Chapter 8 Keep the interests of the other party in mind and let the other party know

Generals are wisdom, faith, benevolence, courage, and strictness. This is Sun Tzu's ranking of "general" personality. He ranked "wisdom" first, while "courage" ranked fourth.Sun Tzu emphasizes wise generals rather than brave generals.Because Sun Tzu's values ​​are to win first and then fight, and to subdue the enemy without fighting. First of all, he emphasizes the use of wisdom.People often say that wisdom and courage are both perfect, but Sun Tzu added faith and benevolence to the wisdom and courage.How to solve it? What is "wisdom"? Du Mu's commentary said: "The way of the former kings is to benevolence first. The military strategists use wisdom first." Wisdom recognizes changes in power and adapts.

Shen Baoxu said: "If you are not wise, you will not be able to know the extremes of the people, and you will not be able to understand the strengths of the world." Knowing the limits of one's own strength, measuring the general trend of the world, planning in the temple, and adapting to the battlefield all rely on wisdom. But wisdom, trustworthiness, benevolence, bravery and strictness are not a simple order, let alone an independent existence, and must have all five virtues. Jia Lin's commentary said: "Wisdom is full-time, and you are a thief. If you are benevolent, you will be cowardly. If you stick to your trust, you will be stupid. If you rely on courage, you will be violent. If you are too strict, you will be crippled. Only when you have all five, and each is suitable for its use, can you be a general."

Mei Yaochen said: "Wisdom can make plans, faith can reward and punish, benevolence can follow the crowd, courage can be decisive, and strictness can establish prestige." Wang Xi said: "A wise man sees foresight without confusion, is able to plan, and is able to adapt to changing circumstances; a trustworthy man, who commands orders; a benevolent man, who only caresses compassion and wins people's hearts; Serve the hearts of the people with majesty. The five are necessary, and the other is indispensable." This is the commentary of each school on "wisdom, trust, benevolence, courage and strictness".

What is "letter"? Du Mu's annotation is accurate: "Believers make people not confused by punishment and reward." Faith means that rewards and punishments are clearly defined. Everyone knows very well what punishment they will receive for what mistakes they make, and what rewards they will receive for what meritorious deeds they make. Qin's destruction of the six kingdoms relied on the word "faith".This letter is not a letter to the Six Kingdoms, but a letter to the Qin people and the Qin army, which is to be conferred entirely on military merit.What does it mean to take the enemy's "head", that is, to take one of the enemy's heads and be promoted to a rank!The standard of reward and punishment is implanted in terms of words. A human head is not called a human head, but a first-level title.Who in the state of Qin does not strive to be the first?

Shang Yang's reform started from Lixin, the so-called standing wood to win trust, erecting a piece of wood at the south gate of the capital, and pasting a notice, whoever carries this piece of wood to the north gate will be rewarded with ten taels of gold.No one believed it.Mention fifty taels!Someone tried it and got fifty taels of gold.From now on, the people will believe whatever the government says. Faith, then the hearts and minds of the people will be available.If you don't believe it, the hearts of the people and the power of the people will be useless. Faith, there is a letter of clear rewards and punishments, and there is also a letter of tacit understanding.Because many times you are not the supreme commander, you are not the king, and you do not have all the powers of rewards and punishments.But you are also a first-level leader, and you have to lead troops to fight.In this case, West Point Military Academy has a requirement for leadership——

Have the other person's interests in mind and have the ability to make it clear to the other person. Therefore, faith is not only a mechanism, but also a kind of personality force.First of all, you have to keep the other person in your heart, which is very essential.If you don't pretend to be in your heart, you can't really believe it.Second, you must have the ability to let the other party know.Don't pretend to be him, but he doesn't know, he ran away. The third lecture is "benevolence". Du Mu commented: "The benevolent person loves people and compassion, and knows how to work hard."

"Love people and be sympathetic to things", the four words are very essential, to love people, but also to be sympathetic to things.Cherishing public property is also benevolence, and using something without cherishing it and wasting it at will is also inhumane.If you are the last one to leave the office after working overtime, do not turn off the computer, do not turn off the air conditioner, or even forget to turn off the lights, this is inhumane and unkind. Ren, you have to work hard.Shen Baoxu said: "If you are not benevolent, you will not be able to share the suffering of hunger and labor with the three armies." It is also inhumane for leaders not to eat, live and work with everyone.

Benevolence means loving soldiers like children.Wu Qi's famous story: A soldier had a sore on his foot, and Wu Qi buried his head and sucked it with his mouth.The soldier's mother burst into tears when she heard about it.Someone asked: "The general is so kind to your son, why are you crying?" The mother replied: "At the beginning, my husband had sores on his feet. General Wu sucked him with his mouth, and he was so moved that he died in battle. Now my son is sure. Don't die!" "Courage", Du Mu commented: "A brave man wins decisively and takes advantage of the situation without hesitation."

