chapter fOUR

形篇
DIPOSITION OF ARMY

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ZI’S ART OF WAR AND BUSINESS STRATEGIES
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孙子曰：昔日之善战者，先为不可胜，以待敌之可胜。

Sun Zi said: In ancient times, those who were skillful in warfare

ensured that they would not be defeated and then waited for
opportunities to defeat the enemy. teecw@utar.edu.my
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Think Difference

Apple Computer, Inc

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 1911-2011

The Ideas that

Shaped a Century

International Business Machine

American Multinational Technology and Consulting Firm

HQ in Armonk, NY
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 不可胜在己，可胜在敌。
The ability to prevent defeat depends on oneself, while the
opportunity for victory depends on the enemy.

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 胜可知而不可为
As such, it is said that one may be able to foretell victory, but may not
necessary be able to achieve it.

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不可胜者，守也。
Those who are not able to win must defend.

胜者，攻也。
Those who are able to win must attack.
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 teecw@utar.edu.my

守者不足，攻者有余。
Defend when forces and resources are inadequate. Attack when
forces and resources are more than abundant.
 to keep secret…

• Founded - 1889 in Clermont-

Ferrand, France.
• The most mysterious/ secretive
corporate.
• 1964, President of France,
Charles de Gaulle, …..

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 见胜不过众人之所知，非善之善者也。

To predict a victory that cannot surpass what can be known by any

ordinary person is not the hallmark of a great military strategist.

战胜而天下曰善，非善之善者也。

To win a hard-fought battle that is praised by the masses

is also not the hallmark of a guru of warfare.
 故举秋毫不为多力，见日月不为明目，
闻雷霆不为聪耳。

This is like lifting a hair in autumn – it is no indication of

great strength. To be able to see the sun and the moon is
no indication of clear vision. To be able to hear the roar of
the thunder is no indication of sharp hearing.
 故善战者之胜也，无智名，无勇功。故其战胜不忒，不忒者，
其所措必胜，胜已败者也。

• Thus,
the person adept at warfare wins without being known for his wisdom and
reputation nor for his courage and merit.
• Thus, he wins battles with confidence and without making mistakes.

• He does not make mistakes because he adopts measures, policies and strategies
that are certain to lead to victory.
 Who is the Real Hero?
• Hero definitely not as the people always shows off and
publishes online or on television.

• Is it the people who are high authority, high salary and high
pressure are talents?

• Heroes are the people who just done their jobs within their
capability and fully concentrate & contribute to their jobs.

• They didn’t hope that to have any names, ordinary and

mighty.
 地生度

Characteristic of the Terrain

Degree of Difficulty

度生量

量生数

Calculation of Own Forces

Scope of Operation
数生称
称生胜

Comparison of Forces from Both Sides Chances for Victory be Established

chapter five
势篇
forces

Presentation Title UBMM 1011

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ZI’S ART OF WAR AND BUSINESS STRATEGIES
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 凡治众如治寡，分数也。

To manage a large force is similar to managing a small force.

It is a matter of organization and structure.

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Top management will distribute the task and relevant
authority to all department which can then
cooperate with each other.

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teecw@utar.edu.my
Span of Control

Flat Organization
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Tall Organization

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teecw@utar.edu.my
 斗众如斗寡，形名是也。

To direct and control a large force is similar to directing and

controlling a small force.

It is a matter of formations, communication and signals.

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• During the war in ancient time, how do people communicate?

• Nowadays, we have internet, satellite or other advanced technology to be

used in communication.

• In business, we also depend on the advanced technology to communicate

at difference places like using video conference.
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Communication ?

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 Smartphone Addicts
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 Technology and social media have
armed the consumer to the teeth

C om m u n i c a t i on m od e l s of 2 1 st c e n t u r y
is all about experiences teecw@utar.edu.my
Differentiation

凡战者，以正合，以奇胜。
In battle, use the direct force to engage the enemy,
and the indirect force to win.
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 The direct forces is always the first plan for the organization to implement. For the
indirect forces is always a plan which tactics are surprising to their
competitors/consumers.

Organization must have their contingency plan when they face the problems so that they
can solve it as soon as possible.

The winning theory is ‘Use the tactic/strategy which competitors can’t think of it’.

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teecw@utar.edu.my
故善出奇者，无穷如天地，不竭如江河。终而复始，日月是也。
Thus, the person adept at warfare is able to use indirect approaches, strategies and
troops in such infinite ways like the ever-changing forces and elements of nature
and the ceaseless flowing water of rivers and streams.

They end and begin again like the ever-changing roles of the sun and moon.

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 teecw@utar.edu.my

12 May 2013
12 May 2013
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There are not more than five cardinal tastes (sour, acrid, salt, sweet, bitter), yet
combinations of them yield more flavors than can ever be tasted.

In battle, there are not more than two methods of attack, the direct and the
indirect; yet these two in combination give rise to an endless series of maneuvers.

味不过五，五味之变不可胜尝也，战势不过奇阵，
奇阵之变不可胜穷也。

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teecw@utar.edu.my
 奇正相生，如循环之无端，孰能穷之？

The direct and indirect (approaches and forces) mutually support and
reinforce each other.

Their interactions and combinations are like two never-ending

interlocking rings where the possibilities of their beginnings and
endings can never be determined.

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 Opportunity and traits will routine in nature,
everything have their highest and lowest. Same
with the organization, every planning have their
strength and weaknesses; Competition have win
and lose; this is the Theory of Nature.

teecw@utar.edu.my Jack Ma
When lose, prepared for next opportunity fight for win.
When win, prepared for next competition for more higher level.
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故善战者，求之于势，不责于人，故能择人而任势。

Thus the person adept at warfare seeks victory from the battle situations
and conditions and does not rely solely on the efforts of his officers and
men.
As such, he is able to select the right men (officers and soldiers) and
trust them to exploit the battle situations and conditions.

2008 / 2013

Change their strategy and use their strength to sustain and survive in the market

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The world's sharpest 5" SmartPhone display
The highest level of
water resistance in a
SmartPhone
 木石之性，安则静，危则动，

The characteristics of logs and boulders are such that when

they are on level ground, they remain still; when they are on
uneven and slopping terrain, they move.
Seeks victory from the
battle situations