The 36 Stratagems

Contents

•  Western  philosophical  founda2ons  and  values  

•  Chinese  philosophical  founda2ons  and  values  
•  36  Stratagems  
•  Rhizomes  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Introduc2on
•   The  Symbols  of  Yin  and  Yang  

Ø   Yin  represents  darkness,  the  earth,  moon  and  the  female  
Ø   Yang  represents  light,  the  sky,  sun  and  the  male  
Ø  Both  elements  complement  one  another    
 -­‐  one  cannot  exist  without  the  other  
 

•   Book  of  Changes  

Ø  Dates  back  to  ~  500  -­‐  100  BC  

Ø  One  of  the  oldest  Chinese  classics,  oracular  statements    
Ø   The  number  36  symbolizes  Yin  (6)  and  Yang  (9)  –both  are  lucky  numbers  in  China  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Einführung

Comparison  
Yin  and  Yang    
with    
Western  thinking  of  good  and  bad  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Foundations of Western culture

Theodor  Heuss:  
(former  German  President)  

„There  are  three  hills  from  which  the  Occident  

derived  its  origins:  Golgotha,  the  Acropolis  in  Athens  
and  the  Capitol  in  Rome.  They  all  formed  the  
Occident’s  intellect  and  we  can,  we  have  to  see  all  
three  of  them  as  one  unity.  “  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Enlightenment

1650-1800  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Enlightenment
•  Age  of  Enlightenment  -­‐  Also  called  “Age  of  Reason”  1620-­‐1789.  
 
•  Began  with  Francis  Bacon’s  publica2on  Novum  Organum.    
 
•  During  this  2me  the  new  urban  class  sought  to  develop  their  own  individual  
poten2als.  
 
•  Scien2fic  revolu2on  –  Views  were  based  on  reason  and  human  understanding.    

•  Radical  Philosophers  advocated  a  philosophical  ra2onalism  deriving  its  methods  

from  science  and  natural  philosophy.  
 
•  Replaced  to  a  large  extent  religion  as  the  means  of  understanding  nature  and  
des2ny  of  humanity.    

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Enlightenment

Important  Events  (examples):  

 

•  United  States  Declara2on  of  Independence  1776  

 adopted  by  the  Con2nental  Congress  on  July  4,  1776  

•  French  Revolu2on  1789-­‐1799  

 Radical  poli2cal  and  ideological  change  from  an  absolute  
monarchy  to  a  republic  based  on  the  values  of  the  
Enlightenment:  liberty,  equality  and  brotherhood  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Enlightenment

Implica2ons:  
•  New  belief  in  progress  and  the  development  of  science  
•  The  growth  of  secular  humanism  and  poli2cal  and  economic  
liberalism    
•  An  intellectual  framework  for  liberalism  and  democracy  was  
created  
•  Influence  of  churches  declined  

 
!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Enlightenment

Influen2al  Scien2sts:  
•  Galileo  Galilei  (1564-­‐1642)    
first  systema2c  studies  of  uniformly  accelerated  mo2on  and  improved  
astronomical  observa2ons  
•  Edmond  Halley  (1656-­‐1742)    
discovered  the  proper  mo2on  of  stars  and  the  periodicity  of  comets  
•  Isaac  Newton  (1643-­‐1727)    
His  most  famous  work  ”Philosophiae  Naturalis  Principia  MathemaEca”  
explained  his  law  of  universal  gravita2on  and  three  laws  of  mo2on  

 
!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Enlightenment

René  Descartes  (1596-­‐1650)  

“Father  of  Modern  Philosophy”  
Dualism:  
René Descartes an intellectual biography
Separa2on  of  Body  and  Soul   by Stephen Gaukroger (Cover)

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Enlightenment
Descartes‘    
Discourse  on  the  Method:  
 
„cogito  ergo  sum“  
I  think,  therefore  I  am  
 
New  ideas  and  theories  have  to  
Tree of Knowledge be  based  on  arguments  and  
evidence.  
   
!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Enlightenment

 This  was  the  founda2on  for  

Decartes‘  metaphysics  to  
proof  the  existence  of  God.  
 
 The  approach  has  influenced  
sciences  and  Western  
thinking  un2l  today.  
 
