If you want to win the world, you must win first

Guan Guan said, "If a man wants to win the world, he must win first." Will Durant said, "Once human beings are fully motivated, they will become as great as gods." Many bosses surpass Ford and let their subordinates have more money than themselves, so employees will not leave. The first hand is generally in command of the people, and the second hand is in charge of specific affairs.

---------Zhuge Changqing (Lingyi)

A thousand taels of gold were given to buy a dead horse, so many thousands of thousands of miles of horses were sent in a continuous stream. Thousands of gold to buy a horse was the most wonderful silent advertisement to attract talents in ancient times. Guan Guan said, "If you want to win the world, you must win first."

Caesar was like a mirror to this. When he called the army to fight Pompey, he said that he had no money to pay for the army, but all the people on the scene were generous and donated money for him, because he was defending the freedom of the people. The leader of the company must be the person who wins the hearts of the people. Only by winning the hearts of the people can the hearts of all employees really beat for the company.

Great companies do not only make huge profits, but their ultimate goal is to cultivate and shape people. If it is unpopular, it will run counter to the reasons for the company's existence.

Those who can't play

In order to maintain a stable team, business leaders are sometimes wolves and sometimes rabbits.

Yuan Shikai died of unhappiness.

The world is already the Republic of China, but he chose to be the emperor. At last, Cai E launched an army in the border region of Yunnan, and the provinces responded in succession. Yuan was forced to give up the throne, which is known as the "stealing thief" in history. In fact, according to Sun Yat-sen's early evaluation, at that time, there was no second person to surpass Yuan Shikai in terms of leadership. He gave the presidency to Yuan, and at the beginning, there was a bit of heroic pity. According to historians, Yuan Shikai is the most popular among several leaders in modern times, and many celebrities are willing to use him. He returned to his hometown from the wild and fished on the river, but he was still able to rise again, relying on the loyalty of the old Beiyang. Yuan Shikai's gains and losses are typical.

There are also many presidents who can't play in the company, but the length of history books is limited, which can't accommodate them. Only those who are as brilliant as Gerstner and Ikeka are famous in the history. The premise of winning the hearts of people is to know the hearts of people and see through the weaknesses of human nature. Everyone is the electorate of God, but some people want money; Some people want face; Some people want everything; Some people can do nothing. To win the approval of the overwhelming majority of people, leaders have to adopt different strategies, break through each other and divide into groups. Jack Welch has a deep feeling: "In order to achieve the company's goals, I have to do everything rational and emotional." In the process, I naturally encountered many arrogance and prejudice.

Will Durant said, "Once human beings are fully motivated, they will become as great as gods."

Therefore, the first leader is generally in command of the people, and the second leader is in charge of specific affairs.

For example, Hong Xiuquan is like a tutor, who is high and sends a booklet every once in a while, while Yang Xiuqing is more pragmatic and is a big housekeeper. Unfortunately, after the capital of Nanjing was established, neither of the two heroes played their roles well. Hong Xiuquan was deeply imprisoned in the palace, which was very unpopular. Yang Xiuqing forced him to be granted the age of nine thousand years and blamed the king of heaven, causing internal strife. Both of them have a beautiful character in their names, but they certainly haven't studied the "Zizhi Tongjian" very much. To use a popular phrase, they haven't gone from excellent to excellent, so entrepreneurs love to learn to wipe out Zeng Guofan of the kingdom of heaven.

As the primate of all things, man's mind is highly developed, subtle and unpredictable. It is called evil intentions. The people below said that accompanying the king is like accompanying a tiger, while the people above said that the people can make use of it, not know it. Only relying on psychological measurement tools can not resolve company contradictions and conflicts. The vast majority of CEOs rely on their accumulated experience to manage the company. They all agree with Mencius's words - to get more help from others, and to lose less help from others. They know that getting the right way is to win the hearts of the people, but the people who have been carefully trained will soon change jobs with their competitors. In order to maintain a stable team, business leaders are sometimes wolves and sometimes rabbits.

Recruit talents with heart and money

Many senior executives will take special care of those temporarily vulnerable, and when the situation is calm, they will make a lot of good friends.

