Principles for Competition:
Warfare & Business
THE ART OF WAR By SUN TZU (c. 400-320 B.C.) Summarized and Compiled by Ike Sweesy
Commentary by A. Brig.Gen. Samuel B. Griffith, USMC B. General Tao Tao Hanzhang, Chinese PLA _______________
Ref. A.
Griffith, Griffith , Samuel B. Brig. Gen., SUN TZU - The Art of War, Oxford: Oxford University Universit y Press, 1963.
Ref B.
Hanzhang, Hanzhan g, Tao, Tao, General, Genera l, SUN TZU'S ART ART OF WAR, A Modern Chinese Chines e Interpretation, New York: Sterling Publishing Co., Inc. 1987.
INTRODUCTOR INTRODUCTO RY, FUNDAMENTAL CONCEPTS
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A rational basis for the planning and conduct of operations. Systematic and Objective (pg. (pg. 79B). Observe and infer (discern, judge) pg. 113B.
Applicable to all areas of human relationships: Business, leadership, government, interpersonal conflict, personal development, counseling, child-raising. War is an integral War integral part of power politics. pg25A 'purpose of stopping tyranny and getting rid of injury" pg. 16A
FIVE CAUSES OF WAR Struggle for fame
FIVE CATEGORIES Righteous war
PURPOSE, pg. 153A
Struggle for advantage Animosity Internal Disorder Famine
Aggressiv sive w wa ar
suppress violence, quell disorder depende ndence up upon fo force
Enraged war Wanton war Insurgent war
anger greed stir up trouble
PREVENTION OR CORRECTION proper government humility reason deception and treachery authority
ELEMENTS OF VICTORY pg. xiA
organization maneuver plans Operations - execution C3I
Corporate & Operational Structure Innovation - ideas Marketing
logistics
Command, Control, Communications, Intelligence the industry & political terrain the business climate & changes equipment & systems
Leadership - the General, and/or Lieutenants and Sergeants
Management Development, Recruiting, Training, Development
geography weather
Five Circumstances Leading to Victory pg. 82A 1. Knowing when he can fight and when he cannot 2. Understanding how to use both large large and small forces 3. When the ranks are are united in purpose (pg. 106A) 4. He who is prudent and lies in wait for an enemy who is not not
ELEMENTS OF DEFEAT pg. 7A The Spring and Autumn Armies were: inefficiently inefficiently organized troops badly trained, plans poorly conceived & poorly executed
poorly equipped, ha haphazardly supplied ineptly led
5. He whose generals generals are able and not interfered interfered with by the Sovereign Sovereign
pg. 16B 5 Taboos Do Not Fight: 1. if the country is not powerful enough (manpower, financial, military strength) 2. 3. 4. 5.
if situation is unfavorable (international (international climate, attitudes attitudes of neighboring countries. without domestic tranquillity tranquilli ty.. without domestic domestic support support for the war war.. (Vietnam) on two or more more fronts. fronts. (Napoleon, Hitler)
PRINCIPLES AND ELEMENTS OF WAR Know your purpose -
"one who is confused in purpose cannot respond to
his enemy." [Goals]
Find - the Key Key Elements or Key Difficulties
in a problem and focus on the
solution. [Objectives] The 5 Fundamental Factors: pg. 63A 1. Moral Influence (righteousness) 2. Weat Weathe her, r, Clima limate te,, Sea easo sons ns 3. Terrain 4. Command (Commanders and C3) 5. Doctrine
pg. 13B/81B 1. Politics (national unity) 2. Weat Weathe herr 3. Terrain 4. Leadership 5. Doctrine
Key Factors pg. 40A Human (morale and generalship) Physical (terrain and weather) Doctrinal pg. 32A,3B,50B,85B The Initiative Flexibility Intelligence Surprise Speed Concentration of Forces Forces
Four Indispensable Factors Geography Enemy Situation Friendly Situation Time Analysis of the Situation pg. 19B Advantages Disad Disadvan vantag tages es - Sun Tzu origin originate ated d SWOT SWOT analys analysis: is: Streng Strengths, ths, Weak eaknes nesses, ses, Opport Opportuni unitie ties, s, Threats Favorable Factors Unfavorable Factors Planning Factors Calculations (planning) Quantity not decisive, to Sun Tzu) Quality
Discipline Training
