Author: Zhang Zhengping | Source: Value China | Copyright belongs to the original author. If there is any infringement, please contact us promptly for deletion! Introduction: Cao Cao once evaluated Sun Quan's abilities with the remark, "To have a son, one should have Sun Zhongmou." Cao Cao's sons were all outstanding, so why did he uniquely appreciate Sun Quan? After Sun Quan took on the heavy burden left by his father and brother, he not only prevented Eastern Wu from decline but also expanded its territory and consolidated its regime, which is closely related to his exceptional management skills.

Youthful Assumption of Power Sun Quan took over the heavy responsibility from his elder brother at the age of 18 and governed Eastern Wu until his death at 71, a span of 53 years, during which the Eastern Wu regime remained as solid as a rock. Sun Ce, the lord of Eastern Wu, was assassinated and passed away early. On his deathbed, he chose Sun Quan among his many brothers as his successor. The 18-year-old Sun Quan took up the scepter handed over by Sun Ce, shouldering the immense burden of the Eastern Wu regime, and ultimately lived up to his brother's trust. On his deathbed, Sun Ce highly praised Sun Quan's management abilities: "If it comes to leading the masses of Jiangdong, making decisions between the battle lines, and contending with the world for supremacy, you are not as good as me; but in promoting the worthy and appointing the capable, making each exert their utmost to protect Jiangdong, I am not as good as you. You should remember the hardships of our father and brother in founding the enterprise, and plan well for yourself!" Sun Quan wept bitterly and received the seal and ribbon. Cao Cao once evaluated Sun Quan's abilities with the remark, "To have a son, one should have Sun Zhongmou." Cao Cao's sons were all outstanding: his eldest son Cao Pi became emperor; Cao Zhi (Cao Zijian) was a poet of the Three Kingdoms period, with literary excellence and the famous seven-step poem: "They were boiling beans on a beanstalk fire; Came a plaintive voice from the pot, 'Since we were born of the same root, Why should you torment me so hot?'" which has been recited for ages; the military general Cao Zhang, with yellow beard, was brave in battle, and Cao Cao loved him, calling him Yellow Beard; he could fight wild beasts with bare hands; there was also a youngest son, Cao Chong, who was very clever, as shown in the wisdom story of weighing the elephant: many capable civil and military officials could not think of a solution, but Cao Chong had a way—he had the elephant led onto a large boat, marked the waterline, then replaced the elephant with stones, and weighed the stones one by one to determine the elephant's weight. All of Cao Cao's sons were formidable, yet Cao Cao still sighed, "To have a son, one should have Sun Zhongmou," meaning he felt Sun Quan was slightly better than his own sons. This shows how extraordinary Sun Quan was. This remark came from an enemy, but it is the best evaluation.

Pooling Wisdom and Making Correct Decisions The Decision at the Battle of Red Cliffs Was of Paramount Importance The situation at the Battle of Red Cliffs was that Liu Bei sent Zhuge Liang to join forces with Sun Quan to resist Cao Cao together. Cao Cao had 830,000 troops, advancing by both water and land, creating immense pressure. This was a moment of life and death, and the decision concerned the survival of the Eastern Wu regime. "If we fight, it is a few against many, with very little chance of victory; if we surrender, we are truly unwilling." If they fought, it would be a few against many; if they surrendered, they would indeed be unwilling. Sun Quan's approach: he let his subordinates speak freely, whether they advocated surrender or resistance, they could openly express their opinions and reasons. At that time, Sun Quan's civil officials advocated surrender, while military generals advocated war. Military generals had innate valor, considering fighting as the supreme decision; civil officials made rational analyses, saying that after surrender, not only could they continue to serve as officials, but the common people would also be spared the devastation of war. Sun Quan did not say that advocating war was irrational or that surrender deserved death, but first listened and then made a decision. This was the most correct approach Sun Quan took: pooling wisdom and making correct decisions.