.  
!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Values of the Enlightenment
individuality

relativity

rationality
!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Values of the Enlightenment

Before   New     Today  

•  Responsibility   •  Reliability  
•  Tolerance   •  Accessibility    
•  Spirituality  
•  Transparence   •  Transparence  
•  Dependence  
•  Openness   •  Honesty  
•  Verifiability  
•  Reputa2on  
•  Ra2onality  
•  Individuality  
•  Trustworthiness  
•  Rela2vity  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Values of the Enlightenment

One  Consequence  from  of  these  values:    

Western  contempt  of  cunning  
But  the  weaker  the  forces  become  which  are  under  the  command  of  strategy,  so  much  the  
more  they  become  adapted  for  stratagem,  so  that  to  the  quite  feeble  and  li:le,  for  whom  
no  prudence,  no  sagacity  is  any  longer  sufficient  at  the  point  where  all  art  seems  to  
forsake  him,  stratagem  offers  itself  as  a  last  resource.  The  more  helpless  his  situa?on,  the  
more  everything  presses  towards  one  single,  desperate  blow,  the  more  readily  stratagem  
comes  to  the  aid  of  his  boldness.  Let  loose  from  all  further  calcula?ons,  freed  from  all  
concern  for  the  future,  boldness  and  stratagem  intensify  each  other,  and  thus  collect  at  
one  point  an  infinitesimal  glimmering  of  hope  into  a  single  ray,  which  may  likewise  serve  
to  kindle  a  flame.          Clausewitz,  Prussian  Military  Theorist  (1780  –  1831)  
 
                     -­‐  CARL  V.    
!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Values of the Enlightenment

Clausewitz’  prejudices:  
 
•  Cunning  should  only  be  used  as  ‘ulitma  ra2o’  
•  Cunning  is  a  result  of  intui2on  and  has  nothing  to  do  with  
wisdom  or  intelligence  
•  Cunning  is  generally  asymmetric  and  not  expected  from  
regular  opponents  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 …what  about  China?  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Foundations of Chinese
Culture
For  a  long  2me  Chinese  society  and  its  values  were  
mainly  influenced  by  two  major  philosophies:  
 
•  Daoism  
based  on  the  Daodejing  by  Laozi  
•  Confucianism  
based  on  Confucius’  Analects  (Lunyu)  

 
!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Daoism  

Central Element:
dao (tao)
Way, principle, direction,
path, doctrine, line

道 The dao can be described

as the order/ flow of the
universe, everything that
exists.

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Daoism

道生一，一生二，二生三，三
生万物。万物负阴而抱阳  
The  way  begets  one;    
One  begets  two;    
Two  begets  three;    
Three  begets  the  myriad  creatures.    
The  myriad  creatures  carry  on  their  backs  the  yin    
and  embrace  in  their  arms  the  yang.  
Laozi,  Daodejing  Chapter  42  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Daoismus  

Other  important  daoist:  

 
•  Sun  Tzu  551  -­‐  479  BC,  military  general  
 
most  influen2al  work:  Art  of  War  
 
in  the  Art  of  War  Sunzi  formulated  the  4.stratagem:  
„Await  the  Exhausted  Enemy  at  Your  Ease  “  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Confucianism  

Confucius:  
551-­‐479  BC.    
He  advocated  morality,  social  order  and  
perpetua2on  of  tradi2ons.  He  is  regarded  
as  the  founder  of  Confucianism.  
 
There  are  no  known  works  that  were  
wrioen  by  Confucius  himself.  
The  famous  “Analects”  (Lunyu)  were  
wrioen  by  his  scholars.    

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Confucianism  

5  Virtues:   5  Rela2ons:  
   
•   義 Righteousness   •   ruler  –  subject  
•   仁 Humanity   •   father  –  son  
•   禮 Ritual   •   husband  –  wife  
•   信 Integrity   •   older  brother  –  younger  brother  
•   智 Knowledge   •   friend  -­‐  friend  
 

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Confucianism  

zhi    
One  of  the  five  Confucian  
Virtues  
 
Meaning  :  
wisdom,  intelligence,  can  also  
be  used  as  other  word  for  
stratagem  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Yin  and  Yang  

Both Daoism as well as Confucianism aim at the Yin

(light, good). Nevertheless, in contrast to occidental
culture, they also acknowledge the constant
existence of Yang (dark, bad).

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

•  What  are  stratagems?  

 
•  How  are  they  applied?  
 
•  How  to  understand  stratagems  within  the  
intercultural  context?  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

What are stratagems?