The 7 Elements pg. 14B 1. which ruler is wisest 2. which commander is wiser/abler 3. Nature and Terrain advantage 4. discipline 5. stronger 6. better trained officers/men
Equity of rewards and punishments
7. rewards and punishments
TYPES OF FORCES Cheng normal, usual direct fixing decision obvious
THE TWO FORCES pg. 42A/91A/35B Ch'i extraordinary indirect flanking, encircling distraction unexpected, strange, unorthodox, stealthy
NINE VARIETIES OF GROUND pg. A131ff/119B Disp Disper ersi sive ve figh fighti ting ng in in your your own own ter terri rito tory ry,, the the men men want want to to retu return rn hom home e do not fight in dispersive ground unify the determination of the army Frontier shallow penetration into enemy territory do not stop in frontier borderlands keep forces closely linked up Key ground equally advantageous to occupy do not attack an enemy who is in key ground set out after the the enemy but arrive before him -Chang Yu Yu Communicati equally accessible, level and extensive, sufficient (open) in ng extent for battle to erect opposing fortifications don't allow formations to become become separated, close 'em up pay strict attention to defenses Focal a state enclosed by three other states. He who gains control will gain the support of the empire ally with neighboring states reward allies, abide firmly by treaties examples are Straits of Gibraltar, Bosphorus, Malacca; Suez and Panama Canals; the three passages in the Med; Persian Gulf and Gulf of Mexico Serio erious us deep pene penetr trat atiion into nto ho hostil stile e ter terri rito tory ry.. Di Diffi fficult ult to to ret retur urn n fr from. {Russia, Stalingrad} (one says 'plunder', another 'don't plunder') ensure continuous supply of provisions Difficult any place wher here the going is hard. Mountains, forests, defiles, marshlands, swamps press on, don't delay use roads if possible Enci Encirc rcle led d acce access ss is cons constr tric icte ted, d, the the way way out out is tort tortuo uous us,, whe where re a sma small ll enemy can ambush my larger one. devise stratagems if the enemy opens a road, I close it to force my troops to fight with desperation to the death if I am encircling an army, I open a road of escape to avoid their fighting to the death Death where the army must fight with the courage of desperation. (Desperate, (see above). see above) fight troops will follow orders implicitly implicitly if the situation is known & understood
SIX TYPES OF GROUND pg. 124A/116B Acces ccessi sibl ble e grou ground nd whi which ch bot both h we we and and the the enem enemy y can can trav traver erse se wit with h ease ease Entr Entrap appi ping ng easy ea sy to leav leave e but but diff diffic icul ultt to retu return rn to Ind Indecis ecisiive equa qually lly disa disadv dvan anta tag geo eous us to both both arm armies ies Const Co nstri rict cted ed do not not fol follo low w the the enemy enemy into into thes these e pass passes es or defi defile les s Prec Precip ipit itou ous s tak take the the sunny sunny heigh heights ts but but don don't 't attac attack k int into o the them, m, lure lure him him away first Dista stant it's di difficult to to pr provoke ba battle a att a dista stance fr from an an en enemy
TYPES OF GROUND pg. 111A Low-lying don't encamp ground Communicatin unite with allies g Desolate don't delay here Enclosed be resourceful ground Death Ground und fight
PRINCIPLES OF LEADERSHIP Personal, Direct Leadership, understand the soldier's psychological states. [Management by Wandering Around Characteristics Characteristics of pg. 65A wise sincere humane courageous stri strict ct (dis (disci cipl plin ined ed))
pg. 121B
a Commander pg. 14B wisdom sincerity benevolence courage Tenac enacit ity, y, stric strictn tnes ess s (discipline )
The Excellent General pg. 162A Majesty - He awes his his enemy, none dare disobey disobey him, no rebel opposes opposes him VirtueHumanityCourageThe Ruler pg. 83B Humanity JusticeVirtueCivilityStrength-
