Chapter 1: Winning Stratagems

Deceive the heavens to cross the ocean (瞞天過海／瞒天过海)

Prepare too much and you lose sight of the big picture; what you see often you do not doubt. Yin (the art of deception) is in Yang (acting in open). Too much Yang (transparency) hides Yin (true ruses).
This stratagem references an episode in 643 AD, when Tang emperor Tang Gaozong Li Simin, baulked from crossing the sea to a campaign against Koguryo. His General Xue Rengui thought of a stratagem to get the Emperor across and allay his fear of seasickness: on a clear day, the Emperor was invited to meet a wise man. They entered through a dark tunnel into a hall where they feasted. After feasting several days, the Emperor heard the sound of waves and realised that he had been lured onto a ship! General Xue drew aside the curtains to reveal the ocean and confessed that they had already crossed the sea: Upon discovering this, the emperor decided to carry on and later completed the successful campaign. This stratagem means that you can mask your real goals, by using the ruse of a fake goal that everyone takes for granted, until the real goal is achieved. Tactically, this is known as an 'open feint'; in front of everyone, you point west, when your goal is actually in the east. By the time everyone realised it, you have already achieved your goal. Harro von Senger notes in the German-Language "Die Liste" that to grasp the full meaning, it would be something like "to deceive the holy virgin Mary" in the West.
This stratagem makes use of the human failing to become unaware of common everyday activities, or events that appear normal. The best secrets are carried out in broad daylight. The best hoax is to repeat it so often that people are convinced that the next move is also a hoax. When this happens, it is the best moment to carry out one's previously hidden true objective.

Besiege Wèi to rescue Zhào (圍魏救趙／围魏救赵)

When the enemy is too strong to be attacked directly, then attack something he holds dear. Know that he cannot be superior in all things. Somewhere there is a gap in the armour, a weakness that can be attacked instead.
The origin of this proverb is from the Warring States Period. The state of Wèi attacked Zhao and laid siege to its capital Handan. Zhào turned to Qí for help, but the Qí general Sun Bin determined it would be unwise to meet the army of Wèi head on, so he instead attacked their capital at Daliang. The army of Wèi retreated in haste, and the tired troops were ambushed and defeated at the Battle of Guiling, with the Wèi general Pang Juan slain on the field. Note that this campaign is also described explicitly in the Art of War of Master Sun Bin the younger.
The idea here is to avoid a head on battle with a strong enemy, and instead strike at his weakness elsewhere. This will force the strong enemy to retreat in order to support his weakness. Battling against the now tired and low-morale enemy will give a much higher chance of success.

Kill with a borrowed knife (借刀殺人／借刀杀人)

Attack using the strength of another (in a situation where using one's own strength is not favourable). Trick an ally into attacking him, bribe an official to turn traitor, or use the enemy's own strength against him.
The idea here is to cause damage to the enemy by getting a 3rd party to do the deed.

Leisurely await for the laboured (以逸待勞／以逸待劳)

It is an advantage to choose the time and place for battle. In this way you know when and where the battle will take place, while your enemy does not. Encourage your enemy to expend his energy in futile quests while you conserve your strength. When he is exhausted and confused, you attack with energy and purpose.
The idea is to have your troops well-prepared for battle, in the same time that the enemy is rushing to fight against you. This will give your troops a huge advantage in the upcoming battle, of which you will get to select the time and place.

Loot a burning house (趁火打劫)

When a country is beset by internal conflicts, when disease and famine ravage the population, when corruption and crime are rampant, then it will be unable to deal with an outside threat. This is the time to attack.
Keep gathering internal information about an enemy. If the enemy is currently in its weakest state ever, attack it without mercy and totally destroy it to prevent future troubles.

Make a sound in the east, then strike in the west (聲東擊西／声东击西)

In any battle the element of surprise can provide an overwhelming advantage. Even when face to face with an enemy, surprise can still be employed by attacking where he least expects it. To do this you must create an expectation in the enemy's mind through the use of a feint.
The idea here is to get the enemy to focus his forces in a location, and then attack elsewhere which would be weakly defended.

