CHINESE STRATAGEMS: 36 Ji

Ji, as articulated by Tony Fang, is the general concept that encompasses strategies (often referred to as the 36 Stratagems) and tactics in a Chinese cultural context. According to Fang, the Chinese people have collectively gained a reputation for shrewd negotiation and bargaining primarily from having the philosophical concept of ji culturally instilled in them. A basic understanding of ji, along with Confucian business ethics and the PRC condition is the key to understanding why the Chinese may deal with certain situations in particular ways distinct from how Westerners might do things.

Basic foundations of ji can be found in, among others, two classic Chinese texts: The Art of War by Sun Tzu and The 36 Stratagems. Both of these texts base themselves on the idea of “subduing the enemy without fighting,” which in many cases means using your enemy’s brute strength against him/her. Copies of The Art of War can readily be found in English in major U.S. bookstores. The 36 Stratagems, also known as the “Secret Art of War: the 36 Stratagems,” is a book whose author and exact origins remain unknown. However, some stratagems found in the text have been referenced in Chinese historical works that are now approximately 1,500 years old. The modern version of the work was published in 1941 and derives from a Chinese scholar’s compilation of the stratagems about 300 years ago.

While Westerners find some components of this philosophy of stratagems admirable (e.g., thinking carefully, making wise decisions, and playing to win), the use of deception, tricks, or ploys that Westerners may consider dishonest or improper is almost certain to come about in any tough conflict. In essence, tools of trickery are a simple fact of life for the Chinese. Fang says that having lived in densely populated regions for so long, the Chinese have developed these stratagems in order to survive and to deal with one another on a daily basis.

As honesty and sincerity are also valued in Chinese culture, ji must be kept in context. Although being on the receiving end of ji may cause you to feel cheated in totally unexpected ways, understanding ji will help you more easily see events coming and to better handle them.