Whether you are in sales, management, professional, support or leadership, if you too know how to be effective, your income will rise. Sun Tzu in the Art of War taught us to win before the battle, and best of all, to win without fighting. Andy Ng is a Trainer with www.asiatrainers.com

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Sun Tzu Art
of War for
Work
Effectiveness
Andy Ng MBA CA
Business Coach & Trainer
www.asiatrainers.com

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Your Business Coach Andy NgYour Business Coach Andy Ng
• CA with MBA from UKCA with MBA from UK
• 29 years in training,29 years in training,
consultancy and coachingconsultancy and coaching
• Former Director of Finance &Former Director of Finance &
HR of Japanese MNC AlliedHR of Japanese MNC Allied
Telesis International (Asia)…Telesis International (Asia)…
• Specializes on 3 topics:Specializes on 3 topics:
Sales, Executive &Sales, Executive &
ManagementManagement
• Also leading a team of 4 in aAlso leading a team of 4 in a
global e-commerce businessglobal e-commerce business
www.facebook.com/An

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Blog:Blog: www.AndyNgTrainer.blogspot.sgwww.AndyNgTrainer.blogspot.sg
Videos:Videos: www.youtube.com/AndyNgCoachwww.youtube.com/AndyNgCoach
FaceBook:FaceBook: www.fb.com/AndyTheCoachwww.fb.com/AndyTheCoach
Join My Private Group 4321

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Latest Article in Straits Times: 2 August 2016Latest Article in Straits Times: 2 August 2016
http://asiatrainers.com/index.php/resources/articles/547-the-7-inescapable-tips-to-survive-in-the-corporate-world

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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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My Articles, Videos, Courses, Profile
at www.asiatrainers.com

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Sun Tzu Art of WarSun Tzu Art of War
for Work Effectivenessfor Work Effectiveness
1.1. True meaning of WorkTrue meaning of Work
EffectivenessEffectiveness
2.2. Art of War: Win to Fight?Art of War: Win to Fight?
3.3. Five Elements of Art of WarFive Elements of Art of War
4.4. How to Win Without FightingHow to Win Without Fighting
5.5. Five Strategies of Art of WarFive Strategies of Art of War
6.6. Ultimate of Art of War: Win theUltimate of Art of War: Win the
Entire NationEntire Nation

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We are all warriors,We are all warriors,
fighting on the insidefighting on the inside
How is the Art of WarHow is the Art of War
Relevant to Daily Life?Relevant to Daily Life?
War is ExpensiveWar is Expensive
Doing the Right Things, not just DoingDoing the Right Things, not just Doing ThingsThings

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Name: Sun Wu 孙武 Author of 孙子兵法 Art
of War
Born 544 BCE to 496 BCE
Vocation: Military Strategist

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Story of theStory of the
ConcubinesConcubines

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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 HostilityAggression 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 menMinimum weapons and men
3.3. Tools that achieve the mostTools that achieve the most
with the least damagewith the least damage
Subdue enemy and make himSubdue enemy and make him
your allyyour ally
Moral is paramountMoral is paramount
Use Deception (alterUse Deception (alter
perception) but not Deceptiveperception) but not Deceptive
道 天 地 将 法

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You don’t Fight to Win
You Win before the Fight
You don’t work to be
effective
You BE effective in
your work
Causing the Effect,
Not Cause and Effect

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Sun Zi’s 5 ElementsSun Zi’s 5 Elements
1.1. PurposePurpose
2.2. ClimateClimate
3.3. SupportSupport
4.4. LeadershipLeadership
5.5. MethodsMethods
道 天 地 将 法

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Strong Dao: Worthy CauseStrong Dao: Worthy Cause

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1.1. Cause Worth Fighting ForCause Worth Fighting For
2.2. Purpose (Compelling Reason)Purpose (Compelling Reason)
• Mission and Vision, the Why (Purpose)Mission and Vision, the Why (Purpose)
3.3. Moral, not just LegalMoral, not just Legal
4.4. Governance and SystemsGovernance and Systems
5.5. Who Does What by When, and WhyWho Does What by When, and Why
1. 道 Purpose
Mission is about Alignment
Belief that you’re Right and People Believe in Your Belief

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2020
1.1. Atmosphere and SpiritAtmosphere and Spirit
2.2. Business Climate, Economic Climate,Business Climate, Economic Climate,
Industry ClimateIndustry Climate
3.3. Environment – political, social,Environment – political, social,
4.4. Trends: Disruption, Augmented Reality,Trends: Disruption, Augmented Reality,
Crowd sourcing, New ParadigmCrowd sourcing, New Paradigm
““A Leader’s Job is to Create the RightA 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 Support
1.1. On the ground, the real feelOn the ground, the real feel
2.2. Realist, not Pessimist or OptimistRealist, not Pessimist or Optimist
3.3. Support from all parties: Suppliers,Support from all parties: Suppliers,
Customers, Financial markets; Local andCustomers, Financial markets; Local and
OverseasOverseas
4.4. Physical and Geographical terrainPhysical and Geographical terrain
5.5. Support from the peopleSupport from the people
全People
King

