Guiguzi Chapter 9: Listen to your wisdom, be wise and protect yourself. It's strange to say what you say.

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Guiguzi Right Nine

introduce

This paper mainly discusses the principles and skills of lobbying, and how to judge different lobbyists and lobbying situations, so as to convince each other with appropriate language skills. "Power" is to weigh and review, that is, to lobby according to the situation. Consultants and lobbyists must assess the situation, improvise and constantly change their speaking skills and methods when lobbying.

Guiguzi believes that speaking is skillful, and its skills can cover up the content: flatterers can become wise because they can brag; Outspoken people become brave because they can make decisions; People who say that they are alarmist become believers because of the power of goodness; A man who speaks calmly becomes a winner because he is good at rebellion. And sometimes "you can eat with your mouth, but you can't talk", because talking casually will hurt people. Therefore, when talking about each other's strengths, you can make public, and when talking about each other's weaknesses, you must avoid it. But also depends on others' words, such as "talking to the wise, relying on knowledge", "talking to the humble, relying on modesty", "talking to the brave, relying on courage" and so on.

In short, we should use different speaking skills according to different situations, weigh the pros and cons on the basis of mutual understanding, and constantly change rhetoric, so as to achieve the purpose of galloping freely and flowing freely.

original text

The speaker also said; The person who speaks it is also endowed with [1]. The embellished [2] is fake [3], and the fake has advantages and disadvantages; Responders, beneficial words, beneficial words, light theory; Those who become righteous are also clear, and those who are clear are also tested. Words can be answered, and I want it. I can't say, but I speak, but I speak [4] and catch a few [5].

To annotate ...

[1] Capital: Helping is giving benefits to others.

[2] Remarks: modify the language, that is, nice words.

[3] Wrong: With the help of.

[4] On the contrary: do not accept each other's remarks.

[5] Catch a few: lure out what is hidden in the other person's heart.

translate

The so-called lobbying means persuading people. Persuading others means helping others, and helping others must first be accepted by others. Modifying language is to convince others with the help of the power of words, so it is necessary to modify words to cater to each other's psychology. Answer each other's cross-examination, be sure to use convenient words. Convenient words are concise and lively words. The purpose of expressing righteousness is to make the other party understand our original intention. To make the other party understand our original intention, we must use examples to verify the explanation. When talking, the two sides may have differences. At this time, it is necessary to argue repeatedly to make the other side give in. When both sides argue with each other, we don't accept each other's remarks. The purpose of this is to induce the other party to tell their secret plans.

original text

The speaker is loyal; The slanderer is knowledgeable and wise; It will definitely be Gan Yong who makes a flat speech; Yan Yan, right and dry letter; He who keeps silent will win. Those who are willing to accept the desire first, (spoon) also; Many people can talk, and they are rich; Even if [1] doesn't doubt it, it will; Those who plan and plan have the right; The first score is not enough to kill those who are not [2], and.

To annotate ...

[1] Vertical asylum: advance and retreat, that is, grace and action.

[2] Hold back: Hold on to each other's shortcomings and weaknesses.

translate

Cunning speech is to hide one's true intentions through cunning speech, thus showing loyalty; Flattery is to pile up gorgeous rhetoric and say some flattering words to appear wise; To be fair, that is to say, some straightforward words are brave because they are decisive; Qi Yan said some sad and hard words according to the situation in order to gain the trust of the other party; Silence is knowing your own shortcomings, but attacking others' shortcomings with strategic words in order to win the final victory. Accurately understand each other's wishes and lobby according to each other's desires, that is, "(spoon)". Give an example to fully demonstrate that a person's words are "Bo". Advance and retreat decisively, say what you should say and stop what you should stop. This is "decision". Choosing a strategy according to the change of the situation is "strength". To cover up one's own shortcomings and attack by grasping the shortcomings in the other party's words is "anti-"

original text

Therefore, the mouth, the device [1] is also, so the family is also; Eyes and ears are also assisted by the heart, so I can see evil. Therefore, reference [3] should be adjusted and the road should be moved. Therefore, those who talk without confusion, fly without confusion and change without danger will see the truth. Therefore, those who have no eyes cannot be represented by five colors [6], and those who have no ears cannot be distinguished by five tones [7]. So, you can't go, you can't drive, you can't come, you can't suffer. If things are meaningless, saints do nothing. The ancients said, "You can eat with your mouth, but you can't talk." Speakers are also taboo. "Many people are attracted by gold [8]", which makes sense.

To annotate ...

[1] organ: the hub and key of things.

[2] (between the eyes) (jiàn): peep.

[3] Shen (sān): Here refers to the heart, eyes and ears.

[4] Soaring: Birds hover. This refers to freedom of movement.

[5] Danger: pronounced "deception", trickery and fraud.

[6] Five colors: green, red, white, black and yellow. Here refers to all kinds of colors.

[7] pentatonic: pentatonic scale: male, upper, cross, positive, and Yu. This refers to all kinds of sounds.