•  Another word for cunning (incl. deception)

•  Many Chinese are aware of these stratagems
•  Managers in China should have a fundamental
knowledge of stratagems to better assess their opponent

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Strategeme  

Differentiate:

Stratagem <> Strategy <> Tactic

•  Stratagem:    a  more  neutral  word  for  cunning  

•  Strategy:      long-­‐term  planning  
•  Tac2c:        short-­‐term  planning,  cunning  
         is  not  necessarily  included  
!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

1   瞒天过海   Deceive  the  heavens  to  cross  the  ocean  

2   围魏救赵   Besiege  Wei  to  rescue  Zhao  

3   借刀杀人   Kill  with  a  borrowed  knife  

4   以逸待劳   Leisurely  await  for  the  laboured  

5   趁火打劫   Loot  a  burning  house  

6   声东击西   Make  a  sound  in  the  east,  then  strike  in  the  west  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

7   无中生有   Create  something  from  nothing  

Openly  repair  the  gallery  roads,  but  sneak  through  the  
8   暗渡陈仓  
passage  of  Chencang  
9   隔岸观火   Watch  the  fires  burning  across  the  river  

10   笑里藏刀   Hide  a  dagger  behind  a  smile  

11   李代桃僵   Sacrifice  the  plum  tree  over  the  peach  tree  

12   顺手牵羊   Take  the  opportunity  to  pilfer  a  goat  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

13   打草惊蛇   Stomp  the  grass  to  scare  the  snake  

14   借尸还魂   Borrow  a  corpse  to  resurrect  the  soul  

15   调虎离山   En2ce  the  2ger  to  leave  its  mountain  lair  

16   欲擒姑纵   In  order  to  catch  one  must  let  loose  

17   抛砖引玉   Tossing  out  a  brick  to  get  a  jade  gem  

18   擒贼擒王   Defeat  the  enemy  by  capturing  their  chief  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

19   釜底抽薪   Remove  the  fire  wood  from  under  the  pot  

20   混水摸⻥鱼   Catch  a  fish  while  the  water  is  disturbed  

21   金蝉脱壳   Slough  off  the  cicada’s  golden  shell  

22   关⻔门捉贼   Shut  the  door  to  catch  the  thief  

23   远交近攻   Befriend  a  distant  state  while  aoacking  a  neighbour  

24   假道伐虢   Obtain  a  passage  to  conquer  the  State  of  Guo  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

25   偷梁换柱   Steal  the  beams  and  replace  the  pillars  

26   指桑骂槐   Point  at  the  mulberry  tree  while  cursing  the  locust  tree  

27   假痴不癫   Feign  madness  but  keep  your  balance  

28   上屋抽梯   Remove  the  ladder,  when  the  enemy  has  ascended  the  roof  

29   树上开花   Deck  the  tree  with  false  blossoms  

30   反客为主   Make  the  guest  and  host  exchange  roles  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

31   美人计   The  stratagem  of  a  beau2ful  person  

32   空城计   The  stratagem  of  an  empty  fort  

33   反间计   The  stratagem  of    discord  

34   苦肉计   The  stratagem  of  ailment  

35   连环计   The  stratagem  of  chaining  

36   走为上   If  everything  else  fails,  retreat  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  
 Stratagems  are  usually  categorized  
 
•  According  to  the  player’s  posiYon:  
i.e.    Superior  posi2on,  confronta2on,  aoack,  confusing  situa2ons,  for  war  
allies,  desperate  situa2ons  
 
•  According  to  their  purpose:  
i.e.  concealment,  pretence,  disclosure,  exploita2on,  refuge,  (chaining)  

•  ….  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

No. 27 Feign Madness but Keep your Balance

•  Agents  from  Air  China  want  to  nego2ate  a  deal  with  Boeing  
•  At  the  beginning  they  pretend  to  be  willing  and  able  to  order  a  
completely  insane  number  of  planes;  finally  such  a  framework  
agreement  is  closed.  !  Feign  madness  
•  The  agreement  gives  Air  China  the  right  to  place  orders  for  very  
small  quan22es  each  order  at  a  very  acceptable  unit  price  (what  
they  intended  ini2ally).  !  Keep  your  balance  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

No. 28 Remove the ladder when the enemy has

ascended to the roof
•  The  owner  of  a  glass  boole  factory  accepts  a  one-­‐year  order  for  specially  
shaped  booles  without  gaining  much  profit  
à  Opponent  ascends  the  roof  
•  Ater  one  year  the  owner  raises  the  price  tremendously  
•  Producing  company  filed  the  boole  shape  for  copy  right/trademark  and  
since  the  special  shape  of  the  boole  can  only  be  produced  in  this  factory  and  
it  is  already  well-­‐known  and  popular  among  consumers,  the  client  has  to  
accept  the  price.  
à  Remove  the  ladder  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  
No. 36 If everything else fails, retreat.
•  In  the  Six2es  KFC  (Kentucky  Fried  Chicken)  entered  the  Hong  
Kong  market.  But  Hong  Kong  wasn’t  ready  for  American  fast  
food  yet.  Ater  major  difficul2es  they  decided  to  retreat.  
!  Retreat  
•  They  successfully  entered  the  Singapore  market  instead.  
•  Years  later  KFC  tried  to  enter  the  Hong  Kong  market  again,  this  
2me  with  a  new  marke2ng  strategy.  The  market  was  ready  
then    and  the  entry  a  huge  success.  
!  Best  soluYon  
•     
!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