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

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4. 将
LeadershipQuality of Leadership = Quality of TeamQuality of Leadership = Quality of Team

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4. 将
Leadership1.1. Capabilities in 5 attributes: Wisdom,Capabilities in 5 attributes: Wisdom,
Sincerity, Courage, Benevolence andSincerity, Courage, Benevolence and
Strictness ……Strictness ……
2.2. If reckless, can be killedIf reckless, can be killed
If quick-tempered, can be easilyIf quick-tempered, can be easily
provokedprovoked
If sensitive to honor, can be insultedIf sensitive to honor, can be insulted
easilyeasily
If over compassionate to the people,If over compassionate to the people,
can be easily harassedcan be easily harassed

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1.1. Methods are similar in managing large orMethods 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. Strategy must be right first, then TacticsStrategy must be right first, then Tactics
can support the Strategycan 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 Conflict
Need to go all out to win in conflict (but winning
doesn’t mean eliminate enemy)

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Win without Fighting
It’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 toInfluence them to
achieve their own goalsachieve their own goals
2.2. Form WorkForm Work
Improvement GroupsImprovement Groups
3.3. Criticize their behaviorCriticize their behavior
in workplacein workplace
4.4. Force them to changeForce them to change
when they don’t like it
Ghost-army
1.1. Best way is to AlignBest way is to Align
yourself with people’syourself with people’s
strategystrategy 上兵伐謀上兵伐謀
2.2. 2nd best is Diplomacy/2nd best is Diplomacy/
AllianceAlliance 其次伐其次伐
交交
3.3. 33rdrd
best is Field Attackbest is Field Attack
其次伐兵其次伐兵
4.4. Worst is to AttackWorst is to Attack

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Art of War 5 Key StrategiesArt of War 5 Key Strategies
1.1. Inner KnowledgeInner Knowledge
2.2. Occupy the High GroundOccupy the High Ground
3.3. Right Time and TimingRight Time and Timing
4.4. Be EfficientBe Efficient
5.5. Right use of Deception (Psychology) -Right use of Deception (Psychology) -
Use of Tactics or StratagemsUse of Tactics or Stratagems

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1. Inner Knowledge
“Know Yourself and Others and All Your Battles will
be in no Peril” 知己知彼 , 百战不殆
Do You Really Know People?
Know their Character,
Strengths and Weakness,
Frustrations and Hopes

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1.1. Admit Your Weakness before others point it outAdmit Your Weakness before others point it out
2.2. Know their weakness but focus on their strengthsKnow their weakness but focus on their strengths
(uplift people)(uplift people)
3.3. Pretending not to know so that can draw out fromPretending 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’
1. Inner Knowledge
“Know Yourself and Know Others, All Your Battles
are in no Peril” 知己知彼 ， 百战不殆

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Top 10 Different Types of PeopleTop 10 Different Types of People
1.1. FastFast SlowSlow
2.2. TechnologyTechnology ManualManual
3.3. DoerDoer TalkerTalker
4.4. LeaderLeader FollowerFollower
5.5. SelflessSelfless SelfishSelfish
6.6. Risk TakingRisk Taking CarefulCareful
7.7. EmotionalEmotional LogicalLogical
8.8. Big PictureBig Picture DetailedDetailed
9.9. PragmaticPragmatic
PerfectionistPerfectionist

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The Fastest Way to KnowThe Fastest Way to Know
People is to have EmpathyPeople is to have Empathy

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1.1. High Ethical GroundHigh Ethical Ground
2.2. Connecting Vision statement, MotivatingConnecting Vision statement, Motivating
Mission Statement, Empowering CultureMission Statement, Empowering Culture
3.3. Reach people at the highest level possibleReach people at the highest level possible
4.4. High ThoughtsHigh Thoughts
5.5. 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 canPositive 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” butNon Commanding Talk (not “You’ll have to” but
“Yes, the best thing to do is xxx”)“Yes, the best thing to do is xxx”)
2. Occupy the High Ground

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3. Right Time and Right Timing

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1.1. Shorten the Change Cycle byShorten the Change Cycle by alwaysalways
ask for commitment (when you giveask for commitment (when you give
something)something)
2.2. Don’t waste time: mention theDon’t waste time: mention the
headline benefits before detailingheadline benefits before detailing
3.3. Know the best and worst time toKnow the best and worst time to
implement changesimplement changes
4.4. Rapid action beats slow actionRapid action beats slow action
(prevent rumors from spreading)(prevent rumors from spreading)
3. 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 AskingGet answers from staff through Asking
QuestionsQuestions
• 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 forFill 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
4. 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
card

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5. Right Use Deception:
Changing of Perception

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1.1. BaitsBaits
• Do not pursue an enemy who pretends to fleeDo not pursue an enemy who pretends to flee
• Do not succumb to enemy’s baitsDo 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 ActionUse 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)
5. 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
Boys2-tear letters

