Today, during a conversation I had with a peer, we talked about the ways organisations operate, and I was surprised when she shared that in a particular type of organisation, the guiding principle is motivated by the word Qíng (Chinese: 情).
Qíng (情), is a concept that can be translated as emotions, feelings, sentiment, or passion.
Is it humanised management?, I asked.
No. It's an art of persuasion, an art of using people.
As I grappled to understand the meaning of Qing (情), I recalled that the phrase "7 emotions 6 desires (七情六慾)" refers to a range of human emotions and desires in which, the specific emotions and desires can vary, and they represent the complexity of human nature.
The seven emotions are
- Happiness, Anger, Sorrow, Joy, Love, Hatred and Fear.
The six desires are
- Sight, Hearing, Smell, Taste, Touch and Thought.
These emotions and desires are inherent aspects of human existence, and understanding and managing them are important for achieving balance and harmony in life.
So, wisdom lies in guarding the door to the heart.
According to Master of Ghost Valley (鬼谷子), the secret lies in two words: Open and Close
"From this perspective, there is nowhere one cannot go, nowhere one cannot enter, and nothing one cannot do. It can be said of individuals, of families, of nations, and of the world."
"由此言之，无所不出，无所不入，无所不可。可以说人，可以说家，可以说国，可以说天下。"
There will be insight regarding the live-ness and death-ness, and the wisdom will mind the beginnings and ends of all kinds.
It will approach the human heart and be reflected in the changes outside; So, this becomes the way to master the wisdom of live-ness and death in the world, through the heart
Yin complies with Gentleness, complies with openness, and complies with relaxation.
Yang complies with Hardness, complies with closeness, and complies with tension
In order to master this wisdom towards the talent, saints make it one. Measured by sequence, first by wisdom and second by skills.
If it is open, it would be revealed. If it is closed, it would be concealed. If someone opens to you, it is based on the agreement of heart; if someone conceals, there are differences and honesty.
Therefore the way of openness aimed at detecting the truth. The way of closeness aimed at detecting honesty
Achieving success in life involves living in harmony with others and mutually benefiting each other. It requires the ability to choose suitable friends, select the right life partner, join appropriate companies, or establish beneficial partnerships.
It is essential to understand people's characters, ambitions, and motives.
As we go along the journey, we will realise at some point, that the intention behind every action is important. Frequently, actions perceived as "wrong" may not have been executed with a purpose of causing harm.
"But somebody still got hurt." you may argue.
Then the manner it was carried out was not skilful.
So, wisdom lies in guarding the door to the heart.
And the door to the heart is the mouth - symbolically representing what we take in and what we give out.
The Master of Ghost Valley, 鬼谷子
The Master of Ghost Valley or 鬼谷子 (Gui Gu Zi) is a collection of ancient philosophical thoughts from the Warring States Period. The text is characterised by its emphasis on strategic thinking, adaptability and psychological insight and focuses on a methodological approach to the art of persuasion with an individual counterpart.
Accordingly, listening to and assessing the particular type of opponent and taking advantage of his individual preferences is the most decisive factor for the success of persuasion. As such, the text deals with interations in the forms of observations and assessments of interlocutor, and calculation as well as reflections.
Note:
While the Gui Gu Zi provides insights into human nature, its approach is pragmatic and strategic and its understanding is to be used as tool to effect good leadership, and decision making. And, applications of the principles should align with the ethical framework and morality of contemporary contexts as interpretations may vary.
Understanding Motivations and Desires
- Humans are motivated by various factors.
- One should be astute in identifying understanding the range of emotions that influence people.
- Having identified and understood the aspirations and influence, one can use them to navigate the dynamics and alliances of human.
- Economic interests are powerful motivators. Providing a sense of security, can gain one the trust and support of the other individual and help build loyalty. The same goes for that which appeals to a person's higher aspirations and values.
- Motivations changes over time, and responding effectively to evolving circumstances requires continual assessment of the motivations and desires of individuals and adjusting accordingly.
Emotional Dynamics
- Emotions shape human behaviour.
- Emotional balance is important for rational and strategic choices.
- One must have the ability to perceive, understand and manage the emotions both of oneself and those of others to navigate social situations effectively.
- Emotional bonds can foster loyalty and commitment. It is important to create a positive emotional climate.
- Strategic use of language that appeal to the emotions of audience is a powerful tool for persuasion and influence.
- Provide a positive emotional direction, reassurance, and empathy to manage crises that evoke intense emotional responses, to generate enthusiasm, commitmentm and a sense of purpose.
Fear and Insecurity
- Fear can be a powerful motivator and understanding the psychological impact of fear can lead to compliance and also unrest and instability.
- Addressing and alleviating fears are important for stability and assurance.
- Exploitation of fear for manipulation should be avoided.
- Strength must be balanced with compassion.
Manipulation and Persuasion
- Strategic communication is about tailoring messages to different situations for audiences for maximum effectiveness.
- Being attuned to the beliefs, values and motivations of people enables communication of messages that resonates with audience and listener.
- Individuals are motivated by self-interest. Appealing to self-interest can garner support or compliance.
- Shape perceptions to achieve specific objectives by influence and managing interpretations.
- Effective manipulation is subtle and indirect.
- Compelling arguments and techniques include logical reasoning, emotional appeal and strategic presentation of evidence.
- Adaptability - different situations require different approaches.
- Avoid tactics that harm or are deceptive.
Note:
In the context of ancient strategic thought, these concepts were often seen as necessary tools for effective leadership and statecraft. These principles must be approached with a critical and ethical lens, recognizing the potential for misuse and the importance of ethical considerations in leadership and influence.
Recognizing Patterns of Behaviour
- Adopt a systematic and analytical approach to understand how people react to different situations, challenges and stimuli.
- Identify trends and patterns in behaviour and anticipate reactions, make informed decisions based on historical insights.
- Predict responses and understand the motivations of behaviours.
- Recognize patterns within cultural contexts and understand how norms and values shape actions, and build predictive models.
Individual Difference and Trust Building
- Individuals possess varying temperaments and personalities that influence behaviour. Approaches should be tailored based on unique dispositions.
- People have diverse skills and abilities, recognize and leverage on the strengths of individuals to optimize collective capabilities.
- Communication style should resonate with individuals.
- Be sensitive to cultural diversity and understand how values, norms and perspectives are shaped.
- Adaptive leadership, recognise the needs and preferences of individuals and adjust styles accordingly.
- Address conflict differences diplomatically and promote inclusivity.
- Balance team dynamics taking into accountthe strengths and weaknesses of individuals.
- Personalise development.
- Be consistent and reliable.
- Communicate clearly and honestly
- Fair and just, ensure decisions are unbiased and merit-based.
- Empathy is a powerful tool for trust building
- Competence inspires trust and confidence.
- Build personal connections and protect, and ensure security.
- Be true to oneself
Accountability
It is important to have a realistic understanding of imperfection and admit mistakes where necessary. Cultivating a culture of learning and learn from failures serves as the backbone of personal and professional growth. One must always balance confidence with humility, as with risk and caution. Finally, taking responsibility and being accountable are integral aspects of the journey.
Disclaimer
The content shared on MindPsyche reflects my personal thoughts, experiences, and the discoveries I've made along my own path. It is important to note that they are subjective and may not resonate with everyone. What works for me may not necessarily align with everyone's beliefs or experiences.
If at any point you find the need for clarification or wish to share your own insights, I welcome your thoughts. Feel free to reach out to me through any of the provided contact links below.