The wealth scattered and the people gathered together, and the competitive treatment is naturally the universal magic weapon to win the hearts of the people. In the reign of Duke Qi Jing, the Tian family had ulterior motives. The small fight went in and the big fight went out in favor of the people, and finally won the regime established by Jiang Ziya. Being a company is certainly not likely to be as generous as politicians, but giving profits to employees has always been the choice of first-class presidents. Henry Ford announced in 1914 that the daily wage of workers would be raised to $5. The reporters attending the press conference heard that their hands were stiff and the pencil was in their hands. People who came to apply for jobs blocked Manchester Avenue in Detroit. In order to disperse the crowd, they had to use the high-pressure faucet of the fire engine.

Many bosses surpass Ford and let their subordinates have more money than themselves, so employees will not leave.

Now, the mechanism of equity and option has been very perfect. Huawei has already produced many millionaires through its internal equity, but there is also a ceiling to the effectiveness of these levers. Once enough equity is obtained, some people still relax. For such people, some presidents give space. Call him to formulate the overall work strategy; Give him the strategic decision of local work; The details of operation and the way to achieve profits are not interfered with, and he is encouraged to innovate. Share power with him as much as possible and help him realize himself, and he will linger. For special talents, they should be promoted and trained in use. The promoted person will feel that you are as grateful as a mountain. When you ask him to go up and down the mountain of fire, he will work hard and bear no blame. This makes a man die for his bosom friend. Zhuge Liang lived in seclusion in Nanyang. He was nothing. Liu Bei asked him to come out as prime minister. He worked hard and died. His "Graduation Table" often made heroes cry.

When you are in the most critical situation, you will be grateful to others for helping you. So many people believe in saving the poor instead of the urgent. Poverty is a normal state, and sending a lot of money is useless. Urgency is a temporary state. With money, you can see through the dark. Many senior executives will take special care of those temporarily vulnerable, and when things are calm, they will make good connections. Wan Gang, the minister of the Ministry of Science and Technology, spent 11 years in Audi, Germany. From the basic engineer to the senior technical manager of the company's general planning department, he can spend more than 60 million marks of scientific research funds every year. When he was transferred to the paint workshop to preside over the workshop construction, he had more than 2000 employees. He wrote down the employee's birthday and took two bottles of beer to the workshop to have a drink with the person. Even after he returned home, Audi employees asked him for technical questions.

The same way of winning people's hearts determines the effect. The result of recruiting talents with heart is different from that with money. For example, Liu Bang tolerated Chen Ping, who had moral shortcomings. If he haggled, Chen Ping might go to Xiang Yu because he could not feel warmth. Adhere to the principles, but understand that compromise, tolerance and flexibility at the appropriate time, and only when people are convinced by virtue can they become attached. Li Guang, the general of the Han Dynasty, personally sucked pus and blood for the wounded soldiers, so the soldiers went to the enemy like tigers down the mountain. If we have to act vigorously, we should start from ourselves. In order to reduce the cost and save Chrysler, Ikoka reduced his salary to one dollar.

The most popular thing for business leaders is to understand the most urgent needs of employees and customers and meet them. Many companies have a poor start. One store and one basement have sprung up in a short period of time and become the mainstream rapidly because they have caught the rhythm of the people's heartbeat. Leaders of Fortune 500 companies spend a lot of time communicating with customers every year. In the final analysis, the direction of product improvement, the focus of service and the inclination of internal resources all come from the fickle heart of consumers. Under competitive conditions, if you don't provide what they want, others will provide it.

When Mr. Mengchang was in good shape, a doorman burned his tenant's bonds and gave them to the poor. When Mr. Mengchang was in trouble, it was the people who gave him a place to stay and support him to make a comeback. This is called water carrying boats. But the purpose of attracting people's attention is to achieve the strategic objectives of the organization, not to achieve its own power, scenery and retreat. If the subordinates really have a better way out or want to start a new life, they should open the road and let the birds fly. This is called the heart of heroes. This is the dividing line between politicians and politicians, as well as between entrepreneurs and money-making machines. Li Dongsheng said, "To be an enterprise requires a state of mind." If every CEO can fulfill the famous saying, "I am the son of the Chinese people, and I deeply love my motherland and people." That would really be universal.