No. 35 Stratagem of chaining

Several stratagems are freely combined

The combination of several stratagems can form a strategy

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

Example of a Chain:

No. 12 Take the opportunity to pilfer a goat

No.14 Borrow a corpse to resurrect a soul

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  
•  A  shirt  manufacturer  couldn’t  sell  his  white  shirts  
!  Soul  
•  That  year  the  Olympic  Games  took  place  
!Goat  
•  He  printed  the  Olympic  Rings  on  his  shirts  
à  take  the  opportunity  to  pilfer  a  goat  
•  Soon  aterwards  all  shirts  were  sold  out  
à  “olympic  shirt”  =  corpse  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  
Manager visiting China – Stratagem of chaining
•  General  manager  flies  to  China  to  complete  a  contract  à  
En2ce  the  2ger  to  leave  its  mountain  lair,  
 Stratagem  #15  
•  Picked  up  by  the  beau2ful  secretary  at  the    
airport  à  The  stratagem  of  a  beau2ful    
person,  Stratagem  #31  
•  Right  ater  arrival  a  dinner  is  organised  with  a    lot  of  Maotai  
liquor,  the  next  morning  hard  nego2a2ons  à  Hide  a  Dagger  
behind  the  smile,  Stratagem  #10  
!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

Chain of Stratagems
in the case of the Transrapid

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

•  Despite  of  more  than  a  decade  of  nego2a2ons  the  Transrapid  

was  never  built  in  Germany.  In  2000  there  was  another  
breakdown  in  talks.    
à  Fire  
 
•  Suddenly  China  showed  interest  in  building  a  Transrapid  in  
Shanghai  
à  LooYng  
 
•  No.  10  Loot  a  burning  house  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

•  China  is  very  interested  and  finally  the  Transrapid  –a  pres2gious  
German  project  -­‐  was  going  to  be  built.    
!  Germany  ascends  the  roof  
 
•  The  nego2a2ons  almost  broke  down  again  when  it  came  to  the  
price.  Finally  the  German  government  offered  financial  aid.  
!  remove  the  ladder    
 
•  No.    28  Remove  the  ladder  when  the  enemy  has  ascended  the  
roof.  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

•  Apart  from  the  financial  aid,  the  Chinese  side  also  wanted  to  
take  the  most  important  selling  factor  away  from  the  
Transrapid  and  asked  for  a  high  speed  reduc2on.  
!  wood  
 
•  With  less  speed,  the  project  lost  a  tremendous  part  of  its  
pres2ge  and  the  price  could  be  knocked  down  to  half  of  the  
original  price.    
 
•  No.  19  Remove  the  firewood  from  under  a  pot.  
 
!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

•  While  tes2ng  the  Transrapid  some  problems  occurred,  the  

project  got  delayed,  and  as  a  result  prices  would  have  gone  
up  
!  Goat  
 
•  The  Chinese  party  took  the  opportunity  to  pressure  Siemens  
and  ThyssenKrupp  into  more  on-­‐site  produc2on  in  China.  
!  pilfer  
 
•  No.  12  Take  the  opportunity  to  lead  a  goat  away  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

•  Since  China  had  a  higher  share  of  produc2on  ater  that,  the  Chinese  
project  manager  pressed  for  a  technology  exchange  which  would  
include  patents.  
•  Further  deals  are  promised  on  condi2on  of  technology  exchange  
à  Brick  
•  The  Chinese  receive  informa2on  on  patents  
à  Jade  gem  
 
•  Nr.  19  Tossing  out  a  brick  to  get  a  jade  gem  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  
•  The  manufacturer  would  only  guarantee  full  func2onality  if  
the  tolerance  of  the  ferroconcrete  girder  was  less  than  the  
tenth  of  a  millimetre.    
!  facade  
•  As  these  girders  were  very  expensive  to  produce,  1000  
Chinese  engineers  developed  a  new  “adap2on  system”,  which  
allowed  bigger  tolerances  of  the  girders.  
!  Steal  beams  and  replace  pillars  
 
•  Nr.  25  Steal  the  beams  and  replace  the  pillars  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

•  Germany  was  leading  in  magne2c  levia2on.    

