Sun TzuThe Art of War for

Managers

50 Strategic Rules

Gerald A. Michaelson

Laying Plans

Thoroughly Assess Conditions

Compare Attributes

Look For Strategic Turns

Thoroughly Assess Conditions

Moral Influence

Weather

Terrain

Command

Doctrine

Vision & Mission

Outside Influences

Marketplace

Leadership

Core Beliefs

Compare Attributes

Which side is managed by those who have established meaningful objectives?

Which people have the most ability?

Which side can take best advantage of current conditions?

Which side has better discipline?

Compare Attributes

Which side is stronger?

Which side is better trained?

Which side is better motivated?

Look for Strategic Turns

Go beyond ordinary rules

Search for advantages

Find favorable strategic conditions

Examine the situation thoroughly

Look for Strategic Turns

Do the unexpected

Build your own strengths

Continuously analyze the strengths and weaknesses of the opposition

Waging War

Marshal Adequate Resources

Make Time Your Ally

Everyone Must Profit From Victories

Know Your Craft

Marshal Adequate Resources

When resources are depleted and cannot be replenished,

the organization goes bankrupt.

Make Time Your Ally

Victory is the main objective

Those who are adept do not require additional resources

Those who do not understand the dangers do not understand how to make advantageous use of resources

When the Operation Takes Too Long

Resources may be depleted

Weapons are blunted

Morale is depressed

Your opponents will take advantage of your distress

You Must Profit from Victories

When others go out of business, profit by acquiring their physical and human resources

Win by acquiring competitors and making good use of their people in the new organization structure

Know Your Craft

The objective is winning, not spending time. The leaders who truly understand their business control the battle and achieve

victory.

Attack By Stratagem

Win Without Fighting

Strength Against Weakness – Always

Beware of “High Level” Dumb

Obey Fundamental Principles

Win Without Fighting

Consider making opponents into allies

The best victories are those than can be won without conflict

Attack strategies, disrupt alliance, but do not attack strengths

Strength Against Weakness - Always

The greater your strength compared to your opponent, the greater the chances for winning

If resources are equally matched, fight only if you have special abilities

Small cannot defeat large, nor the weak versus the strong

Beware of “High Level” Dumb

Those not at the scene of action don’t know what’s going on & shouldn’t give orders

Business should be managed by those with extensive experience in that business

Rules established at headquarters might not apply to every distant operation

Obey Fundamental Principles

Where you have superiority, use one strategy; where you are weak, use another

Seek those actions that have a high unity of purpose

Be prepared for contingencies

Headquarters should be careful of interfering

Disposition of Military Strength

Be Invincible

Attain Strategic Superiority

Use Information to Focus Resources

Be Invincible

What you do determines whether you are defeated

What your opponent does determines whether you can win

Because you know how to win does not mean you will win

Be Invincible

When you have insufficient strength, you must defend

When you have an overabundance of strength, attack

Tactics used in the defense are different from those used in the attack

Attain Strategic Superiority

The best strategy is to win without fighting

Achieving victory while avoiding conflict requires skillful insight and forethought

The winning leader strictly adheres to method and discipline

Use Information – Focus Resources

Understand your opponent’s position and strength

Consider where you have relative superiority

Plan to attain overwhelming superiority at a decisive point

Build the force of momentum

Use of Energy

Build a Sound Organization Structure

Apply Extraordinary Force

Coordinate Momentum and Timing

Apply Extraordinary Force

Keep your opponent confused concerning routes of attack

Plan the impact of the very strong against the very weak

Use normal force to engage; extraordinary force to win

Coordinate Momentum & Timing

Your actions must have the energy of momentum and take place at the most advantageous time

Whether there is order amidst apparent confusion depends upon organization

When planning creates favorable circumstances, you have high morale

Weakness and Strength

Take the Initiative

Plan Surprise

Gain Relative Superiority

Seek Knowledge

Be Flexible

Take the Initiative

Those who occupy the field of battle first and await their enemy are at ease

Those who come later to the scene and rush into the fight are weary

Those skilled in war bring the enemy to the battlefield and are not brought there by their opponent