Thirty-Six Stratagems

The Thirty-Six Stratagems are divided into a preface, six chapters containing six stratagems each, and an afterword that was incomplete with missing text. The first three chapters generally describe tactics for use in advantageous situations, whereas the last three chapters contain stratagems that are more suitable for disadvantageous situations. The original text of the Thirty-Six Stratagems has a laconic style that is common to Classical Chinese. Each proverb is accompanied by a short comment, no longer than a sentence or two, that explains how said proverb is applicable to military tactics. These 36 Chinese proverbs are related to 36 battle scenarios in Chinese history and folklore, predominantly of the Warring States Period and the Three Kingdoms Period.

The name of the collection comes from the Book of Qi, in its seventh biographical volume, Biography of Wáng Jìngzé (王敬則傳／王敬则传).[1] Wáng was a general who had served Southern Qi since the first Emperor Gao of the dynasty. When Emperor Ming came to power and executed many members of the court and royal family for fear that they would threaten his reign, Wáng believed that he would be targeted next and rebelled. As Wáng received news that Xiao Baojuan, son and crown prince of Emperor Ming, had escaped in haste after learning of the rebellion, he commented that "檀公三十六策，走是上計，汝父子唯應急走耳／檀公三十六策，走是上计，汝父子唯应急走耳", which can be translated literally as "of the thirty-six stratagems of Lord Tán, retreat was his best, you father and son should run for sure". Lord Tán here refers to general Tan Daoji of the Liu Song Dynasty, who was forced to retreat after his failed attack on Northern Wei, and Wáng mentioned his name in contempt as an example of cowardice.[2]
It should be noted that the number thirty-six was used by Wáng as a figure of speech in this context, and is meant to denote numerous stratagems instead of any specific number. Wáng's choice of this term was in reference to the I Ching, where six is the number of Yin that shared many characteristics with the dark schemes involved in military strategy. As thirty-six is the square of six, it therefore acted as a metaphor for numerous strategies.[2] Since Wáng was not referring to any thirty-six specific stratagems however, the thirty-six proverbs and their connection to military strategies and tactics are likely to have been created after the fact, with the collection only borrowing its name from Wáng's saying.[3]
The Thirty-Six Stratagems have variably been attributed to Sun Tzu from the Spring and Autumn Period of China, or Zhuge Liang of the Three Kingdoms period, but neither are regarded as the true author by historians. Instead, the prevailing view is that the Thirty-Six Stratagems may have originated in both written and oral history, with many different versions compiled by different authors throughout Chinese history. Some stratagems reference occurrences in the time of Sun Bin, approx. 150 years after Sun Wu's death.[3]
The original hand-copied paperback that is the basis of the current version was believed to have been discovered in China's Shaanxi province, of an unknown date and author, and put into print by a local publisher in 1941. The Thirty-Six Stratagems only came to the public's attention after a review of it was published in the Chinese Communist Party's Guangming Daily (光明日報／光明日报) newspaper on September 16, 1961. It was subsequently reprinted and distributed with growing popularity.[3]

The Scroll Marked X - I will pray for guidance

Who is of so little faith that in a moment of great disaster or heartbreak has not called to his God? Who has not cried out when confronted with danger, death, or mystery beyond his norm experience or comprehension? From where has this deep instinct come which escapes from the mouth of all living creatures in moments of peril?

Move your hand in haste before another’s eyes and his eyelids will blink. Tap another on his knee and his leg will jump. Confront another with dark horror and his mouth will say, "My God" from the same deep impulse.

My life need not be filled with religion in order for me to recognize this greatest mystery of nature. All creatures that walk the earth, including man, possess the instinct to cry for help. Why do we possess this instinct, this gift?

Are not our cries a form of prayer? Is it not incomprehensible to a world governed by nature’s laws to give a lamb, or a mule, or a bird, or man the instinct to cry for help lest some great mind has also provided that the cry should be heard by some superior power having the ability to hear and to answer our cry? Henceforth I will pray, but my cries for help will only be cries for guidance.

Never will I pray for the material things of the world. I am not calling to a servant to bring me good. I am not ordering an innkeeper to provide me with room. Never will I seek delivery of gold, love, good health, petty victories, fame, success, or happiness. Only for guidance will I pray, that I may be shown the way to acquire these things, and my prayer will always be answered.

