tHE aRMY ON THE mARCH

When engaged in any conflict or competitive endeavor, it behooves the wise to attend to his opposition’s actions. Words lie, and even one’s own thoughts are often wrong—only after disaster does one take notice, like dreams seeming strange only after waking. Actions, however, are objective. They reveal intentions of which even the enemy may be unaware. And in understanding one’s opposition’s intentions, one can act preemptively: one can move deliberately yet seemingly with the speed of lightning.

When the enemy is close at hand and remains quiet, he is relying on the natural strength of his position.

When he keeps aloof and tries to provoke a battle, he is anxious for the other side to advance.

If his place of encampment is easy of access, he is tendering a bait.

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The rising of birds in their flight is the sign of an ambush. Startled beasts indicate that a sudden attack is coming.

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Humble words and increased preparations are signs that the enemy is about to advance.

Violent language and driving forward as if to the attack are signs that he will retreat.

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Peace proposals unaccompanied by a sworn covenant indicate a plot.

When some are seen advancing and some retreating, it is a lure. (Sun Tzu 82)

In every case, the throughline remains constant. What is presented is not that which is to be observed. Instead, the victor looks to what is occurring as-it-is, as opposed to as it is being shown. In warfare, the applications are obvious. Each general attempts to trick the other into wrong-headed assumptions which, if acted upon, will expose vulnerabilities in his opponent. In single combat, too, the same is true. A mistaken step or missed punch or kick can result in an opening being exploited.

So, too is this true in myriad other domains. At the level of the state, appearing strong or weak in a particular way may discourage or encourage countries in competition to shy away or over-extend. Perhaps a competitor nation invests heavily in some natural resource as to temporarily flood the market as drive down prophet. In this case, such a nation desires for others to retreat, to seek profit elsewhere that said nation can seize dominance over that market. Likewise, the opposite is true. A nation may hold itself back, biding its time until its competition has invested too much to turn back. Then the sudden flood comes, undercutting the enemy all at once and crushing they who walked into the trap.

In business as well, observing how the bystanders are reacting to one’s opponents can tell much more than professed intentions. If customers suddenly flee from a profitable product, the seller is likely to make a sudden and aggressive move. And if, in one’s dealings, one encounters someone who refuses to put the negotiated details in clear writing, he can be known for the cut-throat and charlatan that he is.

The man who pretends to be a friend is salesman; do not trust him. The man who feigns indifference to your patronage is lying; he needs money as much as he does friendship.

And yet, among allies, the opposite is true. In order to operate as a well-oiled machine, a combination of affection and fear must be present—in that order:

If soldiers are punished before they have grown attached to you, they will not prove submissive; and, unless submissive, they will be practically useless. If, when the soldiers have become attached to you, punishments are not enforced, they will still be useless.

Therefore soldiers must be treated in the first instance with humanity, but kept under control by means of iron discipline. This is a certain road to victory. (83)

With discipline and awareness of the enemy or obstacle established, one can then apply such discipline and awareness to oneself. One can become practiced enough to be conscious of mistakes when moving—either an army or associates.

Do not climb heights in order to fight. So much for mountain warfare....

Do not move upstream to meet the enemy. So much for river warfare....

If forced to fight in a salt marsh, you should have water and grass near you, and get your back to a clump of trees. So much for operations in slat marches.

In dry, level country, take up an easily accessible position with rising ground to your right and at your rear, so that the danger may be in front, and safety lie behind. So much for campaigning in flat country. (80)

Extreme efforts are often lauded, and people are impressed when great challenges are overcome. However, the truth is that such feats are wasteful and are likely to lead to defeat. The easy way is the right way when it comes to conflict and competition. Therefore, one should not exhaust oneself before facing the enemy by meeting him on difficult terrain. One should not paddle upstream and then fight. It is better to choose the battlefield which one wants to fight on and to ensure the opponent either must come there or else be avoidant. This is not different than choosing to compete in a hierarchy in which one already has the advantage.

If choosing the ground is not possible, and one must fight while struggling merely to travel (such as the life of an upstart entrepreneur or starving artists), the all one can do is to ensure the worst case scenario is not as disastrous as total annihilation. One should keep some route in which to retreat, regroup, and fight again in better conditions.

Thus should the wise man attend—to his enemy, to his friends, and to his environment.

Sun Tzu. The Art of War, translated by William Ridgeway, Sweetwater Press, 2008.