Some General Principles of Leadership - generally, Management of Many is the same as management of Few. Few. It is a matter matter of Organization and effective Communication. Communication. pg. 90A/106A (See also, “Management Principles of Attila Attila the Hun”) - be of high character and intelligence intelligence - know the right man, man, place the responsibility on him, expect results results pg. 83A; 83A; then reward him for it. pg. 35A - do not give responsibility responsibility to one who cannot fulfill it. pg. 94A/56B 94A/56B - you can make use of all men wise or stupid, brave or cowardly, cowardly, by giving giving responsibility to each in situations that suit him. pg. 94A/49B 94A/49B - It is is proper proper discipline that enables enables them to to win win victories. pg. 158A
- Know others (the enemy) and Know Yourself pg. 84A/42B/100B Requirements of Generalship pg. 87 - 89A clear perception perception [observation and inference, inference, See Sherlock Holmes] harmony profound strategy far-reaching plans (depth, breadth, contingencies) understanding of seasons (climate, moods, cyclical cyclical factors) [both physical and psychological] psychological]
Leader’s Ability to estimate strengths and capabilities Measurements yield which yield Figures Comparisons which yield increased chances of Victory
The Leader: comprehends expediency and flexibility not credulous of unreliable intelligence not timorous law abiding The Victorious General possesses: pg. 92A/103B Momentum Control (regulation) Potential (strength) Timing The General must be: pg. 136A serene if serene, he he is not vexed; inscr scrutable if insc nscrut rutable, unfathomable; upright if upright, not improper; impartial self-controll self-controlled, self-controlled, not ed confused
The Foolish General pg. 162,3A,57B,112B Stupid places his confidence in others (deceive him and lure him into traps) Covetous careless of his reputation (you can bribe him) Changeable lacks plans, [or objectives, or goals] (tire him him and wear him down) Opulent superiors are rich and arrogant, subordinates poor and resentful (you can divide and separate them) Hesitant in advancing or retiring then his troops will have no confidence (he can be stampeded and put to flight) Unrespected Officers are contemptuous of him. Careless (of take the advantage he leaves. block the easy routes, routing/encampm open the difficult ones then intercept and capture them. ent topography) Lazy remains long in one place, indolent, remiss, unprepared (approach secretly and strike) [Business: relying upon old, traditional products] pg. 57B Arrogant you can lure him Grandiose predictable Showy desiring acclaim pg. 112B Reckless he can be killed Cowardly he can be captured Quic Quickk-T Tempe empere red d prov provok oked ed to rage rage (and (and not not thi think nk str strai aigh ght) t) Foolish High igh Mind Minded ed too too deli elicate cate a sens sense e of hono honor, r, he can can be ea easi silly insu insullted ted Soft Hearted he can be harassed
Examples:
Bill Agee, MK
Character Traits Traits to Avoid pg. 114A/112B Reckless Cowardly (fearful of consequences) Quick-tempered Rage and resentment lead to rash action. pg. 143A Conscious of Reputation Soft Hearted
Points of Observation Observation: an army that sees an advantage but doesn't take it if troops are clamorous if they are disorderly if they are short-tempered with whispered conversation
Condition: Fatigue Fearful Loss of Prestige of the general Exhausted the General has lost the confidence of the men
weighs the situations situations before he moves. moves. The Wise General, pg. 43A - weighs "With many calculations, one can win; with few one cannot." pg. 71A/8B Be Discerning. There are: some roads some armies some cities some positions some commands of the sovereign
pg. 43A/111A/111B not to follow not to be attacked not to be besieged not to be contested not to obey (cf. (cf. 92B, this can be dangerous dangerous to your head)
Don't try to defend every square foot. pg. 177A/32B THE WISE GENERAL takes calculated risks when he sees an opportunity
