CHAPTER 4

DISPOSITION OF THE ARMY

( 军形 jūn xíng)

• Invincibility in defence
• Need to attack to win
• Hallmarks of a great strategist
• Evaluating chances for victory
Chapters
1. Detailed Assessment and Planning ( 始计 )
2. Waging War ( 作战 )
3. Strategic Attack ( 谋攻 )
4. Disposition of the Army ( 军行 )
5. Forces ( 兵势 )
6. Weaknesses and Strengths ( 虚实 )
7. Military Maneuvers ( 军争 )
8. Variations and Adaptability ( 九变 )
9. Movement and Development of Troops ( 行军 )
10. Terrain ( 地形 )
11. The Nine Battlegrounds ( 九地 )
12. Attacking with Fire ( 火攻 )
13. Intelligence and Espionage ( 用间 )
 Invincibility In Defence
• 4.1 Sun Zi said: Those who were skilful in warfare
ensured that they WOULD NOT BE DEFEATED, and
then WAITED for opportunities to defeat the enemy.
• 4.2 The ability to prevent defeat depends on
oneself, while the opportunity for victory depends
on the enemy.
• 4.3 Those who are skillful in warfare can ensure
that they will not be defeated by the enemy, but will
not be able to ensure victory over the enemy.
 Invincibility In Defence
• 4.23 As such, a victorious army ensures that it
will win before going into battle.
• 4.24 A defeated army engages in battle first
and then looks for victory.
 Need To Attack To Win
• 4.5 Those who are not able to win must
defend.
• 4.6 Those who are able to win must attack.
• 4.7 Defend when forces and resources are
inadequate.
• 4.8 Attack when forces and resources are
more than abundant.
Business Application
 Be Invincible
build strength that can take advantage of opportunities

• Strong individual – the

core of the organization

• THE LEARNING CURVE

IS THE EARNING CURVE
– Google 20% time
 Attain Strategic Superiority
A successful strategy achieves victory before the battle
• Procter & Gamble – Tide detergent product
– Free boxes of Tide detergent to be packed in every
automatic washer
– The free trial experience convinced many to become
repeat customer
– Tide became the leading detergent brand without
engaging in a fierce competition
 Need To Attack To Win
4.9 The adept in defence is able to conceal his forces in the
most secretive ways and places on earth.
4.10 The adept person at offence is able to deploy his troops
in ways that are beyond the imagination of anyone.

1. Secrecy in defence
2. Creativity in offence
– Able to create the element of surprise and
unpredictability
4.11 As such, he is not only able to ensure the greatest security for
himself, but is able to secure the most complete victory (against the
enemy).
Business Application
The importance of Secrecy in Business
The Colonel's own handwritten recipe is
tucked away in a safe equipped with two
combination locks at KFC headquarters,
with portions locked away in safe deposit
boxes at undisclosed locations.

Only 2 company executives at any

time have access to it.
•it uses multiple suppliers who
produce and blend the ingredients
but know only a part of the entire
contents.
 Apple Steeped in Culture of Secrecy
• Secrecy at Apple is not just the prevailing communications
strategy; it is baked into the corporate culture.
• Employees working on top-secret projects:
– must pass through a maze of security doors
– swiping their badges again and again and
– finally enter a numeric code to reach their offices
– work spaces are typically monitored by security cameras
• Employees working in critical product-testing rooms:
– must cover up devices with black cloaks when they are working on
them.
– turn on a red warning light when devices are unmasked so that
everyone knows to be extra-careful.
 Hallmarks Of A Great Strategist
• 4.12 To predict a victory that cannot surpass
what can be known by any ordinary person is
NOT the hallmark of a great military
strategist.
• 4.13 To win a hard-fought battle that is praised
by the masses is also NOT the hallmark of a
guru of warfare.
 Hallmarks Of A Great Strategist
• 4.14 This is like lifting a hair in autumn – it is
no indication of great strength.
• 4.15 To be able to see the sun and the moon
is no indication of clear vision.
• 4.16 To be able to hear the roar of the
thunder is no indication of sharp hearing.
 Hallmarks Of A Great Strategist
• 4.17 What the ancient sages meant by an adept person at
warfare was someone who excelled in securing victories by
choosing those enemies who could easily be conquered.
• 4.18 Thus, the person adept at warfare wins without being
known for his wisdom and reputation nor for his courage
and merit.
• 4.19 Thus, he wins battles with confidence and without
making mistakes.
• 4.20 He does not make mistakes because he adopts
measures, policies and strategies that are certain to lead to
victory.
 Hallmarks Of A Great Strategist
• 4.21 He wins because he chooses to engage an
enemy that is already in a position of defeat.
• 4.22 Therefore, the person adept at warfare
places himself in a position where defeat is
impossible, and he does not miss any
opportunity to defeat the enemy.
• 4.25 The person adept in warfare not only
cultivates his moral code but maintains law and
order.
 Evaluating Chances For Victory
• 4.27 Now in warfare, evaluation must be
made as follows:
– First, estimating the degree of difficulty;
– second, assessing the scope of operation;
– third, calculation of own forces;
– fourth, comparison of forces; and
– fifth, establishing the chances for victory.
 5 Stages of Evaluation Process
• 4.28 Based on the characteristics of the terrain, the degree
of difficulty (for the military campaign) is estimated.
• 4.29 Based on the estimation of the degree of difficulty, the
scope of operation (for military movement) is assessed.
• 4.30 Based on the assessment of the scope of operation, the
calculation of one’s own forces (to be committed to the
military campaign) is made.
• 4.31 Based on the calculations of own forces, comparisons
are evaluated against those of the enemy.
• 4.32 Based on the comparisons of forces from both sides,
the chances for victory can then be established.
Business Application
 Characteristic of Terrain
• Marketplace; target
market

Degree of Difficulty • Risk and support

Scope of Operation
• Operation structure and
function

Calculation of Own Forces

• Resources (capital,
labour, equipment)

Comparison of Forces • SWOT analysis

Chances of Victory
• Profit; growth; market
share
 The BIG DATA Era
use data to plan overwhelming advantages
4.35 “ the person adept at warfare is able to
command and direct his troops to fight like the
accumulated gush water that plunges down
mercilessly from thousands feet high. Such is the
disposition of a powerful and victorious army”

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