The guidance I seek may come, or the guidance I seek may not come, but are not both of these an answer? If a child seeks bread from his father and it is not forthcoming has not the father answered?

I will pray for guidance, and I will pray as a salesman, in this manner –

• Oh creator of all things, help me. For this day I go out into the world naked and alone, and without your hand to guide me I will wander far from the path which leads to success and happiness.

• I ask not for gold or garments or even opportunities equal to my ability; instead, guide me so that I may acquire ability equal to my opportunities.

• You have taught the lion and the eagle how to hunt and prosper with teeth and claw. Teach me how to hunt with words and prosper with love so that I may be a lion among men and an eagle in the market place.

• Help me to remain humble through obstacles and failures; yet hide not from mine eyes the prize that will come with victory.

• Assign me tasks to which others have failed; yet guide me to pluck the seeds of success from their failures. Confront me with fears that will temper my spirit; yet endow me with courage to laugh at my misgivings.

• Spare me sufficient days to reach my goals; yet help me to live this day as though it be my last.

• Guide me in my words that they may bear fruit; yet silence me from gossip that none be maligned.

• Discipline me in the habit of trying and trying again; yet show me the way to make use of the law of averages. Favor me with alertness to recognize opportunity; yet endow me with patience which will concentrate my strength.

• Bathe me in good habits that the bad ones may drown; yet grant me compassion for weakness in others. Suffer me to know that all things shall pass; yet help me to count my blessings today.

• Expose me to hate so it not be a stranger; yet fill my cup with love to turn strangers into friends.

• But all these things be only if thy will. I am a small and a lonely grape clutching the vine yet though hast made me different from all others. Verily, there must be a special place for me. Help me. Show me the way.

• Let me become all you planned for me when my seed was planted and selected by you to sprout in the vineyard of the world.

Help this humble salesman.

Guide me, God.

The Scroll Marked IX - I will act now

My dreams are worthless, my plans are dust, my goals are impossible.

All are of no value unless they are followed by action.

I will act now.

Never has there been a map, however carefully executed to detail and scale, which carried its owner over even one inch of ground. Never has there been a parchment of law, however fair, which prevented one crime. Never has there been a scroll, even such as the one I hold, which earned so much as a penny or produced a single word of acclamation. Action, alone, is the tinder which ignites the map, the parchment, this scroll, my dreams, my plans, my goals, into a living force. Action is the food and drink which will nourish my success.

I will action now.

My procrastination which has held me back was born of fear and now I recognize this secret mined from the depths of courageous hearts. Now I know that to conquer fear I must always act without hesitation and the flutters in my heart will vanish. Now I know that action reduces the lion of terror to an ant of equanimity.

I will act now.

Henceforth, I will remember the lesson of the firefly who gives off its light only when it is on the wing, only when it is in action. I will become a firefly and even in the day my glow will be seen in spite of the sun. Let others be as butterflies who preen their wings yet depend on the charity of a flower for life. I will be as the firefly and my light will brighten the world.

I will act now.

I will not avoid the tasks of today and charge them to tomorrow for I know that tomorrow never comes. Let me act now even though my actions may not bring happiness or success for it is better to act and fail than not to act and flounder. Happiness, in truth, may not be the fruit plucked by my action yet without action all fruit will die on the vine.

I will act now.

I will act now. I will act now. I will act now. Henceforth, I will repeat these words again and again and again, each hour, each day, every day, until the words become as much a habit as my breathing and the actions which follow become as instinctive as the blinking of my eyelids. With these words I can condition my mind to perform every act necessary for my success. With these words I can condition my mind to meet every challenge which the failure avoids.

I will act now.

I will repeat these words again and again and again.

When I awake I will say them and leap from my cot while the failure sleeps yet another hour.

I will act now.

When I enter the market place I will say them and immediately confront my first prospect while the failure ponders yet his possibility of rebuff.

I will act now.

When I face a closed door I will say them and knock while the failure waits outside with fear and trepidation.

I will act now.

