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Productivity and

Innovation

Sun Tzu Art of War for

Productivity and Innovation

Andy Ng MBA

Business Coachand Trainer

www.asiatrainers.comTel: 65-8201-4347

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Your Business Coach Your Business Coach Andy NgAndy Ng• CA with MBA from UKCA with MBA from UK• 29 years experience in training, 29 years experience in training,

consultancy and coachingconsultancy and coaching• Since 2001, running own Since 2001, running own

business in consulting/trainingbusiness in consulting/training• Specializes on 3 topics: Sales, Specializes on 3 topics: Sales,

Management and FinanceManagement and Finance• Also leading a team of 4 in a Also leading a team of 4 in a

global e-commerce businessglobal e-commerce business• Happy Man, Son, Husband & Happy Man, Son, Husband &

Father (of 3 happy children)…Father (of 3 happy children)…

www.facebook.com/AndyTheCoach

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Email andythecoach@gmail.com Email andythecoach@gmail.com Blog: www.AndyNgTrainer.blogspot.sg Blog: www.AndyNgTrainer.blogspot.sg Videos: www.youtube.com/AndyNgCoachVideos: www.youtube.com/AndyNgCoachFB: www.fb.com/AndyTheCoach & FB: www.fb.com/AndyTheCoach &

www.slideshare.net.AndyTheCoach1www.slideshare.net.AndyTheCoach1

Join Me on WeChat

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Latest Article in Straits Times: 2 August 2016Latest Article in Straits Times: 2 August 2016http://asiatrainers.com/index.php/resources/articles/547-the-7-inescapable-tips-to-survive-in-the-corporate-world

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List of courses at www.asiatrainers.com

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Straits Times 4 July 2011Straits Times 4 July 2011

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Lianhe Zao Bao Dec 2010Lianhe Zao Bao Dec 2010

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Sun Tzu Art of War forSun Tzu Art of War forProductivity & InnovationProductivity & Innovation

1.1. True meaning of Productivity True meaning of Productivity and Innovationand Innovation

2.2. Art of War: Win To FightArt of War: Win To Fight3.3. Five Elements of Art of WarFive Elements of Art of War4.4. How to Win Without FightingHow to Win Without Fighting5.5. Five Strategies of Art of WarFive Strategies of Art of War6.6. Ultimate of Art of War: Win the Ultimate of Art of War: Win the

Entire NationEntire Nation

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Why Businesses Are Stuck…Why Businesses Are Stuck…

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Fax, internet, Email, Mobile Phone

Land

Metal, then plastics

Clarity, Leadership, Education

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1. Crowd Sourcing vs Own Sourcing2. Disruption vs Corruption3. Collective Individual Power vs

Collection of Power

Do Things Differently

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Productivity and InnovationProductivity and Innovation

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Productivity and Innovation: true meaningProductivity and Innovation: true meaning

1. Doing the Right Things and Doing Things Right

2. Achieving Outcome with Right Processes

3. Take care of Stakeholders4. Ecological and Evolving5. Material and Non-Material 6. Feeling not just feeding

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Where’s the starting? Ending?

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Journey Not Just Destination

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We are all warriors, We are all warriors, fighting on the insidefighting on the inside

How is the Art of War How is the Art of War Relevant for Daily Life?Relevant for Daily Life?

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Name: Sun Wu 孙武 Author of 孙子兵法 Art of War Born 544 BCE to 496 BCEVocation: Military StrategistOrigin: Qi (today’s Shangong province, China)

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Story of the Story of the ConcubinesConcubines

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Myths and Truths of Sun Zi Art of WarMyths and Truths of Sun Zi Art of War

MythMythPhilosophyPhilosophy Aggression and Hostility Aggression and Hostility

GoalGoal Win all wars at all costsWin all wars at all costs

Main WeaponsMain Weapons 1.1. Advanced warfareAdvanced warfare2.2. Lots of weapons and menLots of weapons and men3.3. Deadly toolsDeadly tools

OutcomeOutcome Destroy EnemyDestroy Enemy

Appear asAppear as Cunning, Crafty, Cruel, Cunning, Crafty, Cruel, DeceptiveDeceptive

