Sun

Tzu’s
THE
ART
OF
WAR Sompong Yusoontorn
Sun Tzu’s
Biography
 Period 544–496 BC
Occupation Military commander
Ehthnicity Chinese
Subjects Military strategy
Notable work(s) The Art of War

Statue of Sun Tzu in Yurihama,

Tottori, Japan
According to traditional sources, such as the 2nd century BC biography written by
Sima Qian, Sun Tzu was born in Qi during the Spring and Autumn Period of China
722-481 BC and became a heroic general for the king of Wu, King Helu. His victories
then inspired him to write The Art of War. The period was a time of constant war
among seven nations (Zhao, Qi, Qin, Chu, Han, Wei and Yan) seeking to control all of
China.
 King Hui Tian Wan

During Spring and Autumn Period ( 722 to 476 BC) , King Hui reigned Eastern Shou
Dynasty for 5 years (since 677 BC). Chen Wan, who fled from the Chen State to Qi in 672
BC because of civil unrest in Chen. Chen Wan changed his clan name from Chen to Tian
and named Tian Wan when in Qi, and the Tian became a prominent family in the politics of
the state.
 Duke Jing of Qi

Tian Shu Tian Rangju

125 years Later, during the reign of Duke Jing of Qi (547-490 BC), Tian Wan’s
Descendants, Tian Shu was a minister in the Qi court, while Tian Rangju was an
impoverished member of a lesser branch of the Tian clan.
Sima Rangju

Later Tian Shu was granted a fief and a new sub-surname of Sun, while
Tian Rangju was made Grand Marshal (Da Sima) of the Qi and thus became
known as Sima Rangju. Sima Rangju was the tactician who served the Qi
State and wrote the military manual Sima Fa or Methods of Sima which was
included in 7 military classic books.
 Sun Shu

Sun Feng Sun Wu

Tian Shu or Sun Shu was Sun Wu’s grandfather. At the time of the adoption of the Sun Sub-
surname, Sun Wu was about 12 years old. It is not known if Sun Wu had any contact with
Tian/Sima Rangju, but he might be inspired by Sima Rangju in writing “ The Art of War”.
Later Sun Family escaped from Qi to Wu state due to Qi’s political conflicts.
 Lao Zi Kong Qiu or Confucius

During Sun Wu period, the Eastern Zhou period is also designated as the
period of the Hundred Schools of Thought. This included Lao Zi and Kong
Qiu, a Chinese thinker and social philosopher, whose teachings and
philosophy have deeply influenced Chinese thought and life.
 King Helu of Wu

Sun Wu Wu Zixu
Later General Wu Zixu recommended Sun Wu to King Helu of Wu. The king of Wu
tested Sun Tzu's skills by commanding him to train a harem of 180 concubines into
soldiers.
Sun Tzu divided them into two companies, appointing the two concubines most favored
by the king as the company commanders. When Sun Tzu first ordered the concubines to
face right, they giggled. In response, Sun Tzu said that the general, in this case himself,
was responsible for ensuring that soldiers understood the commands given to them.
Then, he reiterated the command, and again the concubines giggled.
Sun Tzu then ordered the execution of the king's two favored concubines, to the king's
protests. He explained that if the general's soldiers understood their Commands but did not
obey, it was the fault of the officers.
Sun Tzu also said that once a general was appointed, it was their duty to carry out their
mission, even if the king protested. After both concubines were killed, new officers
were chosen to replace them. Afterwards, both companies performed their maneuvers
flawlessly.
 Wu
Chu

The Battle of Boju was fought in 506 BC between Wu and Chu forces. The Wu forces were led
by Sun Zi, and they were ultimately victorious. Ch'u and Wu states were at war for about 50
years. Tensions culminated with this battle, and the related times of insecurity known as the
warring states period ended in 220 BC. Sun Tzu’s 30,000 soldiers defeated Chu’s army of
300,000 soldiers.
 Wu Zixu Sun Wu

The battle was planned by He Lu of Wu and was acted out by Wu Zixu and Sun Zi. King Jing of
Zhou alongside Yue, the butcher, were temporarily driven from the capital city of Chu, Ying, by
the Wu attackers. This battle led to the invasion of the Ying town and its destruction. After retreat
of the Wu state in 505 BC, both
The King of Ch'u and the butcher came back to the town.
 King Fuchai of Wu Xi shi