Modern Implications How to Make Scientific Decisions—How Should the Boss Make the Final Call? In the process of business management, the boss is the corporate leader, with unquestionable authority, and major decisions are always made by him. But is every decision scientific? Our habit is that the corporate leader's word is law. In some enterprises, especially private family businesses, whatever the boss says counts, and everyone must listen to him. The boss's status as corporate leader is supreme, but decisions on matters are not always correct. In the complex process of management, the competitive environment facing the enterprise changes at any time, so it is necessary to pool wisdom. Therefore, in modern enterprises, it is very important for the boss to make decisions based on pooling wisdom. Pooling wisdom can improve the correctness of decisions and increase employees' sense of participation and recognition. If we do not develop the habit of pooling wisdom, and all matters are decided by the boss, it will gradually lead to decisions made by intuition. For example, many enterprises that were once glorious but eventually perished largely due to decisions made by intuition. When the chairman arrives at the office, there is a long queue at the door, with department managers holding documents for signatures, making the chairman very busy and tired. Therefore, pooling wisdom and making correct decisions is something entrepreneurs and managers need to grasp.

Unifying Thought After Decision In the Battle of Red Cliffs, Sun Quan's final decision was to resist Cao Cao. After Zhou Yu returned, he volunteered to be the front-line commander to defeat Cao's troops, and at the same time asked Sun Quan: "Is your resolve to resist Cao firm?" Sun Quan immediately took a correct action: he drew his sword and cut off a corner of the table in front of him, saying, "Any officer who dares to mention surrender again will be treated like this table!" After saying this, he gave the sword to Zhou Yu, immediately appointing him as Grand Commander, Cheng Pu as Deputy Commander, and Lu Su as Military Advisor. If any civil or military officer disobeyed orders, they were to be executed with this sword. The deep meaning of Sun Quan's action was to unify thought and establish Zhou Yu's authority. Before the decision, anyone could speak of surrender, but after the decision, saying even one word about "surrender" would result in death. He used the commander's authority and strict military law to ensure unified thought. Giving the sword to Zhou Yu was to establish his authority as the front-line commander and ensure the implementation of discipline. Unifying thought and establishing Zhou Yu's authority were manifestations of Sun Quan's excellent management. That year, Sun Quan was only 27 years old.

Modern Implications Only with Unified Thought Can There Be Unified Action, and Only Then the Expected Results In modern management, it is common for opinions within a team to be inconsistent. Only with unified thought can there be unified action, and only with unified action can there be the expected results. Therefore, after a decision, unifying the team members' thoughts and maintaining consistency in action is most important. It not only ensures the results of action but also cultivates a good atmosphere of retaining personal opinions while obeying decisions, avoiding the emergence of factions and cliques. In addition, establishing the authority of the team leader in execution ensures the effectiveness of execution, which is also very important for stimulating creativity. In Chinese enterprises, 90% of business ideas are great, but perhaps less than 10% ultimately realize the great entrepreneurial dream. Many problems arise at the execution level, so today there is a saying in management circles: "Execution is the decisive force." Unifying thought after decision is the key, and Sun Quan provided a perfect demonstration.

Three Outstanding Appointments Using Zhou Yu: Victory at Red Cliffs When our enterprise needs to accomplish a very important and challenging task, there may be many talents to select from within. The responsibility must be assigned to the main person in charge, so the selection of the commander must consider conditions. Conditions for selecting the commander at the Battle of Red Cliffs: (1) Firm determination to resist Cao, not fearing the strong enemy. (2) High prestige within the team, able to inspire fighting spirit. (3) Deep knowledge of strategy, able to win by surprise. (4) Broad-mindedness, able to tolerate others. Zhou Yu's tolerance was demonstrated in the case of Chen Pu. Chen Pu was the deputy commander. At the first roll call, when Zhou Yu announced the dispatch of troops, Deputy Commander Chen Pu did not arrive, sending his son instead. Zhou Yu deliberately pretended not to know, saying that General Chen Pu was unwell and had sent his son as an example. Because his assignments and commands were very precise and wise, Chen Pu was convinced of his talent. This was Zhou Yu's tolerance.

