Skim this book about ancient Chinese philosophy and strategy. Pay attention to passages about being victorious over rivals. Consider these general ideas in light of corporate actions like takeovers, price wars, and buyouts.
THE SAYINGS OF WUTZU
Suiting the Occasion
Lord Wen asked and said:
"If strong chariots, good horses,
strong and valiant soldiers suddenly meet the enemy, and are thrown into
confusion, and ranks broken, what should be done?"
And Wu answered and said:
"In
general, the method of fighting is to effect order in daylight by means
of flags and banners, pennons and batons; at night by gongs and drums,
whistles and flutes. If a signal be made to the left, the troops move to
the left; if to the right, they move to the right. Advance is made at
the sound of the drum; halt at the sound of the gong; one blast of the
whistle is for advance, two for the rally. If those who disobey be cut
down, the forces are subject to authority. If officers and soldiers
carry out orders, a superior enemy cannot exist; no position is
impregnable in the attack".
Lord Wen asked and said:
"What is to be done if the enemy be many and we be few?"
And Wu answered and said:
"Avoid
such an enemy on open ground, and meet him in the narrow way; for, as
it is written, if 1 is to stand against 1,000, there is naught better
than a pass; if 10 are to hold against 100, there is nothing better than
a steep place; if 1,000 are to strike 10,000, there is nothing better
than a difficult place. If a small force, with beat of gong and drum,
suddenly arise in a narrow way, even a host will be upset. Wherefore it
is written: ‘He who has a multitude seeks the plain, and he who has few
seeks the narrow way.'"
And Lord Wen asked and said:
"A
mighty host, strong and courageous, which is on the defence with a
mountain behind, a precipice between, high ground on the right, and a
river on the left, with deep moats, and high walls, and which has artillery; whose retreat is like the removal of a mountain, advance
like the hurricane, and whose supplies are in abundance, is an enemy
against whom long defence is difficult. In effect, what should be done
in such a case?"
And Wu answered and said:
"This indeed
is a great question, whose issue depends, not upon the might of chariot
and horse, but upon the schemes of a wise man.
"Let 1,000
chariots and 10,000 horse, well equipped and with foot-men added to
them, be divided into five armies, and a road allotted to each army.
"Then
if there be five armies, and each army take a different road, the enemy
will be puzzled, and know not in what quarter to be prepared. If the
enemy's defence be strong and united, send envoys quickly to him to
discover his intention. If he listen to our advices, he will strike camp
and withdraw. But, if he listen not to our advice, but strikes down the
messenger, and burns his papers, then divide and attack from
five quarters. If victorious, do not pursue; if defeated, flee to a
distance. If feigning retreat, proceed slowly, and, if the enemy
approach, strike swiftly.
"One army will hold the enemy in front,
with another cut his rear, two more with gags in their mouths will
attack his weak point, whether on the right or on the left. If five
armies thus make alternate onslaughts, success is certain.
"This is the way to strike strength".
And Lord Wen asked and said:
"If
the enemy draw near and encompass us, and we would retreat, but there
is no way, and in our multitude there is fear, what should be done?"
And Wu answered and said:
"In
such a case, if we be many and they be few, divide and fall upon them;
if the enemy be many and we be few, use stratagem and act according to
opportunity; and if opportunities be untiringly seized, even if the
enemy be many, he will be reduced to subjection".
Lord Wen asked and said:
"If,
in a narrow valley with steep places on either side, the enemy be met,
and they are many and we are few, what should be done?"
And Wu answered and said:
"If
they be met among hills, woods, in deep mountains, or wide fens,
advance quickly, retire swiftly, and hesitate not. If the enemy be
suddenly met among high mountains or deep valleys, be the first to
strike the drum and fall upon them. Let bow and cross bow advance; shoot
and capture; observe the state of their ranks; and, if there be
confusion, do not hesitate to strike".
Lord Wen asked and said:
"If
the enemy be suddenly met in a narrow place with high mountains on
either side, and advance and retreat are alike impossible, what should
be done in such a case?"
And Wu answered and said:
"This
is called War in valleys where numbers are of no avail. The ablest
officers should be collected, and set against the enemy. Men
light of foot and well armed should be placed in front; the chariots
divided; the horsemen drawn up, and placed in ambush on four sides, with
many leagues between, and without showing their weapons. Then, the
enemy will certainly make his defence firm, and neither advance or
retreat. Whereupon, the standards will be raised, and the ranks of
banners shown, the mountains left, and camp pitched in the plain.
"The enemy will then be fearful, and should be challenged by chariot and horse, and allowed no rest.
"This is the method of fighting in valleys".
And Lord Wen asked and said:
"If
the enemy be met in a marsh where the water is out, so that the wheels
of the chariots sink in, and the shafts be covered, and the chariots and
horsemen overcome by the waters, when there are no boats or oars, and
it is impossible either to advance or retreat, what should be done in
such a case?"
And Wu answered and said:
"This
is called water fighting. Chariots and horsemen cannot be used, and
they must be put for a time on one side. Go up to the top of a high
place, and look out to the four quarters. Then the state of the waters
will certainly be seen; their extent, and the deep places and shallows
fully ascertained. Then, by stratagem, the enemy may be defeated.
"If the enemy should cross the waters he should be engaged when half over".
And Lord Wen asked and said:
"If
there has been long continued rain so that the horses sink, and the
chariots cannot move; if the enemy appear from four quarters, and the
forces are frightened, what is the course in such a case?"
And Wu answered and said:
"When
wet and overcast, the chariots should halt; when fine and dry, they
should arise. Seek height, and avoid low places; drive the strong
chariots, and choose well the road on which to advance or halt. If the
enemy suddenly arise, immediately pursue them".
Lord Wen asked and said:
"If our fields and pastures be suddenly pillaged, and our oxen and sheep taken, what should be done?"
And Wu answered and said:
"Lawless
enemies that arise are to be feared; defend well and do not reply.
When, at sunset, they seek to withdraw, they will certainly be overladen
and fearful. Striving to return quickly to their homes, connection will
be lost. Then if they be pursued and attacked, they can be overthrown".
Wu the Master said:
"The way of attacking the enemy and investing his castle is as follows:
"When
the outlying buildings have been taken, and the assaulting parties
enter the innermost sanctuary, make use of the enemy's officials, and
take charge of their weapons. Let the army on no account fell trees or
enter dwellings, cut the crops, slay the six domestic animals, or burn
the barns; and show the people that there is no cruel desire. Those who
wish to surrender, should be received and freed from anxiety".