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t strength that occupies a higher position leading to victory and success。
Notes
As mentioned above； this Tao principle pervades all aspects of life。 That is why the hard sell never yield long…term success。 Salesmen who study 〃closing techniques〃 and apply pressure to seal a deal are not the ones with the best results； the most satisfied customers； and repeat business。
Master practitioners of the soft sale … the salesmen who apply no pressure； but only provide attention； service； and assistance to customers； and thereby win their trust。 Once the trust has been earned； no techniques are necessary to close the transaction。 That trust may also lead to repeat business as well as referrals。
77
The Tao of heaven
Is like drawing a bow
Lower that which is high
Raise that which is low
Reduce that which is excessive
Add to that which is insufficient
The Tao of heaven
Reduces the excessive
And adds to the insufficient
The Tao of people is not so
Reducing the insufficient
In order to offer to the excessive
Who can offer their excess to the world？
Only those who have the Tao
Therefore sages act without conceit
Achieve without claiming credit
They do not wish to display their virtue
The workings of the Tao can be compared to archery … specifically to the act of drawing the bow to fire off an arrow。
If the arrow is pointing too high； the archer must lower the aim。 If the aim isn't high enough； the archer must compensate by tilting up。
The amount of strength that goes into pulling back the bowstring has to be just right。 If it's too much； the arrow will overshoot the target； so one has to reduce any excessive force。
On the other hand； if the archer fires off the arrow with insufficient force； it will fall short of the target。 In order for the arrow to fly true； the archer must put more strength into the bow and draw back further。
This is similar to natural laws in that the Tao also acts in a balanced way。 It tends to reduce whatever is too much； and add to that which is not enough。 Thus； everything in the world is constantly moving toward equilibrium。
（For instance； a pot of hot water； if left alone； will gradually cool off。 Just as certainly； ice cubes will melt and become cold water that will； over time； approach room temperature。 This is the way of the heavenly Tao。）
The way of people isn't quite like that。 People often act in ways opposite to the balancing principle of the Tao。 They cut down that which is already lacking and give to that which already has too much。
（We can see an aspect of this by noting that all over the world； it is the rule rather than the exception that the rich get richer while the poor get poorer。）
Who are the ones that can see this clearly and choose not to follow the herd？ Only those who have the Tao。 Whenever they have too much of something； they offer the surplus to those who do not have enough。
In this way； the Tao sages act in accordance with nature and give in the same way that nature does … without having expectations； claiming credit； or feeling that they are somehow superior for having given。
Just like the Tao； they contribute and nurture others without needing to show off。 It makes no difference to them if people never find out about the good that they have done。 Having the Tao is its own reason and justification。
Notes
The lines 〃Lower that which is high / Raise that which is low〃 can also be interpreted as what happens to the bow when the archer pulls back： the top of the bow lowers and the bottom goes up。
The same line of thought leads to the idea that the next two lines 〃Reduce that which is excessive / Add to that which is insufficient〃 refer to the process of adjusting the length of the bowstring when making the bow。
We have chosen the classical interpretation that refers to aiming instead； because it is clear from the first line that the simile is all about the process of drawing open the bow （to fire an arrow） rather than the process of crafting a bow。 All four lines refer to aiming： the archer adjusts the vertical angle of the arrow as well as the amount of force invested in it。
In this chapter Lao Tzu offers a penetrating insight into human nature： rather than moving toward balance； people often go contrary to the Tao in unbalancing their lives even more。
For instance； note what happens when people overindulge。 They do not reduce the indulgence as they should。 Instead； they feed it even more。 This is how addictions begin。
Also note how people jump on bandwagons when it comes to beliefs； attitudes； trends and fads。 Rather than to think for themselves； they jump on the bandwagon because so many other people are already on it。
78
Nothing in the world is softer or weaker than water
Yet nothing is better at overcoming the hard and strong
This is because nothing can replace it
That the weak overcomes the strong
And the soft overcomes the hard
Everybody in the world knows
But cannot put into practice
Therefore sages say：
The one who accepts the humiliation of the state
Is called its master
The one who accepts the misfortune of the state
Becomes king of the world
The truth seems like the opposite
Water appears to be the weakest and softest thing in the world。 It always conforms to the shape of its container。 Pour it into a bottle； it's a bottle； pour it into a cup； it's a cup。 Water is the ultimate symbol of the yielding and flexible aspect of the Tao。
At the same time； there is also nothing better than water at dissolving the hardest and most unyielding rocks。 We only have to look around to see how water has carved ravines and canyons out of mountains all over the world。 Water is the universal solvent。 Nothing can replace it。
This observation of water teaches us that despite a yielding； humble appearance； the weak overcomes the strong and the soft overcomes the hard。 This is a principle that we can all understand； but somehow cannot put into practice in real life。 We still have a tendency to meet force with force。 When someone yells at us； we yell back louder； when someone trespasses against us； we retaliate in full measure。。。 plus interest！
Thus； the sages teach us that those who have the strength to accept humiliation are extremely rare。 Such individuals possess the power embodied in water … seemingly soft and weak； and yet able to overcome the hard and strong。 If they apply this power to society； they would achieve complete mastery of leadership at the national level。
Such individuals also have the ability to accept misfortunes。 Like water； they have the depth of character to contain adversities and difficulties。 If they apply this ability to handle negativity at the national level； they would achieve preeminence on a global scale。
Thus； by embracing the seemingly weak and soft； one gains personal power。 This is a truth that； at first glance； would appear to be contrary to our expectations！
79
After settling a great dispute
There must be remaining resentments
How can this be considered