Using Lü Meng: Recapturing Jingzhou Conditions for selecting the commander to recapture Jingzhou: (1) Firm determination, not fearing the strong enemy. (2) Familiarity with the enemy's situation, knowing the actual strength. (3) Ability to motivate within the team. (4) Ability to win by surprise and pacify the people. For example, Guan Yu sent an envoy to probe Sun Quan's intentions, accusing Lü Meng that the two allies should not occupy Jingzhou. After receiving the envoy, Lü Meng let the envoy meet with the people of Jingzhou, because the husbands or sons of the people were under Guan Yu's command. The people asked the envoy to pass messages to their loved ones at the front in Xiangfan. When the envoy returned, he told the soldiers that although Jingzhou was occupied by Eastern Wu, the Eastern Wu soldiers had not committed any wrongdoing, and the soldiers' families were living well. Lü Meng's clever strategy shook Guan Yu's morale. From a management perspective, Sun Quan's selection of Lü Meng was very correct. Lü Meng performed excellently, and the task of recapturing Jingzhou seemed arduous, but Lü Meng accomplished it with ease and did an outstanding job.

Using Lu Xun: Triumph at Yiling At a critical moment for the survival of the Eastern Wu regime, Sun Quan used Lu Xun to achieve victory at Yiling. After Guan Yu was killed by the Eastern Wu regime, Liu Bei raised a large army, advancing by both water and land to avenge Guan Yu. In the early stages, Liu Bei achieved a series of victories. The early defeats shook Sun Quan's morale. If they failed further, the entire Eastern Wu regime might collapse. At this time, it was necessary to turn the tide. Someone recommended Lu Xun. Although Lu Xun was a scholar and had not led a large army, the recommender listed some of Lu Xun's characteristics, and Sun Quan believed he could be entrusted with an important role. Conditions for selecting the commander to turn the tide at Yiling: (1) Unwavering confidence in victory. (2) Good motivational ability to restore the team's confidence. (3) Endurance of humiliation and burden, with resilience. (4) Strategic thinking, able to win by surprise. Common traits in Sun Quan's selection of people: (1) Firm confidence, which is a prerequisite for victory and a manifestation of loyalty; (2) Timely enhancement of prestige within the team; (3) Motivational ability, able to lead and inspire the team; (4) Outstanding personal talent, deep understanding of strategy; (5) Trust, using people without doubt.

Modern Implications How to Know People and Assign Them Properly In modern society, we can draw some inspiration from Sun Quan, using it as a reference for the principles of selecting and delegating to people.

Good at Accepting Loyal Advice: Using Only Lü Meng to Take Jingzhou Sun Quan was also good at accepting loyal advice in employing people. A typical example is when he used only Lü Meng to take Jingzhou. Liu Bei borrowed Jingzhou and never returned it. Sun Quan wanted to take it back and chose Lü Meng as the commander, but at the same time, Sun Quan also wanted to let Lü Meng and his younger brother Sun Jiao lead the army together. "You and my younger brother Sun Jiao will lead the army together, how about that?" Sun Jiao, styled Shuming, was the second son of Sun Jing, Sun Quan's uncle. Because the task was arduous, he wanted his younger brother to go together, and the two would cooperate. This seemed reasonable. But Lü Meng said directly to Sun Quan: "If you think I am capable, use only me; if you think Shuming is capable, use only him. Haven't you heard of the past example of Zhou Yu and Cheng Pu as left and right commanders? Although matters were decided by Yu, Pu, considering himself an old minister and being under Yu, did not get along well; only after seeing Yu's talent did he come to respect him. Now my talent is not as good as Yu's, and Shuming's closeness to you is greater than Pu's, so I fear they may not be able to cooperate." Using the example of Zhou Yu as Grand Commander and Cheng Pu as Deputy Commander in the Battle of Red Cliffs, he explained that management requires a period of adjustment to reach an ideal state. Because Sun Jiao had a closer relationship with the lord than Cheng Pu had with Zhou Yu, the relationship would be even harder to handle. In such a situation, on the surface the two might cooperate well, but in reality it would be difficult. "Sun Quan was greatly enlightened, and thus appointed Lü Meng as Grand Commander, commanding all the armies of Jiangdong; and ordered Sun Jiao to handle the supply of provisions in the rear." Sun Quan certainly let Sun Jiao know this news, intentionally or unintentionally. Sun Jiao also thought he should step forward and achieve a great merit, but at this time the decision was not to let Sun Jiao go. He might feel disappointed, thinking that his own brother was less valued than Lü Meng. If such feelings were revealed, it would affect unity within the team. So Sun Quan asked Sun Jiao: "Brother, before the army moves, provisions go first. In military affairs, what is most important?" Sun Jiao said provisions were certainly important. Sun Quan then said, "Only you can accomplish this important task. Leave the front army to General Lü." Thus, he entrusted Sun Jiao with the important task of handling provisions. This case clearly shows Sun Quan's management. Originally, the decision was for two people to go, but later, after listening to correct advice, in order to maintain internal unity, he entrusted the important task of handling provisions to Sun Jiao. Even children in ancient times knew the principle that before the army moves, provisions go first.