[8] Everyone talks about gold: it means that people's words can melt metal. It is a metaphor for strong public opinion, and it is also a metaphor for rumors confusing right and wrong.

translate

Therefore, the mouth is an organ of the human heart, which is used to pour out and cover up inner feelings. Eyes and ears are the auxiliary organs of the heart, which are used to peep at the contradictions of things and find evil things. Therefore, the mouth, ears and eyes should coordinate their reactions and choose a favorable way to act again. In this way, we can do it: although the language is complicated, our thinking is not chaotic, we can move freely but we won't lose our way, and the situation is ever-changing but we won't be deceived. The key is to master the main points and laws. Therefore, people who are insensitive to color can't appreciate colorful paintings, and people who are not sensitive enough to hearing can't talk about music changes with them. Without lobbying, you can't open each other's hearts and understand each other's inner thoughts; Even those smart people won't make plans if they don't let people lobby and get the other side's advice and the information of both sides is unreasonable. The ancients said, "The mouth can be used to eat, but not to talk nonsense." Everyone says talking is taboo. The so-called "one word with one voice" is the reason why language often distorts the facts.

original text

People's feelings [1], they want to listen when they talk [2], and they want to succeed when they do things. Therefore, wise people do not use their own shortcomings, but use the strengths of fools, not their own shortcomings [3], but use the works of fools, so they are not sleepy. Say it is beneficial, from its advantages; Say it's harmful, and avoid its shortcomings. Therefore, insect defense [4] must be strong; When the stinger [5] moves, it will sting people with venom. So animals know how to use it, and the speaker knows how to use it and how to use it.

To annotate ...

[1] Emotion: normal, normal.

[2] Want to listen: I want people to listen.

[3] Clumsy: Not good at one aspect.

[4] Mesoderm: Mesoderm is armor or armor, and mesoderm is an insect with a shell.

[5] stinger: refers to a kind of insect that can sting people with poisonous needles. Stingo. Stingo.

translate

It is human nature to expect others to listen to you and expect you to succeed by doing something. So smart people will avoid their own shortcomings and take advantage of fools' strengths, not what they are not good at, but what fools are good at, so they will never be embarrassed. We often discuss how to say that it is beneficial to ourselves, that is, to give full play to our strengths; To discuss how to avoid injury is to avoid your own shortcomings. Those animals with carapace must protect themselves with their thick carapace; Those animals with thorns attack others, and they must exert their own stinging power. Even animals know how to use their own strengths, and lobbyists should also know how to use their own strengths.

original text

So the five words are: illness, fear, worry, anger and joy. Sick people feel weak but not god; Those who fear, the intestines have no owner; People who are worried, block [1] from venting; Angry people will act rashly and will not be cured; If you are happy, you will break up. There is no need. These five, the essence is used and the benefit is done. Therefore, the words with the wise depend on Bo [2], the words with the rich depend on discrimination, the words with the debater depend on necessity, the words with the noble depend on potential, the words with the rich depend on height, the words with the poor depend on profit, the words with the humble depend on modesty, the words with the brave depend on courage, and the words with the fool depend on sharpness. This technique is also correct, but people often do the opposite.

To annotate ...

[1] occlusion: This refers to the lack of emotion.

[2] Bo: Extensive reading.

translate

Therefore, five abnormal modalities should be avoided in speech: one is pathological speech; The second is the words of fear; The third is melancholy words; The fourth is angry words; The fifth is the words of joy. Sick words make people look weak and depressed after listening; The words of fear make people feel sad and have no opinion; Melancholy words make people feel depressed and unreasonable after listening; Angry words make people act rashly after listening, and there are many words; Happy words make people sound unrestrained, casual and unfocused. These five words can only be used after the essence of human beings is smooth, and can only be implemented if they are beneficial. Therefore, knowledgeable people should rely on well-informed words, well-informed people should rely on well-organized words, sensible people should rely on plain words, and lobbyists should use power for personal gain and treat the rich with courtesy to lobby the poor. When we speak, we lobby people with low status with humility, and when we speak, we lobby brave people and foolish people with bold expressions. These are the principles of talking with people, but many people often run counter to them.

original text

Therefore, talk to the wise and make it clear; It is difficult to teach unwise people, but it is difficult. So there are many kinds of words [1], and things are changeable. Therefore, all day long, do not lose its kind and things are not chaotic. It remains unchanged all day long without losing its owner [2], so it is wise and expensive. Listen to your wisdom, protect yourself, and talk about strange ideas [3].

To annotate ...

[1] class: method.

[2] Subject: Subject, theme.

[3] Odd: Surprise.

translate

Therefore, when talking with smart people, use these methods to explain the truth; When talking to a stupid person, you should teach him these methods, but in fact it is difficult to do so. So there are all kinds of ways of speaking, and there are many changes in things. Only by choosing different words according to the actual situation, then even if we talk about it all day, things will not be chaotic; The whole day's conversation will not change or deviate from the subject. Therefore, the value of wisdom lies in not acting rashly when dealing with things, being smart when listening to things, being observant when thinking, and winning by surprise when talking and arguing.