Sun Tzu and Machiavelli On Strategy

SUN TZU AND MACHIAVELLI ON STRATEGY
Bernard Boar Using a “Dear Abby” format, the author has used the
teachings of Sun Tzu and Machiavelli to address strategic issues and provide
fundamental principles of strategic management.
Why waste time and money on modern consultants when you can go right to the
source? Wun Tzu and Machiavcelli, those seers of old, had a lot to say on strategic
planning, and much of its still holds true.
Two-and-a-half millennia ago, Sun,Tzu, a Chinese philosopher-warrior, wrote The

Art of War, an analysis of military strategy, that is written in such wonderful
metaphorical terms that it applies to almost any type of conflict you can imagine.
His most famous dictum- “it is best to win without fighting”- embodies the heart
of his strategic thinking, which emphasizes winning through vastly superior
positioning so that the actual conflict is anticlimactic.
In 1500, in Florence, Italy, Machiavelli wrote The Prince, a book that provides
extraordinarily deep insights into the psychology and means of leadership during
periods of change and conflict. While Machiavelli is frequently criticized as
immoral, The Prince is more amoral. Machiavelli is best known for advising
Leaders to recognize situations as they are, not as they would like them to be, and
to calculate actions to achieve specific ends. To Machiavelli, the success of an
endeavor is intimately tied to the foresight and virtue of the leadership.
Together, the teachings of Sun and Machiavelli provide an enduring set of

fundamental principles of strategy. So, while it’s not exactly “Dear Abby,” we
thought, let’s ask the great-and inexpensive—gurus for advice on certain modern
issues. Here’s what they had to say. [“ Answers” are quotes taken from the books
in context of the “questions” asked. Ellipses are used to indicate abridgement.
Notes on translation are at the end of the article.—ED.]
BENCHMARKING ----- Dear Machiavelli: I am totally confused about

benchmarking. Isn’t it cheating? Sincerely, Honor Bound
A Prudent man must always follow in the footsteps of great men and imitate those who have
been outstanding.
Dear Bound: “Men nearly always follow the tracks made by others and proceed in
their affairs by imitation, even though they cannot entirely keep to the tracks of
others or emulate the prowess of their models. So, a prudent man must always
follow in the footsteps of great men and imitate those who have been outstanding.
If his own prowess fails to compare with theirs, at least it has an air of greatness
about it. “Machiavelli
DEFENSV VS. OFFENSE-- Dear Sun Tzu: I think my competitor is trying to run me out of
business. How should I defend my organization from attack? Yours, Circling the Wagons
Dear Circling: “ A skillful strategist ruins plans, spoils relations, cuts off supplies,
of blocks the way and, hence, can overcome people without fighting… What
motivates competitors is profit… What restrains competitors is harm… Therefore
wear them out by keeping them busy and not letting them rest… Mare them rush
about trying to cover themselves so they will not have time to formulate plans…
To keep them from getting to you, attack where they will surely go to the rescue.”
Sun Tzu
STRATEGIC ALIGNMENT
DEAR SUN TZU- I’M HAVING TROUBLE WITH ORGANIZATIONAL CONFLICT. What do
I need to do to establish a shared agenda, common purpose, and coordination across my
entire organization? Cordially, Organizationally challenged
Dear Challenged: “ Those who upper and lower ranks have the same desire are victorious…
Those skilled in strategy achieve cooperation in a group so that directing the group is like
directing a single individual with no other choice… Employ the entire force like employing a
single individual… Strategy is a problem of coordination, not of masses. “Sun Tzu
OUTSORCING
Dear Machiavelli: I’m trying to get some perspective on the core-competency-versus-operational-
function issue. Should I outsource functions that have historically been done internally? Help!
Besieged by: Buzzwords
• Dear besieged:” The arms on which a prince bases the defense of his state are either
his own, or mercenary, or auxiliary. Mercenaries and auxiliaries are useless and
dangerous. If a prince bases the defense of his state on mercenaries, he will never
achieve stability or security… The reason for this is that there is no loyalty or
inducement to keep them on the field apart from the little they are paid, and that is not
enough to make them want to die for you…. I conclude, therefore, that
unless it commands it own arms, no principality is secure.” Machiavelli
STRATEGIC ALLIANCES
Dear Sun Tzu. I feel very vulnerable being a small player in a fast-rowing industry.
Best regards, Afraid to Play
Dear Afraid: “ If you carry on alliances with strong countries, your enemies won’t dare
plot against you… Make informed alliances… If you do not compete for alliances and
helpers, then you will be isolated with little help.” Sun Tzu
SUCCESS
Dear Machiavelli: Sometimes I feel unlucky. Why is my success always temporary?
From, A Blue Man
Dear Blue: “Some Princes flourish one day and come to grief the next without
appearing to have changed in character or in any way. This I believe arises because
those princes who are utterly dependent on fortune come to grief when their fortune
changes. I also believe that those who adapt their policy to the times prosper, and
that those whose policies clash with the times do not. This explains why prosperity
is ephemeral… If time and circumstance change, he will be ruined if he does not
change his polity. If he changed his character to the times and circumstances, then
his fortune would not change.” Machiavelli
COMMITMENT
Dear Sun Tzu: My problem isn’t so much designing a perfect strategy, but fully committing
myself to the one I have. Take care, Hesitating
Dear Hesitating: “When an army goes forth and crosses a border, it should burn it
boats and bridges to show the populace that it has no intent of looking back, “Sun
Tzu
CHANGE MANAGEMENT
Dear Machiavelli: I’m in the unenviable position of trying to get my ambivalent, hesitant, and
resistant employees to accept new ideas—and give up[ the old. Very truly your, Pushing
Dear Pushing: “ It should be borne in mind that there is nothing more difficult to
handle nor more doubtful of success, and more dangerous to carry through than
initiating change. The innovator makes enemies of all those who prospered under
the old order, and only lukewarm support is forthcoming from those who would
proper under the new. Men are generally incredulous, never really trusting new
things unless they have tested them by experience. “ Machiavelli
ORGANIZATION STRUCTURE
Dear Sun Tzu: Which comes first, strategy or organizations? Faithfully, trying to
Cross the Road
Dear Road Runner: “Structure depends on strategy. Forces are to be structured

