4. Lessons on Deception

Appear to your opponent as inept and less competent; be unknown to them. Show what is contrary so no one can tell what you are doing.

Tao Te Ching

THE PITCHER THROWS a change up, the kicker fakes a punt, the point guard sends a “no look” pass, and the runner shifts gears. Hank Iba, legendary basketball coach, once claimed that “the essence of the game is deception.” The art of deception is a universal strategic tactic used by athletes, coaches, and teams in athletics, by CEOs in industry, by professionals, and even by parents looking for the edge. Sun-Tzu, in The Art of War, emphasizes the importance of appearing incompetent. He says that “victory depends on knowing others while being unknown to them. Deception is a delicate art.”

Champions teach us that the key to deceiving your opponents is to display behavior contrary to the plan or what truly is. They wish their opponent to think they are weak, not ready to play, yet they know otherwise. Being deceptive is a simple, subtle, yet powerful proactive maneuver.

ILLUSION OF ADVANTAGE

THE FIRST LESSON in deception is giving your opponents the illusion that they are stronger, faster, and more powerful than you; help them to feel they have the advantage. Champions do this by creating the appearance of being vulnerable or confused or fearful. For example, cyclists use such tactics when they slow down as if fatigued, only to surge briskly and discourage their opponents. Kenyan distance runners are great at creating this and other illusions. Some teams “advertise” fake illness or injury of a star player prior to a big game. Your opponents become overconfident and are shocked when they realize you are at full strength. The essence of all games is illusion and surprise. Sun-Tzu reminds you to capture the advantage by concealing your strengths.

Champions create these illusions as they lull their opponent into a desired place by downplaying their strengths and exaggerating their weaknesses. You, too, can project the appearance of fallibility. It’s like giving opponents a “gift” they cannot refuse to take, as you remain poised to strike when the time is right.

SURPRISE AS A COUNTER

WHEN COMPETING, you can use the element of surprise by making sure you do nothing to threaten the opponent. This way, the competition does not pay attention to you, which places you in position to implement your strategy. You can also use the competitive event as an aid rather than a barrier to doing what you need to get done.

Sun-Tzu reminds us to keep secret all plans and resources. If others are not aware of your possible position, they need to prepare for an attack from many places; this will dilute their strength. Experimental posturing, showing one defense and using another, will reveal, under analysis, the strengths and weaknesses of others. All of this contributes to the surprise effect.

In sports, the champion develops many surprise tactics, secret weapons unleashed at unexpected times. The Art of War teaches you to execute decisive strategies that your opponent can neither detect, analyze, nor anticipate. For example, in basketball, you can use trapping defenses and full-court presses to confuse opponents. Teams can show a “new” offense or defense pattern, like a four-corners stall in basketball, a triple hand-off in football, or a new breaking ball thrown by a pitcher in baseball. As a strategy, surprise is very effective in creating an advantage. It is exciting for those who use it and can be devastating to those who receive it. If you can keep your opponents unaware of your plan, you can increase the chances of victory. Sun-Tzu calls it genius, the ability to surprise opponents with change and variable formations, causing them to constantly adapt—which brings up the subject of another great tactic for positioning: adaptation. In the words of Sun-Tzu, “no position is a good position.” Let’s see what this means in our next lesson.

NO POSITION IS THE BEST POSITION

THE IMPORTANCE of flexibility and adaptation to change can’t be overemphasized for the purpose of good, strategic positioning. The truly great champions are aware of this tactic, which suggests not holding to a fixed plan of attack, but rather changing according to the unfolding of events. When you are too rigid, you can break. Being flexible and adapting to change, on the other hand, keeps you fluid and allows you to adjust and rise above the change. Those who adapt maintain the advantage. We all need to learn how to adapt. Adaptation is learned and grasped when you are given the opportunity to react to changing situations in practice, in games, and other day-to-day situations. In The Art of War, Sun-Tzu again reminds us that “when you formulate a plan be sure that it is realistic given your personality. Is it possible?... then execute it. If your opponent is much stronger and bigger and powerful, develop a plan that changes the rhythm, the pace of the game, plan, or objective.”

So, in this sense, no position is a good position. Champions formulate their plans but don’t blindly stay with them—don’t hold their position. Adapt and be flexible. Shift your plans and mind-sets when change occurs. For example, a game is changed from a dirt field to turf. Sunny, warm weather turns to cold rain. Sometimes, the championship finals can be changed at the last minute due to TV programming shifts. I have had clients in the Olympics who are ready to perform when expected and then told that the event will run an hour later than anticipated. Without adaptation tools, you could lose the race before it is run. Sun-Tzu reminds us in The Art of War to be certain to have an alternative plan if the first doesn’t work out. It’s a secure feeling to have backup tactics, such as having additional athletes who can step in and step up when others are injured or sick.