!  pot  
•  Ater  gaining  access  to  German  patents  which  allowed  a    
further  development  of  the  track  technology  and  vehicles  (by  
product  inves2ga2on),  China  became  the  leading  producer.    
!  remove  the  firewood  
 
•  No.  19  To  remove  the  firewood  from  under  the  pot  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  

•  In  this  case  the  applica2on  of  seven  stratagems  were  shown.    

 
•  During  daily  coopera2on  more  stratagems  were  applied  for  
sure.    
 
•  These  difficul2es  are  based  on  intercultural  differences  and  
different  mentali2es,  ways  of  thought.  
 

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  in  China  

36 Stratagems are general knowledge in China

They are conveyed by

children‘s books and
computer games

22,300,000 results appear on

Baidu.com (chin. search engine) if
you enter 三十六计 (36
Strategeme)

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 36  Stratagems  in  China  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Way of thinking

•  Stratagems  are  not  applied  according  to  numbers  or  

categories,  but  intui2vely.    
•  China  did  not  have  a  development  in  history  which  is  
comparable  with  Western  Enlightenment.  
•  This  way  of  thinking  contrasts  to  Decartes’  theories  
on  structured  thought  since  the  Enlightenment.  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Rhizomes

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Rhizome

•  Botanic  Defini2on:    
is  a  characteris2cally  horizontal  stem  of  a  plant,  oten  sending  
out  roots  and  shoots  from  its  nodes.    
•  Philosophical  Defini2on:  
according  to  Deleuze  and  Guaoari,  Rhizomes  are  a  metaphor  
for  new  structures  in  contrast  to  old  hierarchies  which  are  
tree  shaped.    
 

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 
 Rhizome  

We’re tired of trees. We should stop believing in trees,

roots, and radicles. They’ve made us suffer too much. All
of arborescent culture is founded on them, from biology to
linguistics. Nothing is beautiful or loving or political aside
from underground stems and aerial root, adventitious
growths and rhizomes.

Gilles Deleuze (1925 – 1995)

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Way  of  thinking  

New approach:

The 36 stratagems are not compatible with Western

hierachical thought and virtuousness.

To understand stratagems and how they are used one

should try to think in new dimensions. One possible
approach would be the idea of rhizomes. Also a certain
degree of self reflection and criticism of the „good west“
can make it easier to understand the context.

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Way  of  thinking  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Conclusion

•  Western  thinking  is  influenced  by  ra2onality,  aspira2on  for  

clarity  and  disregard  for  nega2ve  aspects.  
 
•  Chinese  thought  is  more  adapted  to  a  given  situa2on,  oten  
neglec2ng  an  aspira2on  for  perfec2on.  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Conclusion

•  In  China  one  can  find  different  approaches  to  solve  a  problem  

or  deal  with  challenges  than  in  the  Western  world.  The  36  
stratagems  are  one  example  which  illustrates  this.  
 
•  Intercultural  competence  is  therefore  crucial  for  people  who  
wish  to  cooperate  in  some  way  with  China.  

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 End  

Thank you
for your attention!

!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$
 Literature  

•  Wanner,  Dominik/Maurus,  Moritz:  Flow  with  the  water  –  können  starre,  

abgeschlossene  Kategorien  die  Realität  im  heu2gen  China  beschreiben?,  Zeitschrit  
für  Controlling  und  Management,  Sonderhet  1/2011  
•  Müller,  Eva:  Mit  List  und  Tücke,  managermagazin  09/2010  
•  Von  Senger,  Harro:  36  Strategeme  für  Manager;  Piper  Verlag  GmbH  München,  
2006    
•  千艺 (Hrsg.):  活用三十六计-­‐Make  flexible  Use  of  ‘Thirty-­‐six  Stratagems‘  –  
Chinese-­‐English  edi2on,  Shanghai  University  Press  2006  (4.Aufl)  
•  Guo,  Lanfen:  Die  ‘36  Strategeme’  in  der  chinesischen  und  westlichen  
WirtschaUsliteratur;  Harrassowitz  Verlag,  Wiesbaden,  2008  
•  Klein,  Magdalena:  The  relevance  of  the  36  stratagems  for  doing  business  in  China;  
Diplomarbeit,  Dortmund  University  of  Applied  Sciences  and  Art,  2010  

 
!"#$%&'"($$$$)*(+(,-$$$%#"'($$$$.,/('$$$$01,/1,$$$$2',(3'$$$$45617/$$$$8&',-&'($$$$9(*:,';$$$$