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Chinese Philosophies for Work Effectiveness

Asia Coaching Trainingwww.asiatrainers.com

Andy Ng MBA CA

Business Coach & Trainerwww.asiatrainers.com

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Straits Times 4 July 2011Straits Times 4 July 2011

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Lianhe Zao Bao Dec 2010Lianhe Zao Bao Dec 2010

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Common Scenario?Common Scenario?

You work hard and are very committed to your employer. You always put others’

interests before yours.

Yet you find that you seem to be working harder and harder.

Why?

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Chinese Philosophies for Work EffectivenessChinese Philosophies for Work Effectiveness1.1. East vs West: 4 DifferencesEast vs West: 4 Differences2.2. 3 Chinese Philosophies: Lao Zi, 3 Chinese Philosophies: Lao Zi,

Confucius, Sun Zi and 36 StratagemsConfucius, Sun Zi and 36 Stratagems3.3. Sun Zi’s Art of War SimplifiedSun Zi’s Art of War Simplified4.4. Art of War 5 Elements: Moral, Art of War 5 Elements: Moral,

Environment, Support, Leadership and Environment, Support, Leadership and MethodsMethods

5.5. Art of War 6 Key StrategiesArt of War 6 Key Strategies6.6. The 36 Stratagems Applied to Art of WarThe 36 Stratagems Applied to Art of War7.7. The Ultimate in Art of War: Take the The Ultimate in Art of War: Take the

Entire ‘Nation’Entire ‘Nation’

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Management role’s is not just about Management role’s is not just about tel l ing people to be Effective but tel l ing people to be Effective but

about creating the right condit ions to about creating the right condit ions to al low the team to be Continuously al low the team to be Continuously

EffectiveEffective

The highest form of The highest form of Effectiveness is Sustainable Effectiveness is Sustainable

EffectivenessEffectiveness

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4 Key Differences 4 Key Differences between East and West Valuesbetween East and West Values

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Lao Zi: Let Go, Get Into the Flow Lao Zi: Let Go, Get Into the Flow

To Achieve EffortlesslyTo Achieve Effortlessly

为无为

李耳 ( 老子）

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Name: Sun Wu 孙武 Born 544 BCE, Death ? 496 BCEVocation: Military StrategistCountry: Qi (today’s Shangong province, China)

Author of 孙子兵法 Art of War

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5 Key Teachings of Confucius5 Key Teachings of Confucius

1.1. Moral Order of Moral Order of ‘Gentleman’‘Gentleman’

2.2. Benevolence and Benevolence and CompassionCompassion

3.3. ProprietyPropriety4.4. Leadership by Leadership by

ExampleExample5.5. Performing Your RolePerforming Your Role

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Do not impose on others what you yourself do not desire

When it is obvious that the goals cannot be reached, don’t adjust the goals, adjust the action steps

Faithfulness and sincerity are the highest things

He who learns but does not think, is lost. He who thinks but does not learn is in great danger

Other Confucius TeachingsOther Confucius Teachings

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Myths and Truths of Sun Zi Art of WarMyths and Truths of Sun Zi Art of War

MythMyth

PhilosophyPhilosophy Aggression and Hostility Aggression and Hostility

GoalGoal Win all wars at all costsWin all wars at all costs

Main WeaponsMain Weapons 1.1. Advanced warfareAdvanced warfare

2.2. Lots of weapons and menLots of weapons and men

3.3. Deadly toolsDeadly tools

OutcomeOutcome Destroy EnemyDestroy Enemy

Appear asAppear as Cunning, Crafty, Cruel, Cunning, Crafty, Cruel, DeceptiveDeceptive

TruthTruth

Strategic and HarmonyStrategic and Harmony

War is expensive, so is winningWar is expensive, so is winning

1.1. Advanced mind warAdvanced mind war

2.2. Minimum weapons and men Minimum weapons and men

3.3. Tools that achieve the most Tools that achieve the most with the least damagewith the least damage

Subdue enemy and make him Subdue enemy and make him your allyyour ally

Moral is paramountMoral is paramount

Use Deception (alter Use Deception (alter perception) but not Deceptiveperception) but not Deceptive

道 天 地 将 法

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Sun Zi’s 5 ElementsSun Zi’s 5 Elements

1.1. MoralMoral

2.2. ClimateClimate

3.3. SupportSupport

4.4. LeadershipLeadership

5.5. MethodsMethods

道 天 地 将 法

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1.1. Cause Worth Fighting ForCause Worth Fighting For2.2. Purpose (Compelling Reason)Purpose (Compelling Reason)• Mission and Vision, the Why (Purpose)Mission and Vision, the Why (Purpose)3.3. Moral, not just Legal Moral, not just Legal 4.4. Governance and SystemsGovernance and Systems5.5. Who Does What by When, and WhyWho Does What by When, and Why

