36 Chinese Strategies

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36 Chinese Strategies
Applied to Negotiations
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The Art of War Sun Tzu
All warfare is based on deception.
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The marketplace is a battlefield Business is like
war
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therefore Expect deception in business
negotiations
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Strategic misdirection
Same as deception? Are strategic non-verbals
moves on a par with lying? OK in sports. How
about negotiation?
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Some are lies Some are non-verbal misdirection
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Background of 36 strategies

• Methods of deception (or strategy)
• Used in many daily encounters
• Common Chinese expressions even Chinese
  children are aware of its meaning
• Describes someones actions as deceitful
• Chinese claim to study these strategies not to
  deceive, but to prevent these strategies from
  being used against them

Focus on deception is controversial
especially for Chinese people
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History of 36 strategies

• A collection of 36 stories of strategy from
  ancient Chinese history
• Stories are derived from military tactics applied
  during the Warring States Period (403-221 BC) or
  during the Three Kingdom Period (220-300 AD) -
  Wei, Shu and Wu

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Strategy 1 Cross the Sea by Deceiving the Sky

• ????

• Act in the open, but hide your true intentions.
• Hide secrets in the open to avoid detection

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Qin
Chu
Baili Xi
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Strategy 1 Cross the Sea by Deceiving the Sky

• The king of Qin, wanted Baili Xi, a brilliant
  strategist as an advisor, but Baili Xi lived in
  the State of Chu. So, how to get him out of Chu
  without the king of Chu realizing that Qun was
  gaining an advantage.
• The trick - to accuse Baili Xi of being a
  fugitive from Qin. Naturally, King of Chu did not
  want fugitives from Qin in his kingdom, so he
  agreed that Qin soldiers could come and get their
  fugitive. Qin soldiers then entered Chu, shackled
  Baili Xi and dragged him out of Chu to Qin. The
  king of Chu was relieved to remove a fugitive
  from his kingdom. When Baili Xi reached the
  kingdom of Qin, the king received him, put him in
  fine silken robes, and made him a top advisor

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Strategy 2 Besiege Wei to Rescue Zhao

• ????

• Attack their Achilles heel
• (weakest point)

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Strategy 2 Besiege Wei to Rescue Zhao

• When the kingdom of Zhao was attacked by the
  kingdom of Wei, Wei was left undefended.
• The king of Qi then attacked undefended Wei,
  which meant that Weis troops had to leave Zhao
  and return home to protect their own territory.

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Strategy 3 Kill with a Borrowed Knife

• ????

• Attack using the strength of another person.

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Strategy 4 Relax and Wait for the Adversary to
Tire Himself Out

• ????

• Exercise patience and wear them down

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Strategy 5 Loot a Burning House

• ????

• Hit them when they are down

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Strategy 6 Make a Feint to the East While
Attacking the West

• ????

• Fake to the right
• attack to the left
• (Confuse and mislead)

Classic misdirection
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Strategy 7 Create Something Out of Nothing

• ????

Make the empty full Create diamonds from sand
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Strategy 8 Pretend to Advance Down One Path
While Taking Another Hidden Path

• ????

• Pretend to care about an issue and later give it
  up to get what you really want

Trade offs on multiple issues
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Strategy 9 Watch the Fire Burning from Across
the River

• ????

• Allow them to fight your other enemy while you
  rest and observe. Later, defeat the exhausted
  survivor

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Strategy 10 Conceal a Dagger in a Smile

• ????

• Befriend them to get their guard down, then
  attack their weakest point
• (hide hostility under friendliness )

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Strategy 11 Sacrifice the Plum for the Peach

• ????

• Trade up!
• Take a small loss for a large gain.

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Strategy 12 Take Away a Goat in Passing

• ????

• Take advantage
• of every small opportunity

The nibble
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Strategy 13 Beat the Grass to Startle the Snake

• ????

• Stir things up before beginning to negotiate for
  your true interests

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Strategy 14 Raise a Corpse from the Dead

• ????

• Revive a dead proposal
• by presenting it again
• or in a new way

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Strategy 15 Lure the Tiger out of the Mountain

• ????

• Seek a neutral location -
• Negotiate after leading them away from a
  position of strength

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Strategy 16 Let the Adversary off in order to
Snare Him

• ????

• Pretend to give up
• then make your move when they are not defending
  against you

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Strategy 17Toss out a Brick to Attract a piece
of Jade

• ????

• Trade something of minor value for something of
  major value.

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Strategy 18 To Catch Bandits, Nab Their
Ringleader First

• ????

• Convince the leader
• and the rest will follow.

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Strategy 19 Remove the Fire from under the
Cauldron

• ????

Eliminate the source of their strength
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Strategy 20 Catching Fishes from Troubled Waters

• ????

• Do something surprising or unexpected to unnerve
  them, and then take advantage of that situation
  (chaos panic)

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Strategy 21 The Cicada Sheds Its Shells

• ????

• When you are in trouble, secretly escape

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Strategy 22 Fasten the Door to Catch a Thief

• ????

• Completely destroy them
• by leaving no way for escape

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Strategy 23 Befriend a Distant State While
Attacking a Neighboring State

• ????

• Distant adversaries can be a temporary allies.
• Do not attempt to take on too many challenges at
  once.
• The immediate danger needs to be taken care of
  first.
• Build strategic alliances with others that will
  give you the upper hand

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Strategy 24 Borrow a Safe Passage to Conquer the
Kingdom of Guo

• ????

• When the weak are not threatening,
• help them and win over support
• Temporarily join forces with a friend
• against a common enemy.

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Strategy 25 Steal the Beams and Pillars and
Replace Them with Rotten Timber

• ????

• Remove their key support

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Strategy 26 Point at the Mulberry but Curse the
Locust

• ????

• Convey your intentions and opinions indirectly

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Strategy 27 Play Dumb

• ????

• Columbo strategy.
• Catch them off-guard.
• Make them underestimate you.

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Strategy 28 Remove the Ladder after Your Ascent

• ????

• Lead them into a trap,
• then cut off their escape.

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Strategy 29 Decorate the Tree with Fake Blossoms

• ????

• Reframe deceitfully.
• Exaggerate to mislead
• Expand the pie with objects of little value.
• Make you forces look bigger than they really are

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Strategy 30 Turn Yourself into a Host from Being
a Guest

• ????

• Reverse the situation
• Switch from defense to offense
• Take the initiative

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Strategy 31 Use a Beauty to Ensnare a Man

• ???

• Provide alluring distractions
• Beauty Sex

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Strategy 32 Open the Gate of an Undefended City

• ???

The Empty Fort

• Present something that is really simple
• let the adversary overestimate your capabilities
• Display your weakness to conceal your
  vulnerability

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Strategy 34 Inflict Pain on Oneself in order to
Infiltrate Adversarys Camp and Win the
Confidence of the Enemy

• ???

• Appear to take some hits to build their
  confidence
• Inflict an injury on yourself
• Feign weakness while arming yourself

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Strategy 35 Lead Your Adversary to Chain
Together Their Warships

• ???

Strategy of Coordinating Tactics

• To turn your adversarys strength
• into weakness
• Use interlocking stratagems
• to defeat them

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Strategy 36 Retreat is the Best Option

• ???

• Use your BATNA
• He who runs away today,
• lives to do business another day.

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• Find great stories and cartoons here
• http//www.chinesetimeschool.com/en-us/articles/li
  st/chinese-literature/5/