Fugai, a younger brother of Helü, led a rebellion. After beating Fugai, Helü was forced to leave
Chu. Fugai later surrendered to Chu and settled there. In 495 BC, his son, King Fuchai of Wu,
succeeded him. However, during the later part of his reign, his extravagance and obsession with ,
Xi Shi, a Yue beauty sent by Goujian of Yue, lead to the weakening of his state.
In 484 BC after the death of Wu Zixu, Sun Wu became the advisor of Wu State. Later Sun Wu
resigned, since he noticed the fall of Wu State and he could not convince King Fuchai to
concentrate on managing the state.
All the time, whilst ruling the kingdom of Yue, Goujian never relished in riches as a king, but instead ate food
suited for peasants, as well as forcing himself to taste bile. This way, he could remember his humiliations
while serving under the State of Wu. In 473 BC. King Goujian of Yue invaded Wu and was successful. Wu
was destroyed and King Fuchai was forced to commit suicide. The Spring and Autumn Period was ended.
After resigning from Wu State, Sun Tzu later proved on the battlefield that his theories
were effective, that he had a successful military career, and that he wrote The Art of
War based on his tested expertise.
 Sun Tzu Ping Fa

Sun Tzu’s ‘The Art of War’ was written in approximately 500 BC. It has established itself as the
leading authority on confronting and defeating opponents through superior strategy.

The philosophy works in any competitive environment where people find

themselves contesting each other for a specific goal. It is a work of subtlety and paradox that
shows how to succeed effortlessly in rising to life’s challenges.

Sun Tzu believed that victory is won long before the confrontation and insisted that a skilled
warrior can observe, calculate and outwit the adversary without ever engaging in battle.
The Art of War
13 Chapters
13 Chapters
1) Calculations:   The first chapter focuses on the first phase of strategic thinking, where the
importance is in carefully considering your approach and plans.
2) Waging War:   The next stage discusses what it takes to develop and deploy a plan.
3) Offensive Strategy:   How to compete without competing at all.
4) Dispositions:   How to control the situation before the conflict even begins.
5) Energy:   How to use momentum and timing to defeat the competition.
6) Weaknesses and Strengths:   How to identify the best match-up by matching one's
strengths to the weaknesses of the competition.
7) Maneuver:   How to tactically deploy and shift your forces before and during the combat.
8) The Nine Variables:   How to adapt to the realities of battle, which means one must adapt
to the advantages and disadvantages of the moment that often determine victory or defeat.
9) Marches:   What it takes to lead oneself and the team through the challenge of the
mission.
10) Terrains:   The different types of obstacles that one can face and how to deal with them.
11) The Nine Varieties of Ground:   Reacting to different situations and how to take
advantage of these.
12) Attacking by Fire:   Identifying the different types of influences and how to use them
13) Employment of Secret Agents:   The importance of gathering competitive intelligence on
the competition and how to employ tactics against the competition.
 #1
CALCULATION
Explores the fundamental factors or five key elements ( political intelligence,
climate, terrain, leadership and organization characteristics) that define a
successful outcome and to evaluate your competitive strengths against your
competitors.
By thinking, assessing and comparing these points you can calculate a victory,
deviation from them will ensure failure. Remember that war is a very grave
matter of state.
 #2
WAGING WAR
Explains how to understand the economy of war and
how success requires making the winning play, which
in turn, requires limiting the cost of competition and
conflict.
 #3
OFFENSIVE
STRATEGY
Defines the source of strength as unity, not size, and the five ingredients that you need
to succeed in any competitive situation.