1. 道 Moral

Mission is about AlignmentBelief that you’re Right and People Believe in Your Belief

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1.1. Atmosphere and SpiritAtmosphere and Spirit2.2. Business Climate, Economic Climate, Business Climate, Economic Climate,

Industry ClimateIndustry Climate3.3. Environment – political, social,Environment – political, social,4.4. Trends Trends

““A Leader’s Job is to Create the Right A Leader’s Job is to Create the Right Climate” Andy Ferrari NormanClimate” Andy Ferrari Norman

2. 天 Climate

Climate of Love, not Hate

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3. 地 Ground Support1.1. On the ground, the real feelOn the ground, the real feel2.2. Realist, not Pessimist or OptimistRealist, not Pessimist or Optimist

3.3. Suppliers, Customers, Finance Suppliers, Customers, Finance

marketsmarkets4.4. Physical and Geographical terrainPhysical and Geographical terrain5.5. Support from the peopleSupport from the people

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To go higher you need to go down more (gua ren 寡人 )

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4. 将 Leadership1.1. Capabilities in 5 attributes: Wisdom, Capabilities in 5 attributes: Wisdom,

Sincerity, Courage, Benevolence and Sincerity, Courage, Benevolence and Strictness ……Strictness ……

2.2. If reckless, can be killedIf reckless, can be killedIf quick-tempered, can be easily If quick-tempered, can be easily provokedprovokedIf sensitive to honor, can be insulted If sensitive to honor, can be insulted easilyeasilyIf over compassionate to the people, If over compassionate to the people, can be easily harassed can be easily harassed

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1.1. Methods are similar in managing large or Methods are similar in managing large or small teamssmall teams

2.2. Order in Methods through law (policies, Order in Methods through law (policies, rules and regulations)rules and regulations)

3.3. Organization StructureOrganization Structure

4.4. Technologies and ProceduresTechnologies and Procedures

5.5. The Strategy must be right first, then The Strategy must be right first, then Tactics can support the Strategy Tactics can support the Strategy

5. 法 Methods

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Sun Zi’s PhilosophySun Zi’s Philosophy

1. Win without Fighting

Instead of just setting Targets and KPIs for your team to achieve, focus on

• Building a winning Vision that attracts ideas from your team

• Build so much desire into the Vision that your team will set their own goals and will even die to achieve them

2. Win if must Engage in ConflictNeed to go all out to win in conflict (but winning doesn’t mean eliminate enemy)

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Art of War Key Strategies Art of War Key Strategies 1.1. Win without Fighting Win without Fighting 2.2. Inner Knowledge Inner Knowledge 3.3. Occupy the High Ground Occupy the High Ground 4.4. Right Time and TimingRight Time and Timing5.5. Be EfficientBe Efficient6.6. Right use of Deception (Psychology) - Right use of Deception (Psychology) -

Use of Tactics or StratagemsUse of Tactics or Stratagems

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1. Win without FightingIt’s best to subdue the enemy without fighting* Don’t force them, influence them to want to

follow you willingly and happily

1.1. Influence them to Influence them to achieve their own goalsachieve their own goals

2.2. Form Work Form Work Improvement Groups Improvement Groups

3.3. Criticize their behavior Criticize their behavior in workplacein workplace

4.4. Force them to change Force them to change when they don’t like itwhen they don’t like it

1.1. Best way is to Align Best way is to Align yourself with people’s yourself with people’s strategy strategy 上兵伐謀上兵伐謀

2.2. 2nd best is Diplomacy/ 2nd best is Diplomacy/ Alliance Alliance 其次伐其次伐交交

3.3. 33rdrd best is Field Attack best is Field Attack 其次伐兵其次伐兵

4.4. Worst is to Attack Worst is to Attack Walled Cities Walled Cities 其下攻其下攻城城

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1.1. Admit Your Weakness before others point it outAdmit Your Weakness before others point it out2.2. Know their weakness but focus on their strengths Know their weakness but focus on their strengths

(uplift people)(uplift people)3.3. Pretending not to know so that can draw out from Pretending not to know so that can draw out from

them (coaching instead of telling)them (coaching instead of telling)4.4. Turn all ‘No’ into ‘Need to kTurn all ‘No’ into ‘Need to kNONOw More’ w More’

2. Inner Knowledge“Know Your Adversary and Know Yourself and Your

Battle is in no Peril” 知己知彼 ， 百战不殆Adversary includes:• Internal – Staff disunity, gossip, poor HR policies, discipline, morale etc• External – Government policies, Labor market, Salary trend, Jobseekers

trend…

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1.1. High Ethical GroundHigh Ethical Ground

2.2. High Trust, Integrity and Job SecurityHigh Trust, Integrity and Job Security

3.3. Connecting Vision statement, Motivating Connecting Vision statement, Motivating Mission Statement, Empowering CultureMission Statement, Empowering Culture