but not needless ones he acts swiftly and decisively
he is Adaptive Adaptive and Flexible Flexible - Partial Modifications or even Complete Change in Plan (pg. 53A)
avoid absolutes and not rigidly adhere to principles or articles in military books, 43B
he bases his plan upon Reality
not Wishful Thinking, (pg. 54A/9,28B)
he reads what the enemy says about his (we should have read Hitler's and own objectives objectives and methods pg. 55A 55A Mao's works) he is Observant of Details pg. 60A (see also Sherlock Holmes)
Matters a wise General pays strict attention to: pg. 161A Admin Administ istrati ration on contro controll of many many same same as as the the contr control ol a few few (organization) Prep Prepar ared edne ness ss conf confid iden entt know knowle ledg dge e and and read readin ines ess s for for the the enem enemy y Determ Determina inatio tion n worrie worried d about about life life,, placi placing ng purp purpose ose above above life life Prudence not relaxing or getting over co confident Economy sparing in laws and orders so that they are not vexatious. see also pg. 168A, a prevalent problem of the modern military
Diplomats must be: - eloquent - courageous - resourceful
pg. 23B
pg. 121-123A APPLICATION TO TROOPS (subordinates) Administration of punishments and rewards must be reliable. pg. 158A Too frequent rewards indicate desperation by the parent If punishments are not enforced, you cannot have obedience Command with civility and imbue them with consistent discipline Trustworthy Trustworthy rules and requirements lead to obedience
If troops are punished before their loyalty is secured, they will be disobedient. If not obedient, it will be difficult to employ them. Command them with civility but keep them under control by iron discipline. pg. 115B When the general is morally weak and his discipline not strict, when his instructions and guidance are not enlightened, when there are no consistent rules to guide the officers and men and when the formations are are slovenly, the army is in disorder disorder.. pg. 126A/7A/117B "The general must be the first in the toils and fatigues of the army. army. In the heat of summer he does not spread his parasol parasol nor in the cold of winter winter don thick clothing. In dangerous places he must dismount and walk. He waits until the army's wells have been dug and only then drinks; until the army's food is cooked before he eats; until un til the army's fortifications have been completed, to shelter himself. himself."" pg. 129A 129A Chang Yu: Yu: If one uses kindness exclusively, the troops become like like arrogant children and cannot be employed. employed. Good commanders are both both loved and feared. That is all there is to it. pg. 129A 129A The general lays his own plans with no help (other than information) from the men or officers pg. 136A Rewards Rewards and punishments clearly fixed fixed and equitably administered. administered. Arbitrary terrorism terrorism could not be relied upon to produce produce the will to fight. pg. 35A Mao outlawed physical brutality brutality.. pg. 47A Anticipate problems and prevent them. pg. 77A don't be be impatient impatient pg. 78A If a general indulges his troops but is unable to employ them; if he loves them but cannot enforce his commands; if the troops are disorderly and he is unable to control them, they may be compared to spoiled children and are are useless. pg. 117B
Exterminate superstitions superstitions and all talk of luck.
pg. 137A/61B/121B
MORALE Sharp VS Sluggish Single-Minded VS Homesick Disciplined VS Disorderly Serene VS Clamorous At Rest VS Tired Fed VS Hungry
VALUABLE VALUABLE CONCEPTS IN I N WAR National unity was deemed by Sun Tzu to be an essential requirement requirement of victorious war war. This could be attained only under a government which was devoted to the people's welfare and did not oppress oppress them. Sun Tzu's theories were based based upon benevolence benevolence and righteousness. pg. 39A This is applicable to Business and the family also!!!