When I face temptation I will say them and immediately act to remove myself from evil.

I will act now.

When I am tempted to quit and begin again tomorrow I will say them and immediately act to consummate another sale.

I will act now.

Only action determines my value in the market place and to multiply my value I will multiply my actions. I will walk where the failure fears to walk. I will work when the failure seeks rest. I will talk when the failure remains silent. I will call on ten who can buy my goods while the failure makes grand plans to call on one. I will say it is done before the failure says it is too late.

I will act now.

For now is all I have. Tomorrow is the day reserved for the labor of the lazy. I am not lazy. Tomorrow is the day when the evil become good. I am not evil. Tomorrow is the day when the weak become strong. I am not weak. Tomorrow is the day when the failure will succeed. I am not a failure.

I will act now.

When the lion is hungry he eats. When the eagle has thirst he drinks. Lest they act, both will perish.

I hunger for success. I thirst for happiness and peace of mind. Lest I act I will perish in a life of failure, misery, and sleepless nights.

I will command, and I will obey mine own command.

I will act now.

Success will not wait. If I delay she will become betrothed to another and lost to me forever.

This is the time. This is the place. I am the man.

I will act now.

The Scroll Marked VIII - Today I will multiply my value a hundredfold

Today I will multiply my value a hundredfold.

A mulberry leaf touched with the genius of man becomes silk.

A field of clay touched with the genius of man becomes a castle.

A cypress tree touched with the genius of man becomes a shrine.

A cut of sheep’s hair touched with the genius of man becomes raiment for a king.

If it is possible for leaves and clay and wood and hair to have their value multiplied a hundred, yea a thousand fold by man, cannot I do the same with the clay which bears my name?

Today I will multiply my value a hundredfold.

I am liken to a grain of wheat which faces one of three futures. The wheat can be placed in a sack and dumped in a stall until it is fed to swine. Or it can be ground to flour and made into bread. Or it can be placed in the earth and allowed to grow until its golden head divides and produces a thousand grains from the one.

I am liken to a grain of wheat with one difference. The wheat cannot choose whether it be fed to swine, ground for bread, or planted to multiply. I have a choice and I will not let my life be fed to swine and despair to be broken open and devoured by the will of others.

Today I will multiply my value a hundredfold.

To grow and multiply it is necessary to plant the wheat grain in the darkness of the earth and my failures, my despairs, my ignorance, and my inabilities are the darkness in which I have been planted in order to ripen. Now, like the wheat grain which will sprout and blossom only if it is nurtured with rain and sun and warm winds, I too must nurture my body and mind to fulfill my dreams. But to grow to full stature the wheat must wait on the whims of nature. I need not wait for I have the power to choose my own destiny.

Today I will multiply my value a hundredfold.

And how will I accomplish this? First I will set goals for the day, the week, the month, the year, and my life. Just as the rain must fall before the wheat will crack its shield and sprout, so must I have objectives before my life will crystallize. In setting my goals I will consider my best performance of the past and multiply it a hundredfold. This will be the standard by which I will live in the future. Never will I be of concern that my goals are too high for is it not better to aim my spear at the moon and strike only an eagle than to aim my spear at the eagle and strike only a rock?

Today I will multiply my value a hundredfold.

The height of my goals will not hold me in awe though I may stumble often before they are reached. If I stumble I will rise and my falls will not concern me for all men must stumble often to reach the hearth. Only a worm is free from the worry of stumbling. I am not a worm. I am not an onion plant. I am not a sheep. I am a man. Let others build a cave with their clay. I will build a castle with mine.

Today I will multiply my value a hundredfold.

And just as the sun must warm the earth to bring forth the seedling of wheat so, too, will the words on these scrolls warm my life and turn my dreams into reality. Today I will surpass every action which I performed yesterday. I will climb today’s mountain to the utmost of my ability yet tomorrow I will climb higher than today and the next will be higher than tomorrow. To surpass the deeds of others is unimportant; to surpass my own deeds is all.

Today I will multiply my value a hundredfold.