Modern Implications The Importance of Internal Unity In modern enterprise management, we often have this experience: the chairman calls Manager Zhang and Manager Wang in. After they enter, the chairman says, "You two go visit a major client." We will find that in some enterprises, after such a decision, a few days later, the chairman calls both managers in for criticism. Manager Zhang says he thought Manager Wang handled it, and Manager Wang says he thought Manager Zhang handled it. This situation verifies the saying, "If everyone is responsible, no one is responsible." Therefore, when arranging major tasks, there should be a direct person in charge, giving him the sole responsibility and the opportunity to perform. You cannot assign one task to two people at the same time. This is a management principle. Additionally, if three managers, A, B, and C, all want to do a task, and Manager A is chosen, what about the other two? First, praise their spirit of volunteering; second, break down some important tasks. If the task is given to Manager A, praise B and C, so they do not feel that volunteering is ignored, that their enthusiasm is unappreciated, which could create negative factors. Sun Quan was good at accepting loyal advice and used only Lü Meng to take Jingzhou, demonstrating excellence in this regard.

Leading by Example On the battlefield, in every battle, especially after the Battle of Red Cliffs, Sun Quan's personal character was greatly enhanced. Sun Quan fought against Cao Cao several times, always personally at the front, leading by example, commanding calmly with heroic spirit. After the encounters, Cao Cao and Sun Quan admired each other, and Cao Cao sighed, "To have a son, one should have Sun Zhongmou"! This was a result of Sun Quan leading by example on the battlefield, and also a manifestation of his leading by example.

