Category Archives: Relationships

XIII. The Use of Intelligence – Care for the Converted

Sun Tzu said: 25. The end and aim of spying in all its five varieties is knowledge of the enemy; and this knowledge can only be derived, in the first instance, from the converted spy.  Hence it is essential that … Continue reading

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XI. The Nine Market Situations – Local Guides

Sun Tzu said: 52. We cannot enter into alliance with neighboring princes until we are acquainted with their designs.  We are not fit to lead an army on the march unless we are familiar with the face of the country–its … Continue reading

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XI. The Nine Market Situations – Consolidate

Sun Tzu said: 46. Therefore, on dispersive ground, I would inspire my men with unity of purpose.  On facile ground, I would see that there is close connection between all parts of my army. 47. On contentious ground, I would … Continue reading

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IX. Positioning the Company – Beware of Plots

Sun Tzu said: 26. Peace proposals unaccompanied by a sworn covenant indicate a plot. In business: 26. Alliance proposals unaccompanied by a sworn covenant indicate a plot.

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IX. Positioning the Company – Time the Customer

Sun Tzu said: 14. When, in consequence of heavy rains up-country, a river which you wish to ford is swollen and flecked with foam, you must wait until it subsides. In business: 14. When a customer is on a roll … Continue reading

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IX. Positioning the Company – Retain Good Customers

Sun Tzu said:  3. After crossing a river, you should get far away from it.  4. When an invading force crosses a river in its onward march, do not advance to meet it in mid-stream. It will be best to … Continue reading

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VII. Maneuvering – Knowing Before Striking

Sun Tzu said: 12. We cannot enter into alliances until we are acquainted with the designs of our neighbors. 13. We are not fit to lead an army on the march unless we are familiar with the face of the … Continue reading

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