Origin: Guiguzi in the Spring and Autumn Period, Guiguzi, title nine.
Excerpt from the original text: This technique is also true, but people often do the opposite. Therefore, talk to the wise and make it clear; It is difficult to teach unwise people, but it is difficult. Therefore, there are many kinds of words and things are changeable. Therefore, the whole day, without losing its class, the story is not chaotic. It changes all day long without losing its owner, so be wise and not stupid, and listen to your wisdom, wisdom and strange words.
These are the principles of talking to people. However, many people often run counter to it. Therefore, when talking to a wise man, let him understand these methods, and when talking to a fool, teach him these methods. However, in fact, it is very difficult to do so. Therefore, there are many ways to speak, and the things discussed will change constantly.
Talking all day won't screw things up. Things are constantly changing and will not lose their principles. Therefore, as far as the wise are concerned, it is important to be honest, obedient, good at distinguishing truth from falsehood, smart, good at judging right and wrong, and unpredictable in speaking.
Extended data
"Taiping Magnolia" Volume 462 cited this article as "the right of quantity". Weight, scale. Tao Hongjing wrote an inscription: "Those who have power should strive for progress, but it is better to stay." This edition of collected Taoist scriptures and Jiaqing edition has no caption, and is supplemented by Hengqiu Pavilion Edition, Gaoshi Edition and Siku Quanshu Edition.
Lobbying was the main means for strategists to engage in social and political struggles during the Warring States Period. Guiguzi, as the only strategist's book, pays special attention to the principles and methods of lobbying. This article is a monograph on the principles and skills of lobbying.
The content of this article is very extensive, including the discussion of principles, the analysis of rhetorical features and the application of rhetoric. In the discussion of principle, we first discuss why we should pay attention to language rhetoric. It is pointed out that the main means of social activities of planners is lobbying.
Lobbying, that is, "the speaker also said; From their own point of view, lobbying is to convince each other; From the other person's point of view, if you want to convince him, you must help him before he listens. To achieve the goal, we should be good at "decorating words", that is, we should pay attention to the rhetoric of language.
The so-called decoration is to achieve the goal by adding and subtracting words. In the process of dialogue, such as dealing with difficulties, asking questions, applying, etc., we must do "decoration".
After discussing the importance of "decorative words", this paper makes a deep discussion on the principles of argumentation. Starting with the channels of information exchange inside and outside the body, the functions and purposes of mouth and ears, we emphasize the coordinated use of the three, listen to and observe each other's words and expressions with ears and eyes, and then feed back to the mouth through inner thinking, and express our views through the mouth.
Our views and opinions are introduced into each other's hearts through their ears, eyes and other organs, and then expressed after his analysis and judgment. After several times of information exchange back and forth, the two sides gradually reached an agreement, and their own views were accepted by the other side, and the process of argument ended.
Therefore, the process of argument is the process of information exchange between the two sides. To understand this, we should pay attention to the role of mouth, ear and purpose in the process of argument, pay attention to the structure and level of the other party's knowledge, use the advantages of the other party's rhetoric for our own use, and convince the other party with our own expertise.
Since we attach importance to language rhetoric, we should understand the characteristics of words. This paper discusses the characteristics and uses of ten words. Ten languages can be divided into two categories:
Five kinds of words, namely, dirty words, plain words, neat words and quiet words, are especially needed. The purpose of lying is to make the other party feel that we are loyal to him and shorten the psychological distance between the two sides.
Defamatory remarks and countless words, looking for evidence for each other's arguments over and over again, demonstrating from all aspects, making each other feel that we are knowledgeable and laying the foundation for gaining each other's trust; To put it bluntly, we should talk about it, and stop when we should, so that the other party feels that we have enough courage to make a decision and lay the foundation for the other party to listen to our decision; Qi Yan, speak her heart with sad words, win each other's sympathy and gain trust.
Silence, knowing our own shortcomings, deliberately concealing them, but blaming others for their shortcomings, in order to win a rebuttal and make the other party obey our decision. Knowing the characteristics and purposes of these five kinds of rhetoric, counselors can choose different types according to the situation of entering the office and the needs of the debate situation, and set rhetoric according to this characteristic to achieve different debate purposes.
If you are sick, afraid, worried, angry and happy, you are especially taboo. Bad words make people feel discouraged and have no spirit; Fear of words makes people lose their minds when they are afraid; Worrying words make people feel depressed and unwilling to communicate with themselves; Angry words make people listen to the uncontrollable consequences of anger and impulse.
Happy words make people lose their minds after listening to the evacuation. These five words are generally taboo; However, if we master their special magical functions and use them in specific occasions and special circumstances, they can play a role that normal characters can't.
In addition, this paper also discusses nine different attitudes that should be adopted when lobbying people with different personality characteristics, and the methods of "learning from each other's strengths" in dedication, such as "saying beneficial, taking strong" and "saying harmful, avoiding short".
In short, according to different lobbyists and different lobbying situations, we should change lobbying methods, choose different lobbying methods and set different discourses, which runs through the theme of expediency and improvisation. This concept and all kinds of lobbying skills are summarized on the basis of constantly summarizing the experience and skills of the previous generation of diplomats.
It is worth noting that the "rhetoric" mentioned in this paper is the "rhetoric" mentioned today. Decorative words are words added or reduced in order to adjust the language to achieve the maximum effect. This paper mainly discusses rhetoric from the perspective of lobbying, that is, oral language expression, which makes this paper the most systematic rhetoric theory monograph in China's pre-Qin period.
Baidu Encyclopedia-Guiguzi, article 9 is right