 夫欲得天下者，必先得人

   管子说：“夫欲得天下者，必先得人。”威尔·杜兰特说：“人类一旦被充分激发，就会变得和神一样伟大。”很多老板超越福特，让下属比自己还有钱，员工自然不弃不离。一把手一般都是统帅人心的，二把手则是负责具体事务的......。

                      --------- 诸葛长青（灵毅）

   买匹死马都舍得用一千两黄金，于是很多千里马就被源源不断地送来，千金买马是古代招揽人才最精彩的无声广告。管子说：“夫欲得天下者，必先得人。”

　　凯撒对此心如明镜，当他召集军队和庞培开战时，他说他并没有钱来支付军饷，但现场所有的人都慷慨解囊，为他捐钱，原因就是他维护的是民众的自由。公司领袖必须是得人心的人，得人心才能让全体员工的心脏真正为公司而跳动。

　　伟大的公司并不只是获得巨额的利润，最终的目的是培养和塑造人。如果不得人心，那就和公司存在的理由背道而驰。

　　那些玩不转的人

　　为了保持一个稳定的团队，商业领袖有时是狼，有时是兔。

　　袁世凯就不得人心郁郁而死。

　　世道已经是民国，可他偏要当皇帝，最后蔡锷在边疆云南起兵，各省纷纷响应，袁被迫放弃帝位，史称“窃国大盗”。其实，按照孙中山早年的评价，当时在领袖群伦方面没有第二人超过袁世凯，他让总统位给袁，开始确有几分英雄相惜的成分。有史家分析，说近代的几个领袖中，袁世凯是最会得人心的，很多名人乐意为他所用。他下野回乡，垂钓河上，仍能东山再起，靠的更是北洋旧部的忠诚。得文武之心上台，失天下人之心败落，袁世凯的得与失都是很典型的。

　　在公司里玩不转的总裁也很多，只是史书的篇幅有限，容纳不下他们，只有那些光彩如郭士纳、艾柯卡者名留青史。得人心的前提是知人心，看穿人性的弱点，每个人都是上帝的选民，但有的人要钱；有的人要脸；有的人什么都要；有的人可以什么都不要。领袖要获得绝大多数人的认同，就得采取不同的策略，各个击破，分进合围。杰克·韦尔奇深有感触：“为了实现公司的目标，理智和情感的事我都要做。”在这个过程中，自然遇到过许多傲慢和偏见。

　　威尔·杜兰特说：“人类一旦被充分激发，就会变得和神一样伟大。”

所以一把手一般都是统帅人心的，二把手则是负责具体事务的。

   比如洪秀全像个导师，高高在上，每过一段时间就发本小册子，而杨秀清则比较务实，是个事事过问的大管家。遗憾的是定都南京后，两位英雄都没有演好自己的角色。洪秀全深居宫禁，大失人心，杨秀清逼封九千岁，责问天王，造成内讧。两人的名字中都有一个秀字，但肯定没有怎么研读过《资治通鉴》，套用一句流行的用词，他们没有从优秀到卓越，所以企业家都爱学剿灭天国的曾国藩。

　　作为万物之灵长，人的心智高度发达，微妙、难以捉摸，所谓人心叵测。下面的人说伴君如伴虎，上面的人说民可使由之，不可使知之。仅仅依靠心理学测量工具，不能化解公司矛盾和冲突。绝大多数总裁都是依靠自己积攒的经验来治理公司。他们都赞同孟子之言——得道多助，失道寡助，深知得道就是得人心，可苦口婆心调教出来的人，转眼就跳槽到竞争对手那里去了。为了保持一个稳定的团队，商业领袖有时是狼，有时是兔。

　　用心招贤和用钱招贤

　　很多高管会特别照顾那些暂时的弱势者，而风平浪静之时，他们则广结善缘。

　　财散人聚，有竞争力的待遇自然是得人心的通用法宝。齐景公时，田氏别有用心，小斗进、大斗出，让利于民，最后竟夺得姜子牙创立的政权。做公司当然不太可能像政治家那样慷慨大方，但让利给员工一直是一流总裁的选择。亨利·福特在1914年，宣布将工人日薪金提高到5美元，参加新闻发布会的记者一听，手都僵硬了，铅笔停在手中。前来求职的人堵塞了底特律曼彻斯特大道，为了驱散云集的人群，不得已动用了消防车的高压水龙头。