TruthTruthStrategic and HarmonyStrategic and Harmony

War is expensive, so is winningWar is expensive, so is winning

1.1. Advanced mind warAdvanced mind war2.2. Minimum weapons and men Minimum weapons and men 3.3. Tools that achieve the most Tools that achieve the most

with the least damagewith the least damage

Subdue enemy and make him Subdue enemy and make him your allyyour ally

Moral is paramountMoral is paramountUse Deception (alter Use Deception (alter perception) but not Deceptiveperception) but not Deceptive道 天 地 将 法

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You don’t Fight to WinYou Win before the Fight

In work, you don’t work to be productiveYou be productive before you work

Causing the Effect, Not Cause and Effect

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Sun Zi’s 5 ElementsSun Zi’s 5 Elements

1.1. PurposePurpose2.2. ClimateClimate3.3. SupportSupport4.4. LeadershipLeadership5.5. MethodsMethods

道 天 地 将 法

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Strong Dao: Worthy CauseStrong Dao: Worthy Cause

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1.1. Cause Worth Fighting ForCause Worth Fighting For2.2. Purpose (Compelling Reason)Purpose (Compelling Reason)• Mission and Vision, the Why (Purpose)Mission and Vision, the Why (Purpose)3.3. Moral, not just Legal Moral, not just Legal 4.4. Governance and SystemsGovernance and Systems5.5. Who Does What by When, and WhyWho Does What by When, and Why

1. 道 Purpose

Mission is about AlignmentBelief that you’re Right and People Believe in Your Belief

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1.1. Atmosphere and SpiritAtmosphere and Spirit2.2. Business Climate, Economic Climate, Business Climate, Economic Climate,

Industry ClimateIndustry Climate3.3. Environment – political, social,Environment – political, social,4.4. Trends Trends

““A Leader’s Job is to Create the Right A Leader’s Job is to Create the Right Climate” Andy Ferrari NormanClimate” Andy Ferrari Norman

2. 天 Climate

Climate of Love, not Hate

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3. 地 Ground Support1.1. On the ground, the real feelOn the ground, the real feel2.2. Realist, not Pessimist or OptimistRealist, not Pessimist or Optimist 3.3. Support from all parties: Suppliers, Support from all parties: Suppliers,

Customers, Financial markets; Local and Customers, Financial markets; Local and OverseasOverseas

4.4. Physical and Geographical terrainPhysical and Geographical terrain5.5. Support from the peopleSupport from the people 全

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To go higher you need to go down more (gua ren 寡人 )

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4. 将 Leadership1.1. Capabilities in 5 attributes: Wisdom, Capabilities in 5 attributes: Wisdom,

Sincerity, Courage, Benevolence and Sincerity, Courage, Benevolence and Strictness ……Strictness ……

2.2. If reckless, can be killedIf reckless, can be killedIf quick-tempered, can be easily If quick-tempered, can be easily provokedprovokedIf sensitive to honor, can be insulted If sensitive to honor, can be insulted easilyeasilyIf over compassionate to the people, If over compassionate to the people, can be easily harassed can be easily harassed

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4. 将 LeadershipQuality of Leadership = Quality of TeamQuality of Leadership = Quality of Team

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1.1. Methods are similar in managing large or Methods are similar in managing large or small teamssmall teams

2.2. Order in Methods through law (policies, Order in Methods through law (policies, rules and regulations)rules and regulations)

3.3. Organization StructureOrganization Structure4.4. Technologies and ProceduresTechnologies and Procedures5.5. Strategy must be right first, then Tactics Strategy must be right first, then Tactics

can support the Strategy can support the Strategy

5. 法 Methods

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Which Marketing do you Choose?Which Marketing do you Choose?

Test AdvertisementTest Advertisement AA BBAdvertisement CostAdvertisement Cost $1,000$1,000 $1,000$1,000No. Of LeadsNo. Of Leads 1,0001,000 100100No. of customersNo. of customers 100100 5050Ave $$$ SaleAve $$$ Sale $500$500 $1,000$1,000Ave $$$ ProfitAve $$$ Profit $200$200 $200$200Lifetime ValueLifetime Value $5,000$5,000 $10,000$10,000ReferralsReferrals 1010 22

