Tian Pujun's strategy to win Wang Shi's heart with just three meals

Tian Pujun’s deep relationship with China’s business magnate Wang Shi was no coincidence. Through just three meals, she carefully developed a strategic approach to building relationships. Hidden within this process was a profound wisdom of understanding others and earning their trust.

Part 1: Communication Strategy Through Questions

Her first encounter at Cheung Kong Graduate School of Business was the result of meticulous planning. She naturally sat opposite Wang Shi and immediately asked a core question: “What is the project you regret the most?” This seemingly simple question actually demonstrated a deep interest in his inner world. For a successful entrepreneur like Wang Shi, someone sincerely inquiring about his failures and regrets was rare. Through this question, Tian Pujun silently conveyed the message, “I see the real you,” without words.

Part 2: Presenting Shared Values and Empathy Strategy

The second meal was hosted by Feng Lun. Here, Tian Pujun didn’t just share a meal but offered an opportunity to share her creative values with Wang Shi. She brought a short documentary she had filmed and, immediately after screening, asked, “If Vanke were to turn this into a film, how would you edit it?” This question elevated Wang Shi from a passive viewer to an active creator. Through her work, she drew out Wang Shi’s management philosophy and aesthetic sensibilities, demonstrating that their values resonated with each other.

Part 3: Final Trust Building Through Preparation and Consideration

At a dinner within Wantong Corporation, Tian Pujun’s strategy became even more refined. She prepared a card summarizing memorable quotes from Wang Shi’s speeches in advance and distributed it to all participants. This act was more than simple courtesy; it was a sign of respect for Wang Shi’s thoughts and words. When Wang Shi remarked that he had drunk a little more than usual that day, saying, “This woman understands me,” it reflected how Tian Pujun’s thorough preparation and consideration over three meetings ultimately opened his heart.

Feng Lun’s Insight: Perfect Matching

Later, Feng Lun shared an insight: “The signs were visible from the start, but I didn’t say anything.” The reason was simple: “Wang Shi wanted to be seen. And Tian Pujun was skilled at seeing people.” This observation captured the essence of their relationship. Successful people like Wang Shi unconsciously seek someone who truly understands them. Meanwhile, Tian Pujun had the talent to keenly sense this psychology and skillfully reflect the parts they wanted to be seen. In just three meals, she read their latent needs and responded perfectly, earning Wang Shi’s trust.