Leadership Three Meetings - Planning, Using Power, Managing People

Author: Shi Yuan
Publisher:
Publish Date: 2006-10-01
Features: Demoralizing the Heart is a Far-Sighted Superior Strategy
The method the censor used to reclaim the great seal from the teaching official was truly ingenious. The ingenuity lay in never directly demanding it, because since he had prepared for it, demanding it without evidence would have been futile. Instead, he employed the tactic of demoralizing the heart, making him comply obediently without a trace of resistance. As Sun Tzu's Art of War says, "To attack the heart is superior to attacking the city; to wage psychological warfare is superior to waging military warfare." Demoralizing the heart has long been regarded as a far-sighted superior strategy, playing a crucial role in addressing long-term considerations.
After the Chu-Han War, Emperor Gaozu of Han, Liu Bang, successively enfeoffed over 20 meritorious officials from his old associates and trusted allies. The officials who were not enfeoffed grew restless and argued over their contributions, with groups of them whispering among themselves in the court every day. The foundation of the state was newly established, requiring stability and unity. Turmoil in the hearts of the people was not a sign of good fortune. How should this situation be addressed?
Liu Bang sought advice from Zhang Liang. Zhang Liang suggested that Liu Bang enfeoff Yongchi, who had old grievances with the emperor but had also achieved numerous merits, as a marquis to demonstrate to the officials and stabilize public sentiment. Liu Bang accepted Zhang Liang's proposal, enfeoffing Yongchi as the Marquis of Shifang. Then, he urged the prime minister and censors to quickly calculate the merits and reward the generals. Seeing that Yongchi was enfeoffed, the generals were delighted, and the phenomenon of wavering loyalty ceased to be seen. With a small trick of demoralizing the heart, Zhang Liang not only corrected Liu Bang's flaw of favoring relatives and acting arbitrarily in rewards but also effortlessly eased the conflicts, won over the people, and stabilized the situation.
This method of appeasing an enemy to solidify the loyalty of the masses was admired by many politicians in later generations.
For leaders, the brilliance of demoralizing the heart lies in the opponent's morale being shattered. Once their heart is "attacked," they become completely devoted and cease to complain. Therefore, it is a wise leadership strategy that leaves no room for regrets.