Fighting To Win.pdf

Fighting To Win

Table of Contents

Fighting to Win. ....................................................................................................................................1

Introduction. .........................................................................................................................................2

PART ONEHUMMING ARROWS. ................................................................................................14

1. Stepping onto the Battlefield. ...............................................................................................14

2. Leaping into Action: Mo chih ch'u. ......................................................................................22

3. Bushido: Living and Working at the Gut Level. ..................................................................32

PART TWO SHINJUTSU. ................................................................................................................42

4. Ki The Spirit of the Wirrio. .................................................................................................42

5. Developing Joriki, Your Power of Concentration in Action. ...............................................53

6. Reaching Mushin, the Samurai Alternative. ........................................................................65

7. Slaying Your Emotional Dragons. .......................................................................................76

PART THREE GI Technique. ..........................................................................................................87

8. Making the Power Decision. ................................................................................................87

9. Identifying Suki, the Gap. ....................................................................................................99

10.Waza: Techniques for Striking Your Opponents. .............................................................113

A Final Thought ...............................................................................................................................129

Glossary. ............................................................................................................................................130

Notes. .................................................................................................................................................135

Fighting to Win

Samurai Techniques for Your Work and Life

David J. Rogers

DOUBLEDAY & COMPANY, INC.

GARDEN CITY, NEW YORK 1984

Fighting to Win

Introduction

Converting the Skills of the Samurai to Modern Business and Personal Life

I recall the moment this book started to germinate. While negotiating a contract one afternoon I

suddenly realized that although neither I nor the two men I was trying to strike a deal with were

holding swords, we were in fact engaged in a very real form of combat. 1 was in a one−against−two

fight. I didn't wish to destroy these men, but I did want the best deal possible for myself.

If that parallel was valid, wasn't it possible to transpose appropriate principles from the kendo

(samurai swordsmanship) dojo (training hall) to this conference room on the fifty−seventh floor of a

downtown skyscraper?

And of course it was.

The fit between what was occurring in that meeting and what samurai sword masters had met during

their battles was exact.

What I had that my opponents across the table did not have was a whole, complete system for

perceiving exactly what was going on, and a store of methods, techniques and approaches which I

could draw on at will to get what I wanted.

I could see it clearly when the two men from the other firm attempted to counter my technique, waza

(covered in Chapter 10), and to go after my spirit, ki (Chapter 4). I understood the way in which they

were using their power and saw how to counter it with marui, "circular motion" (Chapter 8). I

realized that they were looking for my suki, the gap in my defense (Chapter 9), so I employed a

technique which I converted from samurai sword master Ittosai's technique (Chapter 10).

I walked out of that room that afternoon feeling elated. Not only did I have a signed contract and the

terms I wanted, but I sensed that if these few samurai techniques had worked, surely there were

others that would work just as well. And if there were, couldn't they be put into book form so that not

only I, but many people could benefit from them? A number of other experiences soon convinced me

that such a book might be a worthwhile undertaking.

A regional director of a government agency who was taking my graduate class in human resource

management had become enamored of so−called Japanese management, and had implemented its

methods and procedures in his organization. "It should be working, " he told the class, "but it isn't.

There's something wrong at the human level. " He told me that what was wrong became clear to him

when we went over what I now call "attaching" business management (Chapter 6). It is a managerial

style very commonly found in business enterprises. Unfortunately it drives workers into the most

harmful and least productive of all conditions, ushin, "self−consciousness. " If there is one state of

mind which the samurai strove to avoid and which managers and supervisors should not force their

employees into, ushin is it.

Madelene is a lovely thirty−seven−year old woman who sells an expensive line of greeting cards,

mugs and other novelty items to department stores and other retailers in downtown Chicago. She is

friendly, articulate, intelligent, warm and likable. She is conscientious about constantly improving

her selling technique, and, as you can imagine, she does very well for herself and the firm she

represents... most of the time, at least.

Introduction

Fighting To Win

As effective as she was at selling to most prospects, she was totally inept at relating to one particular

kind of person. Doubtless you have run into your share of them—tough, abrasive, loud, unreasonable

people. Mr. or Ms. Nasty.

"I'm frightened of this kind of person, " Madelene said to me. "I'm scared to death of them. I know I

shouldn't be, but I am. With other people I'm fine, but with people like that, I don't know, I kind of

forget everything I know about selling. / lose the ability to sell. It's weird. "

It might seem hard to imagine anyone more different from a fierce feudal Japanese warrior, his long

sword drawn, than gentle saleswoman

Madelene, armed only with her order book. * Yet her problem—the sudden loss of ability when face

to face with an opponent in battle—was one any number of samurai encountered too. They even

described the frightening experience in virtually the same words that Madelene had used.

I quoted to her the eighteenth−century samurai maxim, "To defeat the enemy who comes leaping at

you, your spirit must be perfectly poised. " Now, any samurai would feel the truth of that maxim.

Madelene felt it too. Her eyes shot wide open.

"That's what I want, " she said emphatically. "Tell me more. "

I tried to think of a book that I could recommend to Madelene, one that defined samurai fighting

skills and provided guidelines for applying them to her particular situation. I encountered a

problem— no such book had been written. It didn't 't exist.

The best samurai teachings had never been written down in a systematic fashion that would enable a

person coming at the material from outside the samurai traditions to pick it up and apply it

immediately. Samurai information that had been passed down through the centuries was

obscure—and for good reason. No master fighter wanted his insights and techniques to become

known by an opponent who might use them against him in battle. For this reason, what had been

communicated in writing consisted mainly of mere notes, epigrams and highlights of samurai

teachings, cryptic little sayings that might be useful if one had a lifetime to devote to understanding

them, but which were of little value if you wanted to apply them this afternoon.

One thing practical−minded Madelene did not want was a long−winded explanation of why useful

samurai information did not exist. She had a problem and she wanted to solve it—if possible right

then and there. I did some fast on−the−spot converting—borrowing techniques from the samurai way

of life and reworking them into practical advice that I was convinced would help Madelene win her

battle with Mr. and Ms. Nasty. We discussed four specific techniques for achieving what the samurai

called "the skill of making the body obey the mind. " All of these techniques now appear in Chapter

7 of Fighting to Win.

"Got it?" I asked Madelene.

"The answer to the question I'm often asked, "Were there female samurai?" is yes. Tomoe of the

Minamoto clan was a superb horsewoman, skilled with many weapons. A woman named Itagaki

commanded 3, 000 Taira warriors.

"Got it, " she said.

Introduction

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