欲擒故纵
Stratagems of Attacking · 攻战计Let the enemy go to tire them out. Give them rope to hang themselves — temporary retreat can lead to greater capture.
Zhuge Liang captured and released Meng Huo seven times during the Southern Campaign. Each release allowed Meng Huo to regroup and try again, but each time he was more impressed by Shu's mercy and power. After seven captures, he finally surrendered genuinely.
During the Southern Campaign, Zhuge Liang captured and released the Nanman leader Meng Huo seven times. Each release allowed Meng Huo to regroup, but each recapture deepened his respect. After seven rounds, Meng Huo surrendered wholeheartedly.
Expert salespeople sometimes let prospects "walk away" from a deal. The temporary retreat removes pressure, lets the prospect realize the value on their own, and often results in the customer returning with greater commitment.