Commending Subordinates Dismounting to Welcome Lu Su After the Battle of Red Cliffs, during a battle, someone reported, "Lu Zijing has arrived first; Sun Quan then dismounted and stood waiting for him." Sun Quan was originally on horseback, but he dismounted and stood by the roadside waiting for Lu Su to approach. When Lu Su saw Sun Quan dismount to receive him, he hurriedly rolled off his saddle and paid respects. The generals were all astonished to see Sun Quan treat Lu Su this way. Sun Quan invited Lu Su to mount his horse, and they rode side by side. At that time, Lu Su had two contributions: first, during the Battle of Red Cliffs, he advised Sun Quan not to surrender to Cao Cao. He said that the generals could surrender, but the lord could not. Sun Quan was puzzled, and Lu Su explained that if they surrendered, they could still be officials and gradually rise, but if the lord surrendered to Cao Cao, where would he end up? If you surrender to Cao Cao, he fears you might rise again, so would he kill you? Even if he does not kill you, could you still be a ruler? Sun Quan was greatly enlightened. Lu Su helped Sun Quan strengthen his resolve to resist Cao, which was one of his contributions; second, he recommended Zhou Yu; and even earlier, he made suggestions for Sun Quan's overall strategy for establishing the state. Therefore, to commend Lu Su, Sun Quan dismounted to welcome him. Sun Quan said to Lu Su privately, "I dismounted to welcome you. Is this enough to show honor?" Lu Su said, "Not yet." Sun Quan asked, "Then what would be enough to show honor?" Lu Su said, "I hope you will extend your prestige and virtue to the four seas, unify the nine provinces, achieve the imperial enterprise, and make my name recorded in history. That would be true honor." Sun Quan clapped his hands and laughed. Lu Su said he hoped the lord would extend his prestige and virtue to rule the four seas, unify the country, and achieve the imperial enterprise, and then Lu Su's name would be written in the history books. Your dismounting to receive me now certainly shows your regard and gives me face, but if you ultimately succeed, the most glorious thing would be when Lu Su's name is recorded in history. This dialogue between lord and minister also expressed ambition and demonstrated the harmony and intimacy of the lord-minister relationship. Appropriate commendation makes subordinates strive hard toward the ultimate goal, elevating the relationship between lord and minister, superior and subordinate, to a higher level, with mutual harmony and trust. As a manager, in the process of enterprise management, sometimes you may need to talk with subordinates and use certain actions to influence their words and deeds. Here, Sun Quan set an example. For instance, if we have an employee who is a manager and we promote him to the position of vice president, before the appointment, we usually talk with him: first, tell him that he has made outstanding contributions to the enterprise, so the enterprise gives him a better development opportunity; second, give him encouragement by enumerating his achievements.

Rewarding Zhou Tai for Saving the Lord Zhou Tai saved Sun Quan twice. The first time was when Sun Quan was young and was robbed by mountain bandits. Zhou Tai, without time to put on armor, grabbed his sword and mounted his horse to save Sun Quan. The second time was during a battle between Sun Quan and Cao Cao. Sun Quan was trapped and heavily surrounded by Cao's troops. Zhou Tai fought his way in to rescue him. Zhou Tai asked the soldiers around, "Where is the lord?" The soldiers pointed to a distant place where the troops were, surrounded by layers of encirclement. After returning safely to the main camp, Sun Quan thanked Zhou Tai for his rescue. He held a banquet in his honor. Sun Quan personally poured the wine, patted Zhou Tai on the back, and with tears streaming down his face, said, "You have saved me twice, risking your life, suffering dozens of spear wounds, your skin like carved patterns. How can I not treat you with the kindness of a brother and entrust you with the weight of military command? You are my meritorious minister, and I will share honor and disgrace, joy and sorrow with you." "Personally pouring the wine" means Sun Quan personally filled Zhou Tai's cup, which is an unparalleled commendation. Sun Quan was also a man of sentiment, sharing honor and disgrace with Zhou Tai, which is the most solemn commendation for a meritorious minister. The form of commendation was very special: "He ordered Zhou Tai to remove his clothes and show the generals: his skin and flesh were like cut by a knife, with scars all over his body. Sun Quan pointed at each scar and asked about it. Zhou Tai recounted the circumstances of each wound in battle. For each wound, he drank a cup of wine. That day, Zhou Tai was thoroughly drunk. Sun Quan gave him a blue silk umbrella, allowing him to use it when going out, as a sign of honor." Here, Sun Quan did not give Zhou Tai many villas or gold and silver treasures, but rather an incentive at the spiritual level.

Modern Implications Spiritual Incentive Is the Greatest Incentive (1) Publicly praise merits in public, making achievements widely known. (2) The highest authority personally comes forward to reward. (3) Set up as a model to inspire and drive other team members. Today, as long as we work hard, the enterprise will also give us the most ideal returns. Therefore, in a highly commercialized society, in addition to material rewards, we must not forget spiritual incentives in enterprise management. The more commercialized the era, the more resonance such spiritual incentives will create, and the power they unleash is far beyond our imagination.

Characteristics of Sun Quan's management: open-minded, pooling wisdom; relying on major decisions with wisdom and avoiding mistakes; discerning talent, boldly using talent; giving talent absolute trust, ignoring "small reports."

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