strategically based on what is advantageous. : Sun Tzy
VISION
Dear Machiavelli: I am really bogged down in day-to-day issues. How far in advance do I have to
plan? With respect, Resists Horizon Scanning
Dear Resists: “ All wise rulers must cope not only with present troubles but also with ones
likely to arise in the future and assiduously forestall them. When trouble is sensed well in
advance it can easily be remedied; if you wait for it to show itself, any medicine will be too
late because the disease will have become incurable… Disorders can be quickly healed if
they are seen well in advance…. When, for lack of a diagnosis, they are allowed to grow in
such a way that everyone can recognize them, remedies are too late. “Machiavelli
STRATEGY DEVELOPMENT
Dear Sun Tzu: Is the most critical benefit of strategic planning the plan itself or the process of
focused thinking about business? Thanks for your help, Deep Thinker
When your strategy is deep and far-reaching, then what you gain by your calculations is much, so you
can win before you even fight.
Dear Deep: “ When your strategy is deep and far-reaching, then what you gain by your
calculations is much, so you can win before you even fight. When your strategic thinking
is shallow and near sighted, then what you gain by your calculations is little, so those with
no strategy cannot but be defeated. Therefore it is said that victorious warriors win first
and then go to war, while defeated warriors go to war first and then seek to win. “ Sun Tzu
ACCONTABILITY
Dear Machiavelli: I’ve always been good at getting the right advice from the right time. Still, thins
aren’t going so well lately. What am I doing wrong? Best regards, Just Curious
Dear Curious: A prince must always seek advice. He should be a constant questioner,
and he must listen patiently to the truth regarding what he has inquired about…. A prince
who is not himself wise cannot be will advised. When seeking advice of more than one
person, a prince who is not himself wise will never get unanimity in his councils or be
able to reconcile their views. Each councilor will consult his own interest; the prince
will not know how to correct or understand him. So the conclusion is that good advice,
whomever it comes from, depends on the shrewdness of the prince who seeks it [ i.e.,
interprets it- ED.] and not on the shrewdness of the prince on good advice [who merely
seeks it—ED.]” Machiavelli
[Note: All quotes by Sun Tzu are from The Art of War, translated by Thomas Clearly and
published by Shambhala Publications in Boston. Machiavelli is quoted from The Prince,
translated by George Bull and published by Penguin Books in New York]

Sun Tzu and Machiavelli On Strategy

Uploaded by

Copyright:

Available Formats

Sun Tzu and Machiavelli On Strategy

Uploaded by

Document Information

Original Title

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

Sun Tzu and Machiavelli On Strategy

Uploaded by

Copyright:

Available Formats

SUN TZU AND MACHIAVELLI ON STRATEGY

Two-and-a-half millennia ago, Sun,Tzu, a Chinese philosopher-warrior, wrote The

Together, the teachings of Sun and Machiavelli provide an enduring set of

BENCHMARKING ----- Dear Machiavelli: I am totally confused about

Dear Road Runner: “Structure depends on strategy. Forces are to be structured

You might also like