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Sun Zi’s PhilosophySun Zi’s Philosophy1. Win without FightingInstead of just setting Targets and KPIs for your

team to achieve, focus on• Building a winning Vision that attracts ideas from

your team• Build so much desire into the Vision that your

team will set their own goals and will even die to achieve them

2. If engage in conflict, must WinGo all out to win in in your pursuit

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Win without FightingIt’s best to subdue the enemy without fighting* Don’t force them, influence them to want to

follow you willingly and happily1.1. Influence them to Influence them to

achieve their own goalsachieve their own goals

2.2. Form Work Form Work Improvement Groups Improvement Groups

3.3. Criticize their behavior Criticize their behavior in workplacein workplace

4.4. Force them to change Force them to change when they don’t like itwhen they don’t like it

1.1. Best way is to Align Best way is to Align yourself with people’s yourself with people’s strategy strategy 上兵伐謀上兵伐謀

2.2. 2nd best is Diplomacy/ 2nd best is Diplomacy/ Alliance Alliance 其次伐交其次伐交

3.3. 33rdrd best is Field Attack best is Field Attack 其次伐兵其次伐兵

4.4. Worst is to Attack Worst is to Attack Walled Cities Walled Cities 其下攻城其下攻城

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Art of War Key Strategies Art of War Key Strategies

1.1. Inner Knowledge Inner Knowledge 2.2. Occupy the High Ground Occupy the High Ground 3.3. Right Time and TimingRight Time and Timing4.4. Be EfficientBe Efficient5.5. Right use of Deception (Psychology) - Right use of Deception (Psychology) -

Use of Tactics or StratagemsUse of Tactics or Stratagems

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1. Inner Knowledge“Know Yourself and Others and All Your Battles will be in no Peril” 知己知彼 , 百战不殆

Do You Really Know People?Know their Character,

Strengths and Weakness, Frustrations and Hopes

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1.1. Go to the root of all issues in P & I, which is Go to the root of all issues in P & I, which is ……

2.2. Know people’s weakness but focus on Know people’s weakness but focus on leveraging on their strengths leveraging on their strengths

3.3. Pretending not to know so that can draw Pretending not to know so that can draw out from people (coaching instead of out from people (coaching instead of telling)telling)

4.4. Turn all ‘NO’ answes into ‘Need to kTurn all ‘NO’ answes into ‘Need to kNONOw w More’ requestsMore’ requests

Applying Inner Knowledge to Productivity and Innovation

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Top 10 Different Types of Top 10 Different Types of PeoplePeople

1.1. Fast Fast SlowSlow2.2. Technology Technology Manual Manual 3.3. DoerDoer TalkerTalker4.4. LeaderLeader FollowerFollower5.5. SelflessSelfless SelfishSelfish6.6. Risk TakingRisk Taking CarefulCareful7.7. EmotionalEmotional LogicalLogical8.8. Big PictureBig Picture DetailedDetailed9.9. PragmaticPragmatic PerfectionistPerfectionist10.10.Principle-centeredPrinciple-centered Benefit-centeredBenefit-centered

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The Fastest Way to Know The Fastest Way to Know People is to have EmpathyPeople is to have Empathy

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1.1. High Ethical GroundHigh Ethical Ground2.2. Connecting Vision statement, Motivating Connecting Vision statement, Motivating

Mission Statement, Empowering CultureMission Statement, Empowering Culture3.3. Reach people at the highest level possibleReach people at the highest level possible4.4. High Thoughts High Thoughts 5.5. High Mental GroundHigh Mental Ground• Think of What You Want (Law of Attraction)Think of What You Want (Law of Attraction)• Positive Talk (eg don’t say ‘No’, say “Yes, I can Positive Talk (eg don’t say ‘No’, say “Yes, I can

xxx when you yyy”xxx when you yyy”• Non Commanding Talk (not “You’ll have to” but Non Commanding Talk (not “You’ll have to” but

“Yes, the best thing to do is xxx”)“Yes, the best thing to do is xxx”)

2. Occupy the High Ground

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3. Right Time and Right Timing

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1.1. Shorten the Change Cycle by Shorten the Change Cycle by alwaysalways ask ask for commitment (when you give something)for commitment (when you give something)

2.2. Don’t waste time: mention the headline Don’t waste time: mention the headline benefits before detailingbenefits before detailing

