"Ma Thien" is an important chapter in "Quy Coc Tu's Complete Book of Strategy and Intelligence" - a masterpiece of strategy and wisdom compiled from the true words of Quy Coc Tu, a master of the art of persuasion. Together with "Suy Thien", these two chapters form a system of methods commonly called "Suy Ma" technique, demonstrating the level of understanding, judging and directing other people's psychology in a sophisticated and effective way.
In which, "Suy thien" is the step of observing and analyzing external expressions to judge the motives, emotions and stance of the opponent. This stage is more intuitive and based on subjective judgments, aiming to build an overall picture of psychology and intentions. Next is "Ma" - the step of moving from conjecture to proactive action, through words, behaviors or situations intentionally created to test and verify previous judgments. The practitioner now moves from a static to a dynamic state, from speculation to flexible improvisation, gradually forcing the opponent to reveal their true nature and intentions.
Unlike direct or imposing persuasion, "Ma Thien" operates discreetly but effectively. The user is like a fisherman casting a line, skillfully throwing bait so that "big fish bite the hook". The opponent is unconsciously led, step by step acting in a direction that is beneficial to the user of "Ma Thien", without realizing that he is being led. The key to "Ma Thien" lies in the ability to "detect the right pulse", hitting the psychology or weakness of each target. Some people soften before compliments, others are provoked by provocation, some are impressed by virtue, others are attracted by material benefits or personal power. Therefore, the practitioner of "Ma Thien" needs to be flexible, sharp and sensitive in each situation and target.
"Ghost" is not simply a probing behavior, but a series of operations, actively using words, attitudes or specific actions to test the initial judgment. Based on the opponent's reaction, the operator can flexibly adjust tactics: be gentle to encourage, be tough to create pressure, use a smile to probe or show anger to create pressure. They can also take advantage of reputation, trust, specific behavior or material benefits - as long as it serves the goal of persuasion. Every action is deployed closely, carefully, ensuring effectiveness without arousing suspicion.
The effectiveness of "Ma Thien" is even more evident when the subject is a wise person, good at hiding his inner thoughts or has unpredictable ambitions. In this case, relying only on observation and speculation is not enough, a more proactive step is needed to reveal the true nature. A typical example is the story of Guan Zhong - an outstanding general of the Qi state during the Spring and Autumn period - in how he handled relations with the Chu state.
At that time, the Qi state was flourishing, conquering many vassals, and claiming to be the hegemon of Central Plains. Only the Chu state saw itself as powerful, refused to submit to the Zhou king, nor obey the Qi state's orders, and always sought to seize the land and property of neighboring states. During the reign of Duke Huan of Qi, the ministers proposed to send troops to attack Chu to restore order. Many generals suggested mobilizing troops and forming alliances with vassals to attack. Only Guan Zhong objected, he analyzed: "The Chu state relies on its large population and bravery, and is very rich, so it is arrogant and conceited. If it sends troops to attack Chu, even if it wins, it will still be a deficit in the national treasury that has been saved for many years; moreover, in a great war, who knows how many generals and soldiers from the Qi and Chu states will shed blood and die on the battlefield ."
Instead of choosing confrontation, he proposed a flexible strategy, secretly weakening the internal strength of Chu from within, by playing on their greed and arrogance. Guan Zhong let Qi merchants spread the news that Duke Huan of Qi loved deer and was willing to pay high prices to buy deer from Chu. This news caused the people of Chu to rush into the forest to hunt deer, neglecting their farming, and their fields and gardens were in ruins. The officers and soldiers were also drawn in, giving up training and focusing their efforts on hunting. Food was scarce and had to be purchased from neighboring countries, but Guan Zhong soon blocked this path by forming an alliance and asking them not to sell food to Chu. At first, the king of Chu and the court laughed at Qi for being "deer-obsessed", but when food was in short supply, the economy was in chaos, and the army was demoralized, they realized that they had fallen into Qi's sophisticated strategic trap. When the situation was "ripe", Guan Zhong suggested that Duke Huan of Qi send troops. The Qi army only needed to approach, without needing to fight, to make the Chu state submit, a victory without bloodshed.
That strategy is a living proof of "Demon Heaven": starting with the rumor that "Qi Huan Gong is crazy about deer, he spares no expense in buying deer" to probe. The hasty reaction of the Chu people is proof of the correct judgment of internal instability. Next, blocking the logistics route - each step follows the process of probe, test, verify and act. Everything is meticulously calculated, discreet, leaving no loopholes.
Gui Gu Zi once emphasized the natural principle: "When throwing dry and wet wood into a fire, the dry wood burns first; when pouring water on the ground, the low place gets wet first. Objects react according to their inherent properties. People are similar, those who have similar personalities and circumstances are more likely to sympathize and connect with each other. Applied in practice, those who master the art of "Ma" can design corresponding situations for the other party to reveal their true nature - just like testing fire to know whether wood is dry or wet.
In modern times, Benjamin Franklin (1706 - 1790) is an example of a clever application of "Ma". When he was young, he was openly opposed by a senator. Without confronting him, Franklin wrote a letter to borrow a valuable book from the senator. After being lent it, he respectfully returned it, with a sincere thank you. This simple but timely action changed the other person's attitude, gradually becoming a supporter. Franklin both confirmed that the opponent could be influenced, and skillfully turned confrontation into an alliance. That is the spirit of "Ma": create small challenges, observe reactions, and then orient the psychology.
Today, the spirit of "Ma Thien" is still applied by many leaders and businessmen in negotiation, management and marketing. A common example is the principle of "concession", giving first to gain greater benefits later. Many businesses launch attractive promotions - "releasing bait" to "catch fish", thereby attracting customers, expanding market share and establishing brand loyalty. But to be successful, the "bait" must be attractive enough, hit the target's psychology and appear at the right time.
"Ma Thien" belongs to the 8th chapter of 12 strategy chapters of the book "Quy Coc Tu's strategy book" carefully selected by the Founder - Chairman of Trung Nguyen Legend Group Dang Le Nguyen Vu in the fields of Politics - Diplomacy - Military in the "Life-Changing Foundation Bookshelf".
(Read the next episode: Complete Book of Strategies of Guigu Zi - Quyen Thien)
Source: https://thanhnien.vn/ky-ix-quy-coc-tu-muu-luoc-toan-thu-ma-thien-18525070719074131.htm
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