The 36 Strategems

In the 36 Strategems, we'll examine the use of tactics passed down over generations, and apply these to contemporay business cases.

"Exchange a Brick for a Jade" examines the principle of trading something of little value for something of more value, and we explore how Microsoft used this tactic against Sony.

"To Catch Something, First Let it Go" demonstrates how letting an opponent escape is often preferable to defeating them, and we see how Coca-Cola and Pepsi have utilized this in their epic rivalry.

"Besiege Wei to Rescue Zhao" describes the tactic of coordinating ones attach with an allay and describes how Starbucks has used this against local coffee shop competitors.

"Trouble the Water to Catch the Fish", illustrates the tactic of creating confusion around an adversary and how to then exploit his weakness, and how Microsoft has used this effectively.

"Remove the Firewood from Under the Pot" explores how to avoid powerful enemies head-on, instead seeking to exploit their weakest link, and how Sony used this tactic in the purchase of Columbia Pictures and CBS.

"Lure the Tiger from the Mountain" outlines how even with unfavorable natural conditions one can trap an opponent in a difficult position and how Ben & Jerry's deployed this successfully against Haagen-Daz.

Understanding these 36 famous tactics will prove invaluable when conducting business in China, whether you utilize any yourself, or simply understand when others are deploying these against your team.