chapter Two

作战篇
Waging war

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ZI’S ART OF WAR AND BUSINESS STRATEGIES
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孙子曰：凡用兵之法，驰车千驷，革车千乘，带甲十万，千里馈粮，内外之
费，宾客之用，胶漆之材，车甲之奉，日费千金，然后十万之师举矣。

Sun Zi said: As a general rule, for a military campaign, one would need 1,000
speedy four-horse chariots, 1,000 heavy wagons, and 100,000 fully equipped
and combat-ready soldiers.
There is a need to provide for expenses incurred at home and at the battlefront;
for the entertaining of guests, visitors, advisors and emissaries; for procuring of
materials and supplies such as glue and paint; and for maintaining the armament,
chariots and troops.

The expenses incurred will amount

to 1,000 pieces of gold daily.

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久则钝兵挫锐
When victory is long overdue, weapons will be
blunt and the morale (and motivation) of the
troops will be adversely affected.

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 In war, it is better to go for swift victories rather than engage in
prolonged military campaigns.

• The Main purpose of the War is to WIN in the battle and not to
prolong the battle.
• If it takes too long to end, effectiveness of the battle will be
affected as a lot of considerations, eg. logistics, supply chain
problem, etc , have to take into account.
• Speed is the core concept. （速战速决）

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Reduce the time for operation, then increase
organization productivity and improve their
value in the market

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Involve the transformation, movement, and storage of goods
and materials to the end customers

Maximize customer value, achieve a sustainable competitive

advantage and reducing costs through global sourcing
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Increase profit
Reduce the cost and time
Increase production performance
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Develop and enlarge the market share
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Fulfill every level customers need (Contingency Plan)

High innovation and product frequency to compete with Apple
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 Early adopter Laggard

Pioneer Later Buyer

In business activities, if product take a long period of time to prepare or to enter

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 国之贫师者远输 远输则百姓贫 近于师者贵卖

A nation (involved in a military

campaign) may be poor because it
tries to transport all its provisions
over long distances.

Transportation (of food and

supplies) over long distances will
impoverish the people.

Where the army is located, the

prices (of food and supplies) in
that area will rise.

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贵卖则百姓财竭 财竭则急于丘役 力屈，财殚，中原內虚于家

When prices are high, the wealth

of the ordinary people will be
eroded.

When wealth is eroded,

harsher tolls and taxes will be
imposed on the people.

When the strength (of the army) is exhausted and wealth (of the state) is
depleted, each household within the state will also be emptied of
provisions.

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• A prolonged war will influence country financial status
directly.
• All the residents will be suffered and affected.
• Tax and costs of raw material will be increased as daily and
other war necessary products will be supplied to the troops.

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 Subsequently, remove and replace the banner
of the enemy with yours and use the captured
chariots together with yours.

Treat the captured soldiers well (so

that they can be used).

This is what is meant by

conquering the enemy and
becoming stronger in the
process.

而更其旌旗，车杂二乘之
卒善而养之,
是谓胜敌而益强。
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 役不再籍 粮不三载
He (the general) who is adept in warfare does not require additional
conscription of soldiers nor multiple replenishments of food and supplies.

Toyota is the first company introducing Zero Inventory Concept and apply
successfully in their business (Save cost & Increase the productivity).
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 取用于国 因粮与敌
Military weapons and equipment should be obtained from the home
country while food and provisions should be obtained from the enemy.

Reduce core organization

Operational Cost in Oversea

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China's wages have risen in recent years and international companies
such as Adidas and Nike have begun moving their manufacturing
operations to lower-cost countries including Vietnam.

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 故知兵之将，生民之司命，国家安危之主也。
The general who is knowledgeable in military matters is the
controller of the fate of the people and the guardian of
peace or advocate of crisis for the nation

“MANAGEMENT is
doing THINGS RIGHT”

“LEADERSHIP is doing
the RIGHT THINGS”

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取敌之利者，货也。 车战，得车十乘以上，赏其先得者。

For the troops to plunder the resources of the enemy, they must be
motivated by material rewards.

Therefore, the first person who succeeds in capturing ten chariots

in a chariot battle should be rewarded.

