孙子兵法和谈判

機動戰ManeuverWarfareEricK.ClemonsandJasonA.Santamaria二十一世紀的商業環境特色:快速的變遷rapidanddisruptivechange稍縱即逝的機會fleetingopportunities不完全的資訊incompleteinformation完全的不確定與失序overallsenseofuncertaintyanddisorder機動戰強調利用這種戰爭中的不確定性與失序，去打敗敵人。而不是去避免這些不確定性。Moreover,maneuverwarfaredoesn'taimtoavoidorresisttheuncertaintyanddisorderthatinevitablyshapearmedconflict;itembracesthemaskeystovanquishingthefoe.故兵無常勢，水無常形。能因敵變化而取勝者謂之神(虛實篇)。機動戰不是要你在數目上壓倒敵人，而是要你從側翼包圍他，攻擊它的弱點，使它無法準確分析情勢，讓我們得以最少的資源，獲得決定性的勝利。Furthermore,theapproach–withitsfocusnotonoverpoweringarivalbutonoutflankinghim,targetinghisweakness,andrenderinghimunabletoanalyzethesituation–canhelpacompanytoachieveadecisiveadvantagewithaminimaldeploymentofresources.故用兵之法，十則圍之，五則攻之，倍則分之。(謀攻篇)激水之疾至於漂石者，勢也。(軍勢篇)機動戰的七個指導原則針對敵方弱點TargetingcriticalvulnerabilitiesAnalyzeandprobecompetitorswiththeaimofidentifyingandrapidlyexploitingthoseweaknessesthatwilldothegreatestdamagetotheircompetitiveposition.故善用兵者，避其銳氣，擊其惰歸，此治氣者也。以治待亂，以靜待譁，此治心者也。以近待遠，以佚代勞，以飽待飢，此治力者也。無邀正正之旗，勿擊堂堂之陣，此治變者也。(軍爭篇)膽識BoldnessTakecalculatedrisksthathavethepotentialtoachievemajor,market-shiftingresults.談判也一樣，不是不能冒險，而是風險必須是算過的。勝兵先勝而後求戰，敗兵先戰而後求勝。(軍形篇)奇襲SurpriseUsestealth,ambiguity,anddeceptiontodegradethequalityofinformationavailabletocompetitorsandimpairtheirabilitytodeployresourcesefficiently.故善戰者致人，而不致於人(虛實篇)出其所不趨，趨其所不意(虛實篇)故形兵之極，至於無形。無形則深間不能窺，智者不能謀。(虛實篇)兵以詐立(軍爭篇)故能而示之不能，用而示之不用(始計篇)集中焦點FocusConcentrateresourcesatcriticalpointsandtimestocapitalizeonkeymarketopportunities.塗有所不由，軍有所不擊，城有所不攻，地有所不爭(九變篇）分散決策權DecentralizedDecisionMakingGiveauthoritytothosewhoareclosesttothepointofdecisionandwhopossesssuperiorlocalinformation.Aligntheseindividualdecisionsbycommunicating“commander’sintent”–thedesiredfinalresult–throughouttheorganization.君命有所不受。(九變篇）故戰道必勝，主曰無戰，必戰可也。戰道不勝，主曰必戰，無戰可也。(地形篇)將能，而君不御者，勝。(謀攻篇)迅速的步調RapidtempoIdentifyopportunities,makedecisions,andimplementplansmorequicklythancompetitorsdoinordertoseizetheinitiativeandforcethemintoaconstantstateofreaction.進而不可禦者，衝其虛也。退而不可追者，速不可及也。(虛實篇)故兵聞拙速，未睹巧之久也。(作戰篇)武力結合CombinedArmsLookforwaystocombineresourcessothatthereturnsgeneratedbythewholearegreaterthanthosegeneratedbytheindividualparts.我專為一，敵分為十，是以十攻其一也。則我眾而敵寡，能以眾擊寡者，則吾之所與戰者，約矣。(虛實篇)