Early warfare was characterized by superstitious timing, head on atta ck, limited pursuit, spoils, withdrawal. Later this developed into standing armies, armies, officered by professionals, manned by conscripts who were disciplined, well trained, and preceded by elite shock troops known for their courage, skill, discipline, and loyalty. loyalty. (c.500 BC) p33A Element of the new armies, capable of coordinated movement in ac cordance with detailed plans, were responsive to systematic signals. Tactics was born centered around the Normal Force and the Special Special Force. Force. Enemy's communications became a primary target. target. pg. 34-35A
Technological improvements changed the character of war. war. The crossbow put the chariot out of business. pg. 36A
Make alliances in in order to fight fight a common enemy. enemy. pg. 21B 21B [Business Associations Associations & Partnerships] Disrupt the other's alliances. pg. 22B/73B 22B/73B Mao and Chu Teh Teh realized the need for a literate and well-indoctrinated (trained) force. force. pg. 47A
Don't leave yourself without an alternative if your strategy fails. pg. 46B [Morrison-Knudsen] Resolute. The half-hearted attempts of the Nationalist forces forces failed. pg. pg. 47A Those deprived of the initiative generally lose. pg. 50A/85B Defend when your strength is inadequate - Attack when it is abundant Constant Movement - avoid all passive and inflexible methods pg. 51A/96A {observed “Apple” vs “MS”} when the enemy advances, we retreat when the enemy halts, we harass when the enemy seeks to avoid we attack; battle, when the enemy retreats, we pursue In the art of war there are are no fixed rules. These can only be worked out according to to circumstances. pg. 93A
Some Important Principles: Overcome the enemy by wisdom and not force alone. alone. pg. 13B Deception and Surprise- "All warfare is based on deception." pg. 66A The worst policy policy is to attack attack cities. pg. 78A If weaker numerically, be capable of withdrawing. pg. 80A Create a situation to which he must conform or respond, entice him with something h e is sure to take, lures of ostensible profit. pg. 93A those skilled in war are able to bring the enemy to the field of battle and are not brought there by him. pg. 96A If I concentrate while he divides, I can use my entire strength to attack a fraction of his. The enemy must not know where I intend to give battle. When he prepares prepares everywhere he will be weak weak everywhere. pg. 98A Do not repeat repeat your your tactics. No fixed fixed formulae for employing employing troops. troops. pg. 100A/42B/52B/107B [‘Formula war games’, RED FLAG] Focus the the attention of the troops pg. 106A When you you see the correct course ACT, ACT, don't wait for orders. pg. 112A; knowledge.}
{This requires broad
The good general makes it impossible for the enemy to unite his van and rear; for varied elements to support each other pg. 133A 133A
Speed is the essence of war, travel by unexpected routes, strike him where he has taken no precautions. Do not unnecessarily fatigue fatigue the troops (extensive (extensive travel or unnecessary work), conserve their strength, unite them in spirit, don't reveal your plans. pg. 134A/120B When officers and men care only only for worldly riches, they will cherish life at all costs. Put them in a situation with no escape and they will fight with with great courage. pg. 135A Concentrate your forces. forces. pg. 139A Numbers alone confer no advantage. advantage. Moral, intellectual intellectual and circumstantial elements of war are are more important. The decisive influence of LOGISTICS Principle of Void and Actuality pp. 44B ff/105B ff. A ruler may bring misfortune upon the army by interfering with its operations and administration. pg. 8A/ 81A (demonstrated in Vietnam where the State Department chose the strategy, tactics and even the targets) Eliminate government monopolies monopolies in salt, iron, and liquor liquor.. pg. 16A Ever expanding bureaucracy bureaucracy leads to the science of organization. organization. pg. 28A EMPLOYMENT OF SECRET AGENTS Intelligence is worth paying for. for. pg. 145A Analogy w/ past events (or tactics) is not sufficient , you must know the enemy’s current situation. pg. 145A
Look for worthy men who have h ave been wronged or been denied office or rank, those who have committed error and have been punished, sycophants and minions who are covetous of wealth, two-faced, changeable, and and deceitful fence sitters. Ask how they are doing, reward reward them. We leak leak information which is is actually false and allow our agents to learn it. pg. 146A He who is not sage, wise, wise, humane, and just cannot use secret agents. He who is not delicate and subtle cannot get the truth out of them. pg. 147A You You must get the names of commanders, staff officers, etc. You must know the men employed by the enemy, are are they wise or stupid, clever or … Those who do not use local guides (resident experts) are unable to obtain the advantage of the situation. pg. 104A MISCELLANEOUS OBSERVATIONS OBSERVATIONS When aware of the danger, danger, misfortune is kept at a distance. Fundamental Fundamental Occupations pg. 24A Agriculture and Manufacturing Trade and Distribution Mining Transportation Services Education Warr Wa Government
pg. 155A
The Five Five Basic Elements- Earth, Wood, Wood, Fire, Fire, Metal, Water, Water, (Air, Greek) pg. 10A