And just as the warm wind guides the wheat to maturity, the same winds will carry my voice to those who will listen and my words will announce my goals. Once spoken I dare not recall them lest I lose face. I will be as my own prophet and though all may laugh at my utterances they will hear my plans, they will know my dreams; and thus their will be no escape for me until my words become accomplished deeds.

Today I will multiply my value a hundredfold.

I will commit not the terrible crime of aiming too low.

I will do the work that a failure will not do.

I will always let my reach exceed my grasp.

I will never be content with my performance in the market.

I will always raise my goals as soon as they are attained.

I will always strive to make the next hour better than this one.

I will always announce my goals to the world.

Yet, never will I proclaim my accomplishments. Let the world, instead, approach me with praise and may I have the wisdom to receive it in humility.

Today I will multiply my value a hundredfold.

One grain of wheat when multiplied a hundredfold will produce a hundred stalks. Multiply these a hundredfold, ten times, and they will feed all the cities of the earth. Am I not more than a grain of wheat?

Today I will multiply my value a hundredfold.

And when it is done I will do it again, and again, and there will be astonishment and wonder at my greatness as the words of these scrolls are fulfilled in me.

The Scroll Marked VII - I will laugh at the world

I will laugh at the world.

No living creature can laugh except man. Trees may bleed when they are wounded, and beasts in the field will cry in pain and hunger, yet only I have the gift of laughter and it is mine to use whenever I choose. Henceforth I will cultivate the habit of laughter.

I will smile and my digestion will improve; I will chuckle and my burdens will be lightened; I will laugh and my life will be lengthened for this is the great secret of long life and now it is mine.

I will laugh at the world.

And most of all, I will laugh at myself for man is most comical when he takes himself too seriously. Never will I fall into this trap of the mind. For though I be nature’s greatest miracle, am I not still a mere grain tossed about by the winds of time? Do I truly know whence I came or whither I am bound? Will my concern for this day not seem foolish ten years hence? Why should I permit the petty happenings of today to disturb me? What can take place before this sun sets which will not seem insignificant in the river of centuries?

I will laugh at the world.

And how can I laugh when confronted with man or deed which offends me so as to bring forth my tears or my curses? Four words I will train myself to say until they become a habit so strong that immediately they will appear in my mind whenever good humor threatens to depart from me. These words, passed down from the ancients, will carry me through every adversity and maintain my life in balance. These four words are: This too shall pass.

I will laugh at the world.

For all the worldly things shall indeed pass. When I am heavy with heartache I shall console myself that this too shall pass; when I am puffed with success I shall warn myself that this too shall pass. When I am strangled in poverty I shall tell myself that this too shall pass; when I am burdened with wealth I shall tell myself that this too shall pass. Yea, verily, where is he who built the pyramid? Is he not buried within its stone? And will the pyramid, one day, not also be buried under sand? If all things shall pass why should I be of concern for today?

I will laugh at the world.

I will paint this day with laughter; I will frame this night in song. Never will I labor to be happy; rather will I remain too busy to be sad. I will enjoy today’s happiness today. It is not grain to be stored in a box. It is not wine to be saved in a jar. It cannot be saved for the morrow. It must be sown and reaped on the same day and this I will do, henceforth.

I will laugh at the world.

And with my laughter all things will be reduced to their proper size. I will laugh at my failures and they will vanish in clouds of new dreams; I will laugh at my successes and they will shrink to their true value. I will laugh at evil and it will die untasted; I will laugh at goodness and it will thrive and abound. Each day will be triumphant only when my smiles bring forth smiles from others and this I do in selfishness, for those on whom I frown are those who purchase not my goods.

I will laugh at the world.

Henceforth will I shed only tears of sweat, for those of sadness or remorse or frustration are of no value in the market place whilst each smile can be exchanged for gold and each kind word, spoken from my heart, can build a castle.

Never will I allow myself to become so important, so wise, so dignified, so powerful, that I forget how to laugh at myself and my world. In this matter I will always remain as a child, for only as a child am I given the ability to look up to others; and so long as I look up to another I will never grow too long for my cot.

I will laugh at the world.