3.3. Know the best and worst time to implement Know the best and worst time to implement changeschanges

4.4. Timing to get Maximum achievement …Timing to get Maximum achievement …5.5. Rapid action beats slow action (prevent Rapid action beats slow action (prevent

rumors from spreading)rumors from spreading)

3. Right Time and Timing“While we have heard of stupid haste in war, we have not yet seen a clever victory that was prolonged” Sun Zi

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1.1. Get answers from staff through Asking Get answers from staff through Asking Questions Questions

• What they say = 20 times of what you sayWhat they say = 20 times of what you say2.2. Sure-win Structure to Influence People:Sure-win Structure to Influence People:• Create or Find a Need through RelationshipsCreate or Find a Need through Relationships • Maximize the NeedMaximize the Need• Fill the Need – find solutions, call for Fill the Need – find solutions, call for

action, follow up until need is fulfilledaction, follow up until need is fulfilled* Case: Persuade staff to work on Sat w/o pay* Case: Persuade staff to work on Sat w/o pay

4. Be Efficient“A wise general get provisions from the enemy areas. 1 zhong of grain obtained from the local area = 20 zhong shipped from home” Sun Zi

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5. Right Use Deception: Changing of Perception

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Not cheating or deceiving people but…Not cheating or deceiving people but…Adjusting of Adjusting of PerceptionPerception (Positioning) to (Positioning) to

fulfill the Dao (Purpose) to HELP themfulfill the Dao (Purpose) to HELP themUse of Unpredictable and Multiple Ways Use of Unpredictable and Multiple Ways

to Generate Surprisesto Generate Surprises• Flexible use of StraightFlexible use of Straight ( ( 正正 ))• Odd (Odd ( 奇奇 ) ) waysways

5. Right Use of Deception 计计

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EDUCATION

HEALTH & HEALTHCARE

ENGINEERING

SALES

TELECOM & IT

FINANCIAL SERVICES

TRANSPORT & LOGISTICS

CONSTRUCTION

PROFESIONAL SERVICE

TRADING, WHOLESALE AND RETAIL

DESIGN

HUMAN RESOURCE

•Place your finger on any grey square. Move left or right to nearest blue square.Place your finger on any grey square. Move left or right to nearest blue square.•Move up or down to nearest grey square. Move diagonally to nearest blue square.Move up or down to nearest grey square. Move diagonally to nearest blue square.•Move left or right to nearest grey square. Remember the occupation at this square.Move left or right to nearest grey square. Remember the occupation at this square.

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三十六计三十六计

19 釜底抽薪 20 浑水摸鱼21 金蝉脱壳 22 关门捉贼23 远交近攻24 假道伐虢

7. 无中生有 8. 暗渡陈仓9. 隔岸观火 10 笑里藏刀11 李代桃僵12 顺手牵羊

1. 瞒天过海 2. 围魏救赵3. 借刀杀人 4. 以逸待劳5. 趁火打劫6. 声东击西

13. 打草惊蛇 14. 借尸还魂15. 调虎离山 16. 欲擒故纵17. 抛砖引玉18. 擒贼擒王

25 偷梁换柱26 指桑骂槐27 假痴不癫 28 上屋抽梯29 树上开花 30 反客为主

31. 美人计 32. 空城计33. 反间计 34. 苦肉计35. 连环计36. 走为上

______________________________________________________________________

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36 Stratagems 36 Stratagems 三十六计 三十六计 (Translated by www.asiatrainers.com)(Translated by www.asiatrainers.com)

Stratagems in Winning PositionStratagems in Winning Position1.1. Openly Deceive under Camouflage Openly Deceive under Camouflage 2.2. Attack another to Save your TargetAttack another to Save your Target3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife4.4. Wait at Ease for the Exhausted Wait at Ease for the Exhausted

EnemyEnemy5.5. Loot a House on FireLoot a House on Fire6.6. Sound East to Attack WestSound East to Attack West

Stratagems for ConfrontationStratagems for Confrontation7.7. Create Something out of NothingCreate Something out of Nothing8.8. Advance through a Secret PathAdvance through a Secret Path9.9. Watch the Fire from AcrossWatch the Fire from Across10.10. Hide a Dagger in Your SmileHide a Dagger in Your Smile11.11. Sacrifice Small for BigSacrifice Small for Big12.12. Exploit small things along the WayExploit small things along the Way Stratagems for AttackStratagems for Attack13.13. Hit the Grass to Startle the Snake Hit the Grass to Startle the Snake 14.14. Inject Life into the DeadInject Life into the Dead15.15. Lure the big guy out of his comfort Lure the big guy out of his comfort

zonezone16.16. Let go to recapture laterLet go to recapture later17.17. Throw out small to Attract BigThrow out small to Attract Big18.18. Nab the Root of the IssueNab the Root of the Issue