It is impossible to anticipate all eventualities. The best way to plan for something unpredictable is to not be afraid to adapt. If you talk about the possibility of unpredictable circumstances, and understand the importance of adjusting to change, you will be better prepared to shift, when change does occur, and you will feel confident about doing so—regardless of the particular change. Then, when an opponent throws up a surprise on the field, in the office, or at home, you can simply remember that this is a time to be adaptive and flexible.

Look at everyday life, and you will immediately see how to apply this lesson. People often talk about “going with the flow.” The only certainty is the uncertainty of life. Change will occur. Adaptation to change is a sign of strength. To rigidly adhere to plans or expectations is a setup for stress, anxiety, and misery. The Tao Te Ching tells us how “soft is strong.” We will talk more about this later in the book, but for now, the Way of the Champion teaches us to let go of the need to be right, soften up, choose our battles, and come out on top. Water is soft yet wears away rock. This is the real strength of the champion in all of life. Bend or break... your choice.

SOME OTHER NUGGETS

HERE ARE SOME other gems or nuggets from The Art of War, used by champions to help strengthen their strategic positioning:

There is no need to destroy your opponent. You can gain the advantage over them by using a chrysanthemum as your sword. If you embarrass your opponent, it could come back to bite you.

 

Be quiet and swift. Prolonged events put a damper on vigor and vitality. No overtimes, please. Strike to get what you like.

 

Study your opponent’s style and know when to challenge.

 

Attack when you are strong; defend if you are inadequate.

 

Keep a low profile, with all attention away from you. Then you can build up your strength while they have no reason to suspect you as a threat. Conceal all strategy, even this one.

 

Train yourself to be in position to compete error-free. Turnovers, base on balls, mental lapses, errant passes, interceptions, and double faulting are some of the more common errors and mistakes athletes commit. If you work daily on diminishing such problems, you create a situation that cannot be defeated. By doing so, you secure yourself against attack.

 

Never underestimate the strength of your opponent. Always prepare thoroughly. Refrain from being smitten by victory and complacent. Remember David and Goliath. Playing against a weaker opponent requires conscious integrity and tenacity, or you pay the price.

 

Refuse to pit one athlete against another on the same team. Competitiveness within the same team could be a detriment. It’s okay to be “worthy opponents” for each other, but it must be achieved in the spirit of love. Because they love each other, they should go all out and practice at high levels against each other, because by doing so they are helping their friends to be better prepared against other formidable opponents.

 

Challenge or attack when you are smooth or ready, not when confused or uncertain. (Time-outs are needed in such circumstances.) Attack without using all of your energy. Be the first to establish a strong, advantageous position. If opponents are not as well prepared, be sure to jump all over them immediately (don’t give them time to gain any confidence).

 

You must tune in to your opponents’ spirit (inner determination), composure, and strength. Attack when their spirit is down or idle. Also, confront opponents when they seem disorganized, confused, or chaotic. Finally, your opponents’ strength is compromised when their familiar, normal routines are disrupted.

 

It’s important to know what your opponents rely upon to function well. What are the attachments? What is needed in order to be victorious? When you discover this, make every attempt to seize it. Get the star to foul out; slow the game down when they are attached to running up and down, back and forth; speed it up if they like it to be slow; play zone if they depend on single coverage

 

You gain advantage by seizing opportunities quickly, and especially when unexpected. Attack the weaknesses at all times.

LESSONS AS AFFIRMATIONS

When I display behavior contrary to the expected plan, I put myself in position for victory.

Whenever I can, I give my opponent the illusion that he or she is stronger, faster, and more talented than I.

I downplay my strengths.

My genius is the ability to surprise opponents with change, causing them to constantly adapt.

No position is a good position, if I am flexible and adapt.

I constantly seek ways to become more adaptable.

I go with the flow, like H 2 O.

Soft is strong. I let go of the need to be right and I am, therefore, happy.

Quickly strike to get what I like.

I attack when strong and defend if inadequate.

QUESTIONS ON THE QUEST:

In what ways can you use deception strategies that you are not doing now?

With these strategies in mind, what would it be like to compete against you?

Which deception strategies do you notice are being used by your opponents?