4.4. Reach people at the highest level possibleReach people at the highest level possible

5.5. High Thoughts High Thoughts

6.6. High Mental GroundHigh Mental Ground• Think of What You Want (Law of Attraction)Think of What You Want (Law of Attraction)• Positive Talk (eg don’t say ‘No’, say “Yes, I can Positive Talk (eg don’t say ‘No’, say “Yes, I can

xxx when you yyy”xxx when you yyy”• Non Commanding Talk (not “You’ll have to” but Non Commanding Talk (not “You’ll have to” but

“Yes, the best thing to do is xxx”)“Yes, the best thing to do is xxx”)

3. Occupy the High Ground

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1.1. Shorten the Change Cycle by Shorten the Change Cycle by alwaysalways ask ask for commitment (when you give something)for commitment (when you give something)

2.2. Don’t waste time: mention the headline Don’t waste time: mention the headline benefits before detailingbenefits before detailing

3.3. Know the best and worst time to implement Know the best and worst time to implement changeschanges

4.4. Timing to get Maximum achievement …Timing to get Maximum achievement …5.5. Rapid action beats slow action (prevent Rapid action beats slow action (prevent

rumors from spreading)rumors from spreading)

4. Right Time and Timing“While we have heard of stupid haste in war, we have not yet seen a clever victory that was prolonged” Sun Zi

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1.1. Get answers from staff through Asking Get answers from staff through Asking Questions Questions

• What they say = 20 times of what you sayWhat they say = 20 times of what you say

2.2. Sure-win Structure to Influence People:Sure-win Structure to Influence People:• Create or Find a Need through RelationshipsCreate or Find a Need through Relationships • Maximize the NeedMaximize the Need• Fill the Need – find solutions, call for Fill the Need – find solutions, call for

action, follow up until need is fulfilledaction, follow up until need is fulfilled

* Case: Persuade staff to work on Sat w/o pay* Case: Persuade staff to work on Sat w/o pay

5. Be Efficient“A wise general get provisions from the enemy areas. 1 zhong of grain obtained from the local area = 20 zhong shipped from home” Sun Zi

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1.1. Baits Baits • Do not pursue an enemy who pretends to fleeDo not pursue an enemy who pretends to flee• Do not succumb to enemy’s baits Do not succumb to enemy’s baits

2.2. Illusions and Fakery – don’t believe what you seeIllusions and Fakery – don’t believe what you see

3.3. Use of Unpredictable and Multiple Courses of Action Use of Unpredictable and Multiple Courses of Action to Generate Surprisesto Generate Surprises

• Flexible use of StraightFlexible use of Straight ( ( 正正 ) ) and Odd (and Odd ( 奇奇 ) ) waysways• Straight: Usual waysStraight: Usual ways• Odd: Mainly Psychology, less usual (think opposite)Odd: Mainly Psychology, less usual (think opposite)

6. Right use of Deception“When strong, appear weak, when weak pretend strong. Do not let them know when you’re going to attack, so that their defence will be scattered and weak” Sun Zi

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36 Stratagems36 StratagemsStratagems when You’re in ControlStratagems when You’re in Control

1 to 6: Stratagems in Winning Position1 to 6: Stratagems in Winning Position

7 to 12: Stratagems for Confrontation 7 to 12: Stratagems for Confrontation 敌战敌战计计

13 to 18: Stratagems for Attack 13 to 18: Stratagems for Attack 攻战攻战计计

Stratagems when They’re in ControlStratagems when They’re in Control

19 to 24: Stratagems for Confused Situations 19 to 24: Stratagems for Confused Situations 混战混战计计

25 to 30: Stratagems for Gaining Ground 25 to 30: Stratagems for Gaining Ground 并战并战计计

31 to 36: Stratagems for Desperate Situations 31 to 36: Stratagems for Desperate Situations 败战败战计计

三十六计

胜战计

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The 36 The 36 Stratagems Stratagems Stratagems in Winning PositionStratagems in Winning Position

1.1. Openly Deceive under Camouflage Openly Deceive under Camouflage 2.2. Attack another to Save your TargetAttack another to Save your Target3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife4.4. Wait at Ease for the Exhausted EnemyWait at Ease for the Exhausted Enemy5.5. Loot a House on FireLoot a House on Fire6.6. Sound East to Attack WestSound East to Attack West

Stratagems for ConfrontationStratagems for Confrontation

1.1. Create Something out of NothingCreate Something out of Nothing2.2. Advance through a Secret PathAdvance through a Secret Path3.3. Watch the Fire from AcrossWatch the Fire from Across4.4. Hide a Dagger in Your SmileHide a Dagger in Your Smile5.5. Sacrifice Small for BigSacrifice Small for Big6.6. Exploit small things along the WayExploit small things along the Way