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4343
三十六计三十六计
19 釜底抽薪
20 浑水摸鱼
21 金蝉脱壳
22 关门捉贼
23 远交近攻
7. 无中生有
8. 暗渡陈仓
9. 隔岸观火
10 笑里藏刀
11 李代桃僵
12 顺手牵羊
1. 瞒天过海
2. 围魏救赵
3. 借刀杀人
4. 以逸待劳
5. 趁火打劫
6. 声东击西
13. 打草惊蛇
14. 借尸还魂
15. 调虎离山
16. 欲擒故纵
17. 抛砖引玉
18. 擒贼擒王
25 偷梁换柱
26 指桑骂槐
27 假痴不癫
28 上屋抽梯
29 树上开花
31. 美人计
32. 空城计
33. 反间计
34. 苦肉计
35. 连环计
36. 走为上
______________________________________________________________________

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36 Stratagems36 Stratagems 三十六计三十六计 (Translated by www.asiatrainers.com)(Translated by www.asiatrainers.com)
Stratagems in Winning PositionStratagems in Winning Position
1.1. Openly Deceive under CamouflageOpenly Deceive under Camouflage
2.2. Attack another to Save your TargetAttack another to Save your Target
3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife
4.4. Wait at Ease for the ExhaustedWait at Ease for the Exhausted
EnemyEnemy
5.5. Loot a House on FireLoot a House on Fire
6.6. Sound East to Attack WestSound East to Attack West
Stratagems for ConfrontationStratagems for Confrontation
1.1. Create Something out of NothingCreate Something out of Nothing
2.2. Advance through a Secret PathAdvance through a Secret Path
3.3. Watch the Fire from AcrossWatch the Fire from Across
4.4. Hide a Dagger in Your SmileHide a Dagger in Your Smile
5.5. Sacrifice Small for BigSacrifice Small for Big
6.6. Exploit small things along the WayExploit small things along the Way
Stratagems for AttackStratagems for Attack
13.13. Hit the Grass to Startle the SnakeHit the Grass to Startle the Snake
14.14. Inject Life into the DeadInject Life into the Dead
15.15. Lure the big guy out of his comfortLure the big guy out of his comfort
zonezone
16.16. Let go to recapture laterLet go to recapture later
17.17. Throw out small to Attract BigThrow out small to Attract Big
18.18. Nab the Root of the IssueNab the Root of the Issue
Stratagems for Confused SituationsStratagems for Confused Situations
19.19. Remove Key SupportRemove Key Support
20.20. Fish in Troubled WatersFish in Troubled Waters
21.21. Remove your Cover to Reveal InsideRemove your Cover to Reveal Inside
22.22. Closed Door AttacksClosed Door Attacks
23.23. Befriend the Far to Attack the NearBefriend the Far to Attack the Near
24.24. Seek help from Ally to attack bothSeek help from Ally to attack both
Enemy & AllyEnemy & Ally
Stratagems for Gaining GroundStratagems for Gaining Ground
25.25. Replace Strong support with WeakReplace Strong support with Weak
SupportSupport
26.26. Criticize IndirectlyCriticize Indirectly
27.27. Play DumbPlay Dumb
28.28. Remove Ladder after AscentRemove Ladder after Ascent
29.29. Decorate Tree with Artificial FlowersDecorate Tree with Artificial Flowers
30.30. Turn from Guest to HostTurn from Guest to Host
Stratagems in Desperate SituationsStratagems in Desperate Situations
31.31. Beauty TrapBeauty Trap
32.32. Put on a Bold Front (empty fort ploy)Put on a Bold Front (empty fort ploy)
33.33. Double Agent PloyDouble Agent Ploy
34.34. Self Injury PloySelf Injury Ploy
35.35. A Series of Inter-connected StratagemsA Series of Inter-connected Stratagems
36.36. If all else fails, Escape is the BestIf all else fails, Escape is the Best

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5 Strategies of Sun Tzu Art of5 Strategies of Sun Tzu Art of
WarWar
1.1. Inner KnowledgeInner Knowledge
2.2. High GroundHigh Ground
3.3. Timing and TimeTiming and Time
4.4. Be EfficientBe Efficient
5.5. Right Use ofRight Use of
DeceptionDeception

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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,Entire Nation = Whole Body,
Mind, Heart & SpiritMind, Heart & Spirit
全 上，破 次之 全 上，破 次之 全旅 上，破旅次之 全卒 上國為 國 ﹔ 軍為 軍 ﹔ 為 ﹔ 為
，破卒次之 全伍 上，破伍次之﹔ 為
是故百 百 ，非善之善也 不 而屈人之兵，善之善者也。戰 勝 ﹔ 戰

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Sun Tzu Art of WarSun Tzu Art of War
for Work Effectivenessfor Work Effectiveness
1.1. True meaning of WorkTrue meaning of Work
EffectivenessEffectiveness
2.2. Art of War: Win to Fight?Art of War: Win to Fight?
3.3. Five Elements of Art of WarFive Elements of Art of War
4.4. How to Win Without FightingHow to Win Without Fighting
5.5. Five Strategies of Art of WarFive Strategies of Art of War
6.6. Ultimate of Art of War: Win theUltimate of Art of War: Win the
Entire NationEntire Nation

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Sun Tzu Art
of War for
Work
Effectiveness
Andy Ng MBA CA
Business Coach & Trainer
www.asiatrainers.com
WhatsApp: 65-8201 4347
Thank You!