural human instincts and emotions.
Goujian Bows to an Angry Frog:
King Goujian of Yue, preparing for war, bowed respectfully to an aggressive, puffed-up frog on the road, praising its courage. Hearing this, warriors volunteered to die for him the next year, wanting to be respected even more than a frog. This illustrates the power of symbolic commendation.
Marquis Zhao Hides Worn-out Trousers:
Marquis Zhao of Han (韩昭侯) kept his old, worn-out trousers instead of giving them away as rewards. He explained that he wanted to wait for someone who had truly earned a reward, ensuring that the reward remained precious and credible.
Meng Ben and Zhuan Zhu:
Meng Ben and Zhuan Zhu were legendary, fearless assassins and warriors in ancient China. Han Fei uses them as the benchmark for ultimate bravery, arguing that such bravery is not innate, but can be manufactured through the right incentive structure.
经三 赏誉
赏誉薄而谩者下不用也，赏誉厚而信者下轻死。其说在文子称”若兽鹿”。故越王焚宫室，而吴起倚车辕，李悝断讼以射，宋崇门以毁死。勾践知之，故式怒蛙；昭侯知之，故藏弊裤。厚赏之使人为贲、诸也，妇人之拾蚕，渔者之握鳣，是以效之。
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