瞒天过海

围魏救赵

借刀杀人

以逸待劳

趁火打劫

声东击西

无中生有 暗渡陈仓

隔岸观火 笑里藏刀

李代桃僵

顺手牵羊

三十六计

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Stratagems for AttackStratagems for Attack

13.13. Hit others to draw out your target Hit others to draw out your target 14.14. Inject Life into the DeadInject Life into the Dead15.15. Lure the big guy out of his comfort zoneLure the big guy out of his comfort zone16.16. Let go to recapture laterLet go to recapture later17.17. Throw out small to Attract BigThrow out small to Attract Big18.18. Nab the Root of the IssueNab the Root of the Issue Stratagems for Confused SituationsStratagems for Confused Situations19.19. Remove Key SupportRemove Key Support20.20. Fish in Troubled WatersFish in Troubled Waters21.21. Remove your Cover to Reveal InsideRemove your Cover to Reveal Inside22.22. Closed Door Attacks Closed Door Attacks 23.23. Befriend the Far to Attack the NearBefriend the Far to Attack the Near24.24. Seek help from Ally to attack both Enemy & Seek help from Ally to attack both Enemy &

Ally Ally

The 36 StratagemsThe 36 Stratagems打草惊蛇 借尸还魂

调虎离山

欲擒故纵 抛砖引玉

擒贼擒首

釜底抽薪

混水摸鱼

金蝉脱壳

关门捉贼

远交近攻

假道伐虢

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The 36 The 36 Stratagems Stratagems Stratagems for Gaining GroundStratagems for Gaining Ground25.25. Replace Strong support with Weak Replace Strong support with Weak

Support Support 26.26. Criticize IndirectlyCriticize Indirectly27.27. Play DumbPlay Dumb28.28. Remove Ladder after AscentRemove Ladder after Ascent29.29. Decorate Tree with Artificial FlowersDecorate Tree with Artificial Flowers30.30. Turn from Guest to HostTurn from Guest to Host Stratagems in Desperate SituationsStratagems in Desperate Situations31.31. Beauty TrapBeauty Trap32.32. Put on a Bold Front (empty fort ploy)Put on a Bold Front (empty fort ploy)33.33. Double Agent PloyDouble Agent Ploy34.34. Self Injury Ploy Self Injury Ploy 35.35. A Series of Inter-connected StratagemsA Series of Inter-connected Stratagems36.36. If all else fails, Escape is the BestIf all else fails, Escape is the Best

偷梁换柱

指桑骂槐 假痴不癫上屋抽梯 树上开花

反客为主

美人计

空城计

反间计

苦肉计 连环计

走为上

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The Ultimate of Sun Zi’s Art of War …The Ultimate of Sun Zi’s Art of War …Victory is The Only OptionVictory is The Only Option

Entire Nation = Whole Body, Mind, Heart & Entire Nation = Whole Body, Mind, Heart & SpiritSpirit

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Chinese Philosophies for Work EffectivenessChinese Philosophies for Work Effectiveness1.1. East vs West: 4 DifferencesEast vs West: 4 Differences2.2. 3 Chinese Philosophies: Lao Zi, 3 Chinese Philosophies: Lao Zi,

Confucius, Sun Zi and 36 StratagemsConfucius, Sun Zi and 36 Stratagems3.3. Sun Zi’s Art of War SimplifiedSun Zi’s Art of War Simplified4.4. Art of War 5 Elements: Moral, Art of War 5 Elements: Moral,

Environment, Support, Leadership and Environment, Support, Leadership and MethodsMethods

5.5. Art of War 6 Key StrategiesArt of War 6 Key Strategies6.6. The 36 Stratagems Applied to Art of WarThe 36 Stratagems Applied to Art of War7.7. The Ultimate in Art of War: Take the The Ultimate in Art of War: Take the

Entire ‘Nation’Entire ‘Nation’

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Your Trainer Coach Andy NgYour Trainer Coach Andy Ng• Applied Sun Zi since age of 5Applied Sun Zi since age of 5• 28 Years of Experience at All Levels28 Years of Experience at All Levels• Former Director of HR, Finance & Former Director of HR, Finance &

Admin of Allied Telesis International Admin of Allied Telesis International (Asia) Pte Ltd…(Asia) Pte Ltd…

• Now Coach, Advisor and Consultant Now Coach, Advisor and Consultant to companies big and small…to companies big and small…

• Since 1996, trained over 81,135 Since 1996, trained over 81,135 people in 14 countries (furthest is people in 14 countries (furthest is Africa)Africa)

• Happy Man, Son, Husband & Father Happy Man, Son, Husband & Father (of 3 happy children)…(of 3 happy children)…

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Get Inspired by me 24/7 Get Inspired by me 24/7

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