And so long as I can laugh never will I be poor. This then, is one of nature’s greatest gifts, and I will waste it no more. Only with laughter and happiness can I truly become a success. Only with laughter and happiness can I enjoy the fruits of my labor. Were it not so, far better would it be to fail, for happiness is the wine that sharpens the taste of the meal. To enjoy success I must have happiness, and laughter will be the maiden who serves me.

I will be happy. I will be successful. I will be the greatest salesman the world has ever known.

The Scroll Marked VI - Today I will be master of my emotions

Today I will be master of my emotions.

The tides advance; the tides recede. Winter goes and summer comes. Summer wanes and the cold increases. The sun rises; the sun sets. The moon is full; the moon is black. The birds arrive; the birds depart. Flowers bloom; flowers fade. Seeds are sown; harvests are reaped. All nature is a circle of moods and I am a part of nature and so, like the tides, my moods will rise; my moods will fall.

Today I will be master of my emotions.

It is one of nature’s tricks, little understood, that each day I awaken with moods that have changed from yesterday. Yesterday’s joy will become today’s sadness; yet today’s sadness will grow into tomorrow’s joy. Inside me is a wheel, constantly turning from sadness to joy, from exultation to depression, from happiness to melancholy. Like the flowers, today’s full bloom of joy will fade and wither into despondency, yet I will remember that as today’s dead flower carries the seed of tomorrow’s bloom so, too, does today’s sadness carry the seed of tomorrow’s joy.

Today I will be master of my emotions.

And how will I master these emotions so that each day will be productive? For unless my mood is right the day will be a failure. Trees and plants depend on the weather to flourish but I make my own weather, yea I transport it with me. If I bring rain and gloom and darkness and pessimism to my customers then they will react with rain and gloom and darkness and pessimism and they will purchase naught. If I bring joy and enthusiasm and brightness and laughter to my customers they will react with joy and enthusiasm and brightness and laughter and my weather will produce a harvest of sales and a granary of gold for me.

Today I will be master of emotions.

And how will I master my emotions so that every day is a happy day, and a productive one? I will learn this secret of the ages: Weak is he who permits his thoughts to control his actions; strong is he who forces his actions to control his thoughts. Each day, when I awake, I will follow this plan of battle before I am captured by the forces of sadness, self-pity and failure –

• If I feel depressed, I will sing.

• If I feel sad, I will laugh.

• If I feel ill, I will double my labor.

• If I feel fear, I will plunge ahead.

• If I feel inferior, I will wear new garments.

• If I feel uncertain, I will raise my voice.

• If I feel poverty, I will think of wealth to come.

• If I feel incompetent, I will remember past success.

• If I feel insignificant, I will remember my goals.

Today I will be master of my emotions.

Henceforth, I will know that only those with inferior ability can always be at their best, and I am not inferior. There will always be days when I must constantly struggle against forces which would tear me down. Those such as despair and sadness are simple to recognize, but there are others, which approach with a smile and the hand of friendship, and they can also destroy me. Against them, too, I must never relinquish control –

• If I become overconfident, I will recall my failures.

• If I overindulge, I will think of past hungers.

• If I feel complacency, I will remember my competition.

• If I enjoy moments of greatness, I will remember moments of shame.

• If I feel all-powerful, I will try to stop the wind.

• If I attain great wealth, I will remember one unfed mouth.

• If I become overly proud, I will remember a moment of weakness.

• If I feel my skill is unmatched, I will look at the stars.

Today I will master my emotions.

And with this new knowledge, I will also understand and recognize the moods of he on whom I can call. I will make allowances for his anger and irritation of today for he knows not the secret of controlling his mind. I can withstand his arrows and insults for now I know that tomorrow he will change and be a joy to approach.

No longer will I judge a man on one meeting; no longer will I fail to call again tomorrow on he who meets me with hate today. This day he will not buy gold chariots for a penny, yet tomorrow he would exchange his home for a tree. My knowledge of this secret will be my key to great wealth.

Today I will be master of my emotions.

Henceforth I will recognize and identify the mystery of moods in all mankind, and in me. From this moment I am prepared to control whatever personality awakes in me each day. I will master my moods through positive action and when I master my moods, I will control my destiny.

Today I control my destiny, and my destiny is to become the greatest salesman in the world!

I will become master of myself. I will become great.