Stratagem 15 of 36

Luring the Tiger Down the Mountain

调虎离山

Stratagems of Attacking · 攻战计

Core Definition

核心释义

Lure the enemy away from their position of strength. Remove their advantage by drawing them into unfamiliar territory.

待天以困之,用人以诱之。往蹇来返。

Historical Origin

历史典故

The Classic Story

Sun Bin lured Pang Juan away from his fortified position by feigning weakness and retreat. By drawing Pang Juan into unfamiliar mountainous terrain with a series of fake retreats, Sun Bin set up a devastating ambush at Maling.

孙膑通过假装溃退引诱庞涓离开坚固的城防工事。通过一系列假撤退将庞涓引入不熟悉的山地,在马陵设下毁灭性伏击。

Modern Applications

现代应用
  • Drawing competitors into unfamiliar market segments where you have advantage
  • Getting decision-makers out of their comfort zone during negotiations
  • Moving discussions to platforms or venues where you have influence
  • Challenging competitors on their secondary turf instead of their stronghold

Supplementary Case Studies

补充案例分析

Nintendo Wii Strategy

Nintendo couldn't compete with Sony and Microsoft on raw graphics power (their mountain). The Wii lured competitors into a different game: motion controls and family entertainment. By changing the battlefield, Nintendo left Sony and Microsoft fighting on unfamiliar terrain.

任天堂无法在图形性能(对手的山头)上与索尼和微软竞争。Wii将竞争引入不同领域:体感操控和家庭娱乐。通过改变战场,任天堂让索尼和微软在不熟悉的领域竞争。

Sun Tzu's Mountain Strategy

Sun Tzu advised: if the enemy occupies high ground, do not attack uphill. Instead, lure them down by presenting apparent weakness or offering bait. Once on flat ground, the advantage of height disappears.

孙子建议:敌人占据高地时,不要仰攻。通过示弱或诱饵引其下山。一旦到了平地,高地优势即消失。