#13 The Art of Deception: How Sun Tzu’s Ancient Wisdom Outsmarts Modern Manipulation

As said, knowing evil doesn’t mean doing it; the knowledge saves us from it. The awareness of baits means not being snared by emails proclaiming, “CONGRATULATIONS! You have won US$1 million!”

We will likewise trash emails seeking our cooperation for transfer of millions of dollars into our bank account because a certain country is facing civil unrest, and the money may be lost unless moved out quickly. Many who swallowed the bait of a large reward had revealed they were subsequently asked to pay “processing fees” followed by “taxes” or other payments to enable the transfer. By the time tthey realized they had been duped, it was too late. Sadly, despite news reports and police warnings, greed ensures many people still swallow such baits.

Baiting

In Sun Tzu’s era, baits took the forms of a seemingly abandoned camp or lightly-guarded convoy of cargo, etc. Today, businessmen often bait customers with announcements like, “Hurry! Clearance Sales – Only While Stocks Last”, “Mystery Gifts for First 300 Shoppers!” or “Congratulations, you have been selected to participate in our lucky draw to win a free trip to Paris”, etc. These legitimate baits have increased sales.

“Loss-leaders” are baits used by supermarkets. Selected consumer items are deliberately sold below cost to attract shoppers. Astute shoppers will know it is not cost-effective to drive all the way just for that item unless they also have a list of other things to buy or petrol is free.

Many management trainers have baited corporations with cheaper fees. Although they may have the qualifications and some managerial experience, they may still lack the calibre to train those who are in senior positions.

Feigning

Next to baiting is feigning. This may occur when we pretend to be weak, meek, or sometimes, even stupid. As we are only pretending, our assumed traits are calculated to play up the enemy’s ego and so, lull him into a false sense of strength and superiority.

When combined with the bait of flattery to stroke his arrogance, it may be even more difficult for him to resist giving us whatever we are asking. Having had used these tactics in negotiations, I know how powerful feigning can be.

The key to successful feigning is to rid ourselves of ego. Know for a start that only those with big egos are vulnerable. They will lower their guard to disclose vital information, and get into the trap set for them. Many deals have thus been closed in this way, with one party smugly believing he has the upper hand over his foolish adversary. It is really the latter who has the last laugh.

In 1991 after I joined KFC Singapore as Director of Operations, I found an incurable Mr. Opposition among the six managers reporting to me. Should I tell him to do something, his reply would be “It’s impossible” or “It cannot be done.” After a while, I resorted to feigning. I would not tell him what was actually on my mind but instead would start off with his own words of “impossible” and “cannot be done.”

For example, when I wanted more light bulbs to be put up in a particular area of a restaurant, I would tell him, “I don’t think more lights can be put up in this corner” or “I don’t think it’s possible to put up more lights here.” True to his character, he would retort, “Who says?” Thereafter, he would put up those lights just to prove me wrong.

It went on for a while until Paul De Cruz caught on to my game. By then, he had learned that I was not as technically ignorant as I feigned to be. Besides, he respected me for always giving him credit for whatever he had done.

Indeed, who says we cannot use deception positively?