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Battle of Chariot teecw@utar.edu.my
Organization should rewards employees who have high contribution to the
organization based on their performance.

When employees satisfaction increase, their loyalty also increase, so productivity

will be increase and cost for material will be reduce.

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Qualified Chef – NT$ 55,000
Waiters & Service Staff – NT$ 38,000 – 42,000

Year 2013 – Bonus up to 20 months

- 鼎泰丰 (Din Tai Fung)-
World’s Top Ten Best Restaurants

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If you keep your staff happy then your customer will be happy

If you keep your customers happy then your shareholders will be

happy.

- Richard Branson -

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chapter Three
谋攻篇
STRATEGIC ATTACK

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孙‘止’兵法

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 孙子曰：夫用兵之法，全国为上，破国次之。
Sun Zi said: In general, when waging war, capturing a whole nation intact
is a better strategy; to shatter and ruin it is a weaker option.

全军为上，破军次之。
Capturing a whole division intact is a better strategy; destroying it is a
weaker option.

全旅为上，破旅次之。
Capturing a whole battalion intact is a better strategy; destroying it is a
weaker option.

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Before entering to a new market,
to understand the local culture and
analyze the consumer needs are crucial success factors…
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故百战百胜，非善知善者也。
不战而屈人之兵，善之善者也。

Thus, to fight a hundred battles and to win

a hundred victories is not a reflection of the
most supreme strategy.

The ability to subdue the enemy without

any battle is the ultimate reflection of the
most supreme strategy.

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The most Supreme Strategy is to attack the plans
and strategies of the enemy. 故上兵伐谋

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The Next Best Strategy is to attack his relationships

and alliances with other nations. 其次伐交
The Next Best Strategy is to attack his army. 其次伐兵

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十而围之 五则攻之 倍则分之
敌则能战之 少则能逃之

When outnumbering the enemy ten to one, surround him.

When outnumbering the enemy five to one, attack him.

When outnumbering the enemy two to one, divide him.

When comparable in numbers to those of the enemy, it is

possible to engage him.

When lesser in numbers to the enemy, be capable of escaping.

用兵之法
Deployment Troops Strategies
 3
2
1

4
5
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The Worst Strategy of all is to attack walled cities. 其下攻城

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 five ways to victory

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 知可以与战不可以与战者胜

He who knows when he can engage in battle and

when not to do so will win.

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 识众寡之用者胜

He who understands how deploy large and small forces will win.

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 上下同欲者胜

He who is able to unite himself with his officers and men as

one mind, spirit and purpose will win.

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Employees must know organization’s direction

Have One Spirit, One Vision, One Mission

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 teecw@utar.edu.my

• Specific
• Measureable
• Attainable
• Relevant
• Time-bound
 以虞待不虞者胜

He who is proactive and well-prepared and

awaits his unprepared enemy will win.

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2011
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 将能而君不御者胜

He (the general) who is capable and does not have to contend

with interference by the ruler will win.

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General Norman Schwarzkopf spent 6 months in planning, and he took
only 4 days (100 hours) to win the war.
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How to become a
GOOD Leader ?

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 夫将者，国之辅也。辅周，则国必强；辅隙，则国必弱。
The general is like the guardian of the nation.
If the guardian is a thoughtful and detailed person, the nation will be strong and mighty.
If the guardian is full of character flaw, the nation will be weak and vulnerable.

“People who will do things not for

themselves but for their people and
for their country”

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 World's Busiest for Port

World's Best Airport

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Asia First F1 Night Race

• World's Highest Percentage of Millionaires •Least Corrupt Countries in the World
• World's Fourth Leading Financial Centre •World's Top Logistics Hub
（London, New York, Hong Kong)

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知己知彼，百战不殆。不知彼而知己，一胜一负。
不知彼不知己，每战必败。

• He who knows the other side (the enemy) and knows himself will not be
defeated in a hundred battles.

• He who does not know the other side (the enemy) but knows himself will
have an even chance of victory or defeat.

• He who does not know the other side (the enemy) and himself is bound to
be defeated in every battle.
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To educate around 200
million people
in rural and urban areas about
the importance of adopting
good
health and hygiene practices.

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