The Art of War for Business 4

Sun Tzu said:

"Before the engagement, one who determines in the ancestral temple that he will be victorious has found that the majority of factors are in his favor. Before the engagement one who determines in the ancestral temple that he will not be victorious has found few factors are in his favor.

If one finds that the majority of factors favor him will be victorious, while one who has found few factors favor him will be defeated, what about someone who finds no factors in his favor?

If I observe it from this perspective, victory and defeat will be apparent."

There are many ways to interpret this passage; I will focus on what I believe is the most important interpretation here.

What he is saying in this passage is a common theme I will impress upon you: it is less about the state of things but more about the truth of the situation that determines outcome. It is imperative to plan in advance and to know what the likelihood is. Of course, if you are aware of the "few factors" in your favor beforehand, that should stop you from launching what will be a doomed plan. Instead, go back and plan accepting that eventuality, and recraft your tactics until there are more factors in your favour than your opponent's. That is the art of war. You are not defeated until you allow yourself to be beaten.

This passage also brings up a very important point for business that is being trampled under the ever-increasing weight of manners and politeness: the truth. The truth is vital from everyone in your organization and it is vital for more than hurt feelings, it is vital for survival. You need the truth to come to the right conclusions about your plans in business. You should instill a truth policy for everyone in the organization: and you should reciprocate with the same to your employees - if you don't you won't last in the long run.

It is natural for people to try and protect their jobs, and in certain poisoned work environments - some of which I have occupied - management was their own worst enemy when it came to employee mistrust and ultimately to the downfall of the company. A ship can't survive if everyone is protecting their own personal safety first; nor an army in the field. And it is so with a business.

I guess I am different from most people, I find it disrespectful to not speak the truth: diplomatically if necessary. I encourage and reward truthfulness and suggest you do the same to instill the right corporate attitude. No one can be right all the time, and if you assume that you can then you are fooling yourself first and foremost. Your employees won't see you as perfect despite what they tell you. So treat them with the same respect and courtesy by being as straight as you can with them. You should never outright lie to them: that will never be forgotten nor forgiven.