Stratagems for Confused SituationsStratagems for Confused Situations19.19. Remove Key SupportRemove Key Support20.20. Fish in Troubled WatersFish in Troubled Waters21.21. Remove your Cover to Reveal InsideRemove your Cover to Reveal Inside22.22. Closed Door Attacks Closed Door Attacks 23.23. Befriend the Far to Attack the NearBefriend the Far to Attack the Near24.24. Seek help from Ally to attack both Seek help from Ally to attack both

Enemy & Ally Enemy & Ally Stratagems for Gaining GroundStratagems for Gaining Ground25.25. Replace Strong support with Weak Replace Strong support with Weak

Support Support 26.26. Criticize IndirectlyCriticize Indirectly27.27. Play DumbPlay Dumb28.28. Remove Ladder after AscentRemove Ladder after Ascent29.29. Decorate Tree with Artificial FlowersDecorate Tree with Artificial Flowers30.30. Turn from Guest to HostTurn from Guest to Host Stratagems in Desperate SituationsStratagems in Desperate Situations31.31. Beauty TrapBeauty Trap32.32. Put on a Bold Front (empty fort ploy)Put on a Bold Front (empty fort ploy)33.33. Double Agent PloyDouble Agent Ploy34.34. Self Injury Ploy Self Injury Ploy 35.35. A Series of Inter-connected StratagemsA Series of Inter-connected Stratagems36.36. If all else fails, Escape is the BestIf all else fails, Escape is the Best

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Most Powerful of The 36 Most Powerful of The 36 StratagemsStratagems

Stratagems in Winning PositionStratagems in Winning Position1.1. Openly Deceive under Camouflage Openly Deceive under Camouflage 2.2. Attack another to Save your TargetAttack another to Save your Target3.3. Kill with a Borrowed KnifeKill with a Borrowed Knife4.4. Wait at Ease for the Exhausted EnemyWait at Ease for the Exhausted Enemy5.5. Loot a House on FireLoot a House on Fire6.6. Sound East to Attack WestSound East to Attack West

瞒天过海 围魏救赵 借刀杀人 以逸待劳 趁火打劫 声东击西

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Leverage: Ever More with Ever Less Leverage: Ever More with Ever Less

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ACTACT5 Strategies of Sun Tzu Art of 5 Strategies of Sun Tzu Art of WarWar1.1. Inner KnowledgeInner Knowledge2.2. High GroundHigh Ground3.3. Timing and TimeTiming and Time4.4. Be EfficientBe Efficient5.5. Right Use of Right Use of

DeceptionDeception

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The Ultimate of Sun Zi’s Art of War …The Ultimate of Sun Zi’s Art of War …Victory is The Only OptionVictory is The Only Option

Entire Nation = Whole Body, Entire Nation = Whole Body, Mind, Heart & SpiritMind, Heart & Spirit

全國為上，破國次之﹔全軍為上，破軍次之﹔ 全旅為上，破旅次之﹔全卒為上，破卒次之﹔全伍為上，破伍次之 是故百戰百勝，非善之善也﹔不戰而屈人之兵，善之善者也。

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Sun Tzu Art of WarSun Tzu Art of War for Work Effectiveness for Work Effectiveness

1.1. True meaning of Work True meaning of Work EffectivenessEffectiveness

2.2. Art of War: Win to Fight?Art of War: Win to Fight?3.3. Five Elements of Art of WarFive Elements of Art of War4.4. How to Win Without FightingHow to Win Without Fighting5.5. Five Strategies of Art of WarFive Strategies of Art of War6.6. Ultimate of Art of War: Win the Ultimate of Art of War: Win the

Entire NationEntire Nation

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Sun Tzu Art of War for

Productivity & Innovation

Andy Ng MBA CA

Business Coach & Trainerwww.asiatrainers.com

WhatsApp: 65-8201 4347

Thank You!