Plan Surprise

When at ease, make your opponent weary

When well fed, starve your opponent

When at rest, make your opponent move

Appear where your opponent must hasten

Move swiftly where not expected

Gain Relative Superiority

The enemy must not know where I intend to give battle

One who has few must prepare against the enemy

One who has many makes the enemy prepare against him or her

Seek Knowledge

Victory can be created

Stir the enemy & determine his patterns

Probe to learn strengths & weaknesses

Determine the enemy’s plans and we know whether our plan will work

Be Flexible

While you shape your opponent, do not let him or her discern your shape

Strategies do not change with the times

Change strategies when they become too obvious

As water has no constant form, there are no constant conditions

Maneuvering

Maneuver to Gain the Advantage

Achieve the Critical Mass

Deceive Your Competitor

Develop Effective Internal Communication

Gain the Mental Advantage

Maneuver to Gain Advantage

Make the devious route the most direct

Turn misfortune into advantage

Use deception

Make changes to confuse your opponent

Achieve the Critical Mass

Gather all of your resources and you will be late

Advance without enough resources and you may lose them all

Know the situation and use the help of others who have had the same experience

Gain the Mental Advantage

Preserve your resources for the main effort

Do not fight battles you cannot win

Adapt quickly to changes in the circumstances

Do not press a desperate opponent too hard

Variation of Tactics

Consider Tactical Options

Prepare Adequate Defenses

Avoid the Faults of Leadership

Consider Tactical Options

Understand the mission, gather resources, and concentrate the offensive

Use attorneys and others to make trouble for your opponent

To gain advantage, consider what the opponent would do to gain the advantage

Avoid the Faults of Leadership

Bravery can lead to recklessness and destruction

Being overly cautious leads to cowardice and defeat

Worry leads to blunders and bad reactions

Anger leads to temper with vulnerability to insults

On the March

Occupy Strong Natural Positions

Always Seek the High Ground

Make an Estimate of the Situation

Discipline Can Build Allegiance

Occupy Strong Natural Positions

Keep close to resources that fortify your strengths

Position yourself so that your opponent has a disadvantage

Keep your opponent from taking advantage of available natural strengths

Always Seek the High Ground

Be concerned for the health of your people

Fight downhill

Do not occupy imperiled positions; let your opponent do that

Estimate the Situation

Study the actions and moods of your opponent’s people

Treat every opponent as a threat

Watch for signs that tell you what your opponent is doing

Discipline Can Build Allegiance

Treat your people with humanity

Instill a sense of discipline

Trust and confidence must be mutual – otherwise, it does not exist

Terrain

Know Your Battlefield

Obey the Laws of Leadership

Fight Only the Battles You Can Win

Know Yourself; Know Your Opponent

Know Your Battlefield

Arrive early and get the best positions

Develop strengths in narrow niche markets

Attack only those segments weakly defended

Distant markets can be difficult to serve

Obey the Laws of Leadership

When instructions are clear, everyone will act with confidence; if unclear, every action will be disorganized

When leaders are unable to accurately estimate the overall situation, the result will be bankruptcy

Fight Only Battles You Can Win

Know how to estimate the strength of your opponent

Retreat from bad situations

Be shrewd in calculating dangers and difficulties

Use the strength of natural positions

The Nine Varieties of Ground

Choose a Favorable Battleground Shape Your Opponent’s Strategy Make Victory the Only Option Plan Coordinated Efforts Press the Attack Learn Winning Ways

Choose a Favorable Battleground

Do not fight internally

When progress is difficult, keep on the offensive

When outnumbered, resort to strategy

Fight courageously when desperate

Shape Your Opponent’s Strategy

Seize the initiative so you can keep your opponent on the defensive

Speed is essential; move rapidly and miss no opportunity

Disrupt your opponent’s cooperation, internal communication, morale and cohesion

Make Victory the Only Option

Fighting for survival assures unity

Devise winning plans and actively solicit new resources

The skillful tactician accepts the attack in one area and strikes back in another

Plan Coordinated Efforts

Foster actions that encourage internal cooperation

Set high standards for performance

Do not rely on the physical to win; victory comes only from a tenacious team united in purpose

Press the Attack

Keep people united

Manage calmly

Be just and maintain order

Understand there are things not to say publicly; this would aid the opponent

Attack By Fire

Be Disruptive and Intrusive

Consolidate Your Gains

Exercise Restraint

Be Disruptive & Intrusive

Use the most decisive weapons available

Be an entrepreneur in developing your offensive

Disrupt your opponent and intrude into that disruption

Consolidate Your Gains

Reinforce successful efforts

Exploit opportunities that arise

Encourage & reward the spirit of enterprise

Lay plans carefully & take action

Exercise Restraint

Attack only when you see an advantage

Do not attack to satisfy your own anger

Losses cannot be recovered

Be prudent and do not take rash actions

Employment of Secret Agents

Invest in Intelligence Resources

Establish an Active Intelligence System

Practice Counterintelligence

Invest in Intelligent Resources

Major efforts require major resources; expect opposition from those who are burdened by this

Small sums can bring big results

Allocate resources necessary to gain the information you will need

An Active Intelligence System

Good information is critical to success

Beware of those who can only give opinions

Develop a network that can provide information

Invite those who can be a source of information