36 Strategies of the Chinese, The: Adapting Ancient Chinese Wisdom to the Business World [Paperback]

Wee Chow Hou (Author), Lan Luh Luh (Author)

Book Description

Publication Date: October 7, 1999

As China increasingly becomes an economic powerhouse, Westerners are faced with the challenge of understanding how Chinese business people do business. In order to do so, they must understand not only how China is modernizing, but also five thousand years of underlying Chinese culture. Confucian ethics, Taoist influences, and classics like Sun Zi's Art of War still offer powerful insights. One key influence long overlooked in the West is the "Thirty-Six Strategies": a summary of the key war strategies used by ancient Chinese warriors, which is widely known in China and frequently applied in business, by Chinese businesspeople and others throughout Asia. This book brings these strategies to the West, offering unique and timely insight into the mind of the Chinese strategist. This book presents insightful, thoughtful discussions of all 36 strategies, with examples of how they might be used by Asian businesspeople. The strategies encompass leveraging advantage, exploiting vulnerabilities; offensive strategies; deception, confusion, and what to do when desperate. This book bridges the gap of understanding between East and West -- and it has never been more timely.

Editorial Reviews

About the Author

Wee Chow Hou is Professor of Business Policy, Dean of the Faculty of Business Administration and Director of the Graduate School of Business, National University of Singapore. He has consulted and conducted executive training for over 120 leading companies worldwide.

Lan Luk Luh is a lecturer in the Department of Business Policy, Faculty of Business Administration at the National University of Singapore, and an Advocate and Solicitor of the Supreme Court of Singapore

Excerpt. © Reprinted by permission. All rights reserved.

From Strategy 1: "Deceiving the heavens to cross the sea" is a literal translation of the strategy. It means to create a false impression to distract the target and so achieve one's goal without his knowledge. This strategy works on the assumption that people take extra precautions when faced with new or difficult situations, but tend to let their guards down in more familiar situations. Every one expects a secret to be hidden, so if one conducts an important plan openly, it may not be noticed. As the saying goes, "An open situation hides a dark secret" Historical Background; This strategy was mentioned in the thirteenth chapter of Discourses on Tang where a man named Jing De asked, "What is the meaning of 'Deceiving the heavens to cross the sea'?" The historical example most commonly cited as an illustration of this strategy is the story of how the emperor of Tang Dynasty, Tang Tai Zhong, was deceived into crossing the sea by Xue Ren Gui

Product Details

• Paperback: 320 pages
• Publisher: Prentice Hall PTR (October 7, 1999)
• Language: English
• ISBN-10: 0130265411
• ISBN-13: 978-0130265418
• Product Dimensions: 7.8 x 5.1 x 1 inches
• Shipping Weight: 1 pounds
• Average Customer Review: 3.3 out of 5 stars  See all reviews (3 customer reviews)
• Amazon Best Sellers Rank: #2,221,820 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

4 of 4 people found the following review helpful:

4.0 out of 5 stars Re: Do the Chinese strategize better?, December 21, 2000

By 

"minji" (Singapore) - See all my reviews

This review is from: 36 Strategies of the Chinese, The: Adapting Ancient Chinese Wisdom to the Business World (Paperback)

It is not that Chinese strategize better; it is the fact that Chinese put down these wisdoms in text so that we can learn.

How do you know those Chinese business people are not using strategy? And do you know how much tried and failed badly. Only a few lucky ones managed to do it.

In the past, caveman age, all they need is to be strong and they can win. Later stage of the conflicts in Zhou and others, they knew that strength doesn't means all, strategies give them an edge to win.

In today, Many business people are capable of winning was due to the large vacuumed in the business world and not to forget their dedication in their work.

Now the market is saturated, Dedication is not the only factor to win. Strategies give you a better edge if you have it.

This book gave numerous examples and it can be remembered so that if one day we meet similar situations we can counter it effectively

2 of 2 people found the following review helpful:

4.0 out of 5 stars No Best Strategy at All, November 8, 2004

By 

Renee (CA) - See all my reviews

This review is from: 36 Strategies of the Chinese, The: Adapting Ancient Chinese Wisdom to the Business World (Paperback)

I do not think it is appropriate to say which strategy is better or worse. It is also too hasty to claim that business is easy to conduct. 36 strategy is in Chinese mindset and is used in daily thinking. At least this book helps people know a different strategic culture.

5 of 9 people found the following review helpful:

2.0 out of 5 stars Do the Chinese strategize better?, January 5, 2000

By A Customer

This review is from: 36 Strategies of the Chinese, The: Adapting Ancient Chinese Wisdom to the Business World (Paperback)

Most of the Overseas Chinese who control business empires attended village schools and were not well-versed with classical Chinese strategies. Most Chinese strategies (those emanating from the old world) despised business and persecuted it. This book is a tenuous attempt to apply stuff "Chinese" to modern business situations. I thought we (I am of Chinese descent myself) were beyond that at this point. There is absoutely no evidence that the Chinese have better strategies -- and some evidence that business is difficult to conduct there. This book is little help and lot of hype.