    很多老板超越福特，让下属比自己还有钱，员工自然不弃不离。

　　如今，股权、期权的机制已经很完善，华为通过内部股权早就产生了不少百万富翁，但这些杠杆的功效，也存在着天花板。一旦得到足够的股权，还是有人松懈下来。对于这样的人，有的总裁是给空间。全局工作的战略制订，叫上他；局部工作的战略决策，交给他；操作细节、实现利润的路径，不干涉，鼓励他创新。最大限度地和他分享权力，助他自我实现，他就会流连忘返。对于特殊人才，就破格提拔，在使用中培养。被提拔的人会觉得你恩重如山，你叫他上完刀山下火海，他都任劳任怨，这叫士为知己者死。诸葛亮隐居南阳，什么都不是，刘备请他出来做丞相，他就鞠躬尽瘁、死而后已，他的《出师表》常使英雄泪满襟。

　　当你最危急的时候，别人伸出援手，你定会感激不尽。所以很多人信奉救急不救穷。穷是一种常态，送很多钱也无济于事，急是一种暂时状态，有资金就可以柳暗花明，很多高管会特别照顾那些暂时的弱势者，而风平浪静之时，他们则广结善缘。科技部部长万钢在德国奥迪呆了11年，从基础工程师到公司总规划部的高级技术经理，每年可支配6000多万马克的科研经费。当他调到油漆车间主持车间建设时，手下有2000多名员工。他记下员工的生日，届时拿着两瓶啤酒到车间和那人干一杯。既使他回国后，还有奥迪员工请教他技术问题。

　　同样争取人心的行为，方式决定效果。用心招贤和用钱招贤，结果不一样。比如刘邦就容忍有道德缺点的陈平，如果斤斤计较，陈平说不定就跑到项羽那里去了，因为他感受不到温暖。坚守原则，但却懂得在适当的时候妥协、宽容、灵活，以德服人人心才会归附。汉代的将军李广亲口为受伤的士兵吸脓血，所以士兵赴敌如猛虎下山。如果非得雷厉风行，那严厉就从自己开始，为了降低成本，拯救克莱斯勒，艾科卡把自己的工资降为一美元。

　　商业领袖最大的得人心，就是明白员工和客户最迫切的需求，并且满足它。很多公司起家很寒酸，一间店面，一个地下室，却在短期内异军突起，迅速成为主流，就是因为掐准了民众心跳的节奏。世界500强公司的领袖，每年都要花大量时间和客户交流。说到底，产品的改进方向、服务的侧重、内部资源的倾斜度都来源于消费者善变的心。竞争条件下，你不提供他们想要的东西，别人就会提供。

　　孟尝君风光时，一个门客焚烧了他佃户的债券，施恩于穷人，当孟尝君落难时正是那些受恩的人给了他一个落脚之地，支持他卷土重来，这叫水能载船。但笼络人心的目的更是为了实现组织的战略目标，而不是为了自己的权势、风光和退路。如果部下果真有更好的出路，或者要另起炉灶，那就敞开大道，天高任鸟飞，这叫得英雄之心。这是政客和政治家的分野，也是企业家和赚钱机器的分野。李东生说过：“做企业是需要境界的。”如果每一个CEO都能履行这句名言：“我是中国人民的儿子，我深爱着我的祖国和人民。”那就真的可以通行天下了。

(This article is an original article by Zhuge Changqing, and the pictures are selected from the Internet. Welcome to forward it, and please indicate the source for forwarding)

Introduction to Zhuge Changqing: Zhuge Changqing, the inheritor and promoter of traditional Chinese culture, is willing to "learn from sages, promote virtue, revitalize China and benefit the world" together with people with the same ideals in the world.

(Zhuge Changqing: zhuge8031@163.com ）

Zhuge Changqing mailbox：

zhuge8031@163.com

Zhuge Changqing's Chinese Dream

Learn from sages and carry forward virtue

Revitalizing China for the benefit of the world

 （本文是诸葛长青原创文章，图片选自网络。欢迎转发，转发引用请注明出处）

诸葛长青简介：诸葛长青，中国国学传统文化传承弘扬者，愿与天下志同道合者一起“学习圣贤、弘扬善德、振兴中华、造福世界”。

（诸葛长青：zhuge8031@163.com）

Zhuge Changqing mailbox：

zhuge8031@163.com

  诸葛长青中国梦  

学习圣贤 弘扬善德

振兴中华 造福世界

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4How to repent: the ritual of repentance and the method of repentance (full version)

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