“He, who knows his enemy and himself well, will not be defeated easily.
He, who knows himself but not his enemy, will have an even chance of victory,
He, who does not know himself and his enemy, is bound to suffer defeat in all battles.”
 #4
DISPOSITIONS
Explains the importance of defending existing positions until you can
advance them and how you must recognize opportunities, not try to
create them.
“Therefore, the person adept at warfare, will put himself in a position
where odds of defeat is the smallest and grabs every opportunity to
defeat the enemy.”
 #5
ENERGY
Explain the use of creativity and timing to build your
competitive momentum.
“In battle, use the direct forces to match the enemy, and use
the indirect forces to win the enemy.”
 #6
WEAKNESSES AND
STRENGTHS
Explains how your opportunities come from the openings in
the environment caused by the relative weakness of your
competitors in a given area.
“ Thus the person adept in warfare seeks to control and manipulate his
enemy instead of being manipulated and controlled.”
 #7
MANUEVER
Explains the dangers of direct conflict and how to win those
confrontations when they are forced upon you.
“Those who do not use local guides will not be able to gain the
advantages of the terrain.”
“It follows that an army without heavy equipment and supplies will
perish. An army without sufficient food and grain will die. An army
without sufficient stockpiles and reserves will not survive.”
 #8
VARIATION AND
ADABTABILITY
Focuses on the need for flexibility in your responses. It explains how to
respond to shifting circumstances successfully.

“Thus the wise strategist will always weigh and consider the favorable and unfavorable
factors in his deliberations.”
“Thus, in the conduct of war, one must not rely on the failure of the enemy to come,
but on the readiness of oneself to engage him.”
 #9
MOVEMENT AND
DEPLOYMENT OF
TROOPS
Describes the different situations in which you find yourselves when
you move into new competitive arenas and how to respond to them.
Much of it focuses on evaluating the intentions of others.
“Concentrate the strengths of your forces sufficiently and judge the
moves and motives of the enemy accurately so as to capture him.”
 #10
TERRAINS
Looks at the three general areas of resistance (distance, dangers, and barriers) and the six types of
ground positions that arise from them. Each of these six field positions offer certain advantages
and disadvantages.
Thus, he who is adept at warfare, when deploying his troops for battle, is never confused or
misguided. When he mounts a military campaign, he never runs out of strategies or plans. Thus it
is said: Know the enemy, know yourself, your victory will not be hreatened. Know the weather,
know the terrain, and your victories will be limitless.
 #11
THE NINE VARIETIES
OF GROUND
Describes nine common situations (or stages) in a campaign, from scattering to deadly,
and the specific focus you need to successfully navigate each of them.Those who do
not know the conditions of forested mountains, the dangerous terrain of mountain
paths and the treacherous nature of swamps and marshes will not be able to
conduct the movement of troops. Those who do not use local guides will not be
able to gain the advantages of the terrain.
 #12
ATTACKING
BY FIRE
Explains the use of weapons generally and the use of the environment as a weapon
specifically. It examines the five targets for attack, the five types of environmental attack,
and the appropriate responses to such attack.

There are five ways to use fire to attack the enemy.

The first way is to burn the enemy soldiers in their camp.
The second way is to burn enemy’s stockpiles and provisions.
Third way is to burn the heavy military equipment and supplies of the enemy.
Fourth is to burn the armoury and warehouses of the enemy.
The fifth way is to torch the transportation trains of the enemy.
 #13
EMPLOYMENT OF
SECRET AGENTS
Focuses on the importance of developing good information sources, specifically the five types of
sources and how to manage them.

Only those who are wise will be able to use secret agents. Only those who are benevolent, loyal
and just are able to deploy and use secret agents. Only those who are thorough and detailed will
be able to decipher the truth embedded in espionage reports. Such is the intricacy and subtlety of
espionage. Indeed, there is no place where espionage cannot be used.
“ He who knows when he can fight and
when he cannot will be victorious.”
The Art of War
In Actions
 6 Thoughts that turns
the Art of War into Actions
1) Win All Without Fighting :
Capturing Your Market Without Destroying It
2) Avoid Strength, Attack Weakness:
Striking Where the Competition is Vulnerable
3) Foreknowledge:
Maximizing the Power of Business Intelligence
4) Speed and Preparation:
Moving Swiftly to Overcome the Competition
5) Shaping the Opponent:
Employing Strategy to Master the Competition
6) Character-based Leadership: Leading by Example
 #1
Win All Without Fighting

Your aim must be to take All-under-Heaven intact. Thus your troops are
not worn out and your gains will be complete. This is the art of offensive
strategy.
 #2
Avoid Strength,
Attack Weakness
Now an army may be likened to water, for just
as flowing water avoids heights and hastens to
the lowlands, so an army avoids strengths and
attacks weakness.
 #3
Foreknowledge:

Determine the enemy’s plans and you will

know which strategy will be successful and
which will not.
 #4
Speed and Preparation
Speed is the essence of war. Take advantage of the enemy’s lack of
preparedness; travel by unexpected routes and strike him where he has
taken no precautions
Preparation “ He who excels at resolving difficulties does so before they
arise. He who excels in conquering his enemies triumphs before threats
materialize.”
 #5
Shaping the Opponent

Therefore, those skilled in war bring the enemy to the

field of battle and are not brought there by him.
 #6
Character-based Leadership
“ By command I mean the general’s qualities of wisdom, sincerity,
humanity, courage and strictness.”
- If wise , a commander is able to recognize changing circumstances and to act
expediently.
- If sincere , his men will have no doubt of the certainty of rewards and
punishments.
- If humane , he loves mankind, sympathizes with others, and appreciates their
industry and toil.
- If courageous , he gains victory by seizing opportunity without hesitation.
- If strict , his troops are disciplined because they are in awe of him and are
afraid of punishment.”
 Lesson Learnt from
the Art of War
• O divine art of subtlety and secrecy! Through you we learn to be invisible, through
you inaudible; and hence we can hold the enemy's fate in our hands.

• Carefully compare the opposing army with your own, so that you may know where
strength is superabundant and where it is deficient.

• Rouse him, and learn the principle of his activity or inactivity. Force him to reveal
himself, so as to find out his vulnerable spots.

• You may advance and be absolutely irresistible, if you make for the enemy's weak
points; you may retire and be safe from pursuit if your movements are more rapid than
those of the enemy.
 Lesson Learnt from
the Art of War

• You must know the battle ground. You must know the time of battle. You can then
travel a thousand of miles and still win the battle.

• The enemy should not know the battleground. He shouldn’ t know the time of battle.
His left will be unable to support his right. His right will be unable to support his left.
His front lines will be unable to support his rear. His rear will be unable to support
his front. His support is distant even if it is only ten miles away. What unknown place
can be close?
 Lesson Learnt from
the Art of War

• Control the balance of forces. The enemy may have many men but they are
superfluous. How can they help him to win?

• Be skilled in attacking – give the enemy no idea where to defend. Be skillful in your
defense – give the enemy no idea of where to attack. Make war without a standard
approach. Manage your military position like water. Water takes every shape. If you
follow the enemy's shifts and changes, you can always win. We call this shadowing.

• Fight five different campaigns without a firm rule for victory. Use all four seasons
without a consistent position. Your timing must be sudden. A few weeks determine
your failure or success.
 Lesson Learnt from
the Art of War
- Time beyond our control. We do not control trends over time.
We can only see them. These include peoples, emotions, attitudes,
and feelings.
- Place what we fight over, where we fight the “mind share” of customers
- The 4 skills of strategy – Listen, Aim, Move, Clam
- The 4 attacks – Battle, Seige, Surprise, Deception
- The first step is Analysis, not Planning, in comparative.
- Success is profiting from winning.
- There are different attacks for different skills.
- The heart of Sun Tzu’s system is managing information
 Lesson Learnt from
the Art of War
- Know yourself, your opposition, and the environment within which
interaction will occur.

- - Rely on your own preparations. Do not hope for success based on the
opposition not preparing.

- - At all times, and especially when strategies are in play, seek to keep
all resources in profitable and advantageous positions. Likewise,
quickly liquidate unprofitable positions and minimize exposure to
situations with inordinate risk to uncertain market movements.
If you know the enemy and know yourself,
you need not fear the result of a hundred battles.
If you know yourself but not the enemy,
for every victory gained you will also suffer a defeat.
If you know neither the enemy nor yourself,
you will succumb in every battle."
Quotes of
Sun Tzu
 Quotes Of Sun Tzu
All men can see these tactics whereby I conquer, but what
none can see is the strategy out of which victory is evolved.

All warfare is based on deception.

Be extremely subtle, even to the point of formlessness. Be

extremely mysterious, even to the point of soundlessness.
Thereby you can be the director of the opponent's fate.
 Quotes Of Sun Tzu
Can you imagine what I would do if I could do all I can?

Confront them with annihilation, and they will then survive; plunge them
nto a deadly situation, and they will then live. When people fall into danger
hey are then able to strive for victory.