Courage is to decide to fight together, to make a decisive decision, and to move forward bravely.Hesitant (qun) to patrol means to hesitate, to give in.Military strategists say that a certain person is "planning without decision", always planning, but can't make a decision, why?No courage!This is also common in actual work.We sometimes say that someone "can't make a decision", he looks forward and backward, hesitates, and everyone with him is anxious, this is lack of courage. Without courage, one is that one cannot make a decision; the other is that after making a decision with great difficulty, the execution is not firm, and one always wants to shrink back, and finally shrinks oneself away.No matter what you do, you must have the spirit of sacrifice and live to death.Although our intention is to win first and then fight, there has never been a 100% victory in the world. Without courage, nothing can be done.

"Strict", Du Mu commented: "Strict ones will punish the three armies with power." This is why famous generals in ancient times always find fault with killing people to establish their prestige as soon as they send troops. It is best to kill the emperor's cronies and those who think they have "backing".The grandson killed the favorite concubine of King Wu, and Sima Rangju (rang ju) killed the emperor's confidant Zhuang Jia.And every time troops are dispatched, someone will be killed, because these people don't study! People who think they have a backer are the most likely to be pulled out to sacrifice the flag when they are reforming and rectifying, or when they go to war. No loss to the country.So to be a human being, rely on what you don't rely on.If your backing mountain collides with other mountains, you will be smashed to pieces.You think you are part of the mountain, but a gust of wind will blow you off the cliff.If the backing mountain collapsed, it would be even more terrifying, because all those who leaned on the mountain would be buried alive.Therefore, a gentleman walks the middle way, relies on his own independent personality and value to settle down, abides by discipline, abides by the law, and knows where to stop.Finding a backer is the heart of a villain, and it can only be the fate of a villain.

"Wisdom, trustworthiness, benevolence, courage and strictness" is easier said than done.How to do it? Zeng Guofan's scholar leads the army, and reads "Sun Tzu's Art of War" every day, "Wisdom, Faith, Benevolence, Courage and Strictness", comparing himself, he has never fought a war, so how can he have any wisdom!Faith, benevolence, can make do.Being brave, I am not greedy for life or afraid of death, but a weak scholar, without the strength to restrain a chicken, can't be brave no matter how brave he is.Yan, he did it. He believed that the chaos in the world was due to the accumulation of "decades of people who should be killed but not killed", "killing people like hemp, benevolence and righteousness in the world", killing them is the greatest benevolence and righteousness to the people, and finally got a "Zeng Shaved" nickname. How can wisdom and courage make up for each other?No matter how he looked at himself, he was far behind, and the peasant generals under him were even worse. He later summed up two words: Lian and Ming. Sun Tzu's way of general is "wisdom, trustworthiness, benevolence, courage and strictness", and Zeng Guofan added the word "clean and bright".He said that soldiers can't ask whether the general is resourceful and capable of fighting.But everyone is focused on their own interests, and they are very concerned about whether the general is clean in terms of money, and whether the recommendation and promotion of his subordinates is fair.If you are not greedy for money, he will obey you.So "clean" means that the accounts are open and transparent.A corrupt army cannot fight if it is clean and honest.You are honest and upright, but you often relax the small rewards for your subordinates, so that everyone can get some benefits from time to time. This makes everyone obey you and is willing to follow you. "Ming" means to see the performance of subordinates one by one.At the moment of battle, who will charge forward, who will follow up, who will fight desperately, and who will avoid danger first, all can be clearly seen and recorded.In normal times, everyone's diligence and indolence in doing things are also checked in detail.In this way, rewards and punishments can be timely, accurate and appropriate. As a general, whether to take the lead or not is second.Because you are often commanding from behind, not rushing in front.The most important thing is not even a masterful strategy and a well-determined command, but a fair distribution. You know who has what credit, and you can accurately measure rewards and punishments. Then everyone can rest assured that everyone is brave and will work hard for you. So as a leader, don't just focus on things, but focus on people.Don't let everything go well when things are done well. You have to be very clear about the role of each of your subordinates in the process of handling this matter, and be able to make rewards and punishments. Only then can your affairs be run better and better. Xiang Yu charged forward and took the lead, while Liu Bang only cared about rewards for meritorious deeds and punishment for demerits.As a leader, it is much more important to stand behind and see everyone's credit and fault clearly, and to reward and punish accurately than to lead the way. Zeng Guofan said that based on the word "integrity and integrity", "wisdom, trust, benevolence, courage and strictness" can be accumulated.Without the foundation of "integrity and integrity", one cannot convince the public, rewards and punishments are not accurate, and "wisdom, trustworthiness, benevolence, courage and strictness" are also empty.