For them to perceive the advantage of defeating the enemy, they must also
have their rewards.

For to win one hundred victories in one hundred battles is not the acme of
kill. To subdue the enemy without fighting is the acme of skill.

He who is prudent and lies in wait for an enemy who is not, will be
victorious.
 Quotes Of Sun Tzu
He who knows when he can fight and when he cannot, will be victorious.

Hence that general is skilful in attack whose opponent does not know what
to defend; and he is skilful in defense whose opponent does not know what
to attack.

If ignorant both of your enemy and yourself, you are certain to be in peril.

If our soldiers are not overburdened with money, it is not because they have
a distaste for riches; if their lives are not unduly long, it is not because they
are disinclined to longevity.

If you are far from the enemy, make him believe you are near.
 Quotes Of Sun Tzu
If you know the enemy and know yourself you need not fear the results of
a hundred battles.

In the practical art of war, the best thing of all is to take the enemy's country
whole and intact; to shatter and destroy it is not so good.

Invincibility lies in the defence; the possibility of victory in the attack.

It is essential to seek out enemy agents who have come to conduct espionag
against you and to bribe them to serve you. Give them instructions and care
for them. Thus doubled agents are recruited and used.

It is only the enlightened ruler and the wise general who will use the highest
ntelligence of the army for the purposes of spying, and thereby they achieve
great results.
 Quotes Of Sun Tzu
Know thy self, know thy enemy. A thousand battles, a thousand victories.

Know your enemy and know yourself and you can fight a hundred battles
without disaster.

Now the reason the enlightened prince and the wise general conquer the
enemy whenever they move and their achievements surpass those of
ordinary men is foreknowledge.

Of all those in the army close to the commander none is more intimate
than the secret agent; of all rewards none more liberal than those given to
secret agents; of all matters none is more confidential than those relating to
secret operations.
 Quotes Of Sun Tzu
Opportunities multiply as they are seized.

Pretend inferiority and encourage his arrogance.

Prohibit the taking of omens, and do away with superstitious doubts. Then,
until death itself comes, no calamity need be feared.

Regard your soldiers as your children, and they will follow you into the
deepest valleys; look on them as your own beloved sons, and they will stand
by you even unto death.

Secret operations are essential in war; upon them the army relies to make its
every move.

Strategy without tactics is the slowest route to victory. Tactics without strategy
is the noise before defeat.
 Quotes Of Sun Tzu
Supreme excellence consists in breaking the enemy's resistance without fighting.

The enlightened ruler is heedful, and the good general full of caution.

The general who advances without coveting fame and retreats without fearing
disgrace, whose only thought is to protect his country and do good service for his
sovereign, is the jewel of the kingdom.

The general who wins the battle makes many calculations in his temple before the
battle is fought. The general who loses makes but few calculations beforehand.

The good fighters of old first put themselves beyond the possibility of defeat, and
then waited for an opportunity of defeating the enemy.
 Quotes Of Sun Tzu
The opportunity to secure ourselves against defeat lies in our own hands,
but the opportunity of defeating the enemy is provided by the enemy himself.

The quality of decision is like the well-timed swoop of a falcon which enables i
o strike and destroy its victim.

The skilful employer of men will employ the wise man, the brave man, the
covetous man, and the stupid man.

The supreme art of war is to subdue the enemy without fighting.

There has never been a protracted war from which a country has benefited.
 Quotes Of Sun Tzu
There is no instance of a nation benefitting from prolonged warfare.

Thus it is that in war the victorious strategist only seeks battle after the
victory has been won, whereas he who is destined to defeat first fights
and afterwards looks for victory.

Thus, what is of supreme importance in war is to attack the enemy's

strategy.

To fight and conquer in all our battles is not supreme excellence;

supreme excellence consists in breaking the enemy's resistance withou
fighting.
 Quotes Of Sun Tzu
To see victory only when it is within the ken of the common
herd is not the acme of excellence.

Victorious warriors win first and then go to war, while defeated

warriors go to war first and then seek to win.

When envoys are sent with compliments in their mouths, it is a

sign that the enemy wishes for a truce.

You have to believe in yourself.

"He who exercises no forethought but makes light of his opponents is
sure to be captured by them."
Thank You Very Much
Sompong Yusoontorn