KKT--CONTENTS

 CONTENTS

DEDICATION

ACKNOWLEDGEMENT

 I. INTRODUCTION 

 A. SOME BASIC CONSIDERATIONS .......
B. KUEI KU TZU: THE PERSON AND THE BOOK        9
C. THE PRACTICE OF PERSUASION IN ANCIENT CHINA  32
D. A NOTE ON TRANSLATION.   42

E. PLAN FOR THE THESIS  47 

 

II. KUEI KU TZU IN TRANSLATION

A. PAI-HO: OPENING UP AND CLOSING DOWN  48

B. FAN-YING: REFLECTION AND RESPONSES  56

C. NEI-CHIEN: INTERNAL BONDS  64

D. TI-HSI: DEALING WITH FISSURES 70

E. FEI-CH'IEN: jMAKING FLY AND MANACLING  75

F. WU-HO: DISAGREEMENT AND AGREEMENT 78

G. CH'UANG: FIGURING OUT 82 

H. MO: STROKING  86

I. CH'UAN: WEIGHING 91

J. MOU: PLANNING  96

K. CHUEH: DECIDING 102

L. FU-YEN: THE EFFECTIVE SPEECH  105

III. DISCUSSION

A. THE NATURE OF PERSUASION ACCORDING TO KUEI KU TZU 113

1. The Nature of Persuasion 114

2. On Silence and Secrecy..122

3. Tools of Expressing and Knowing  127

4. The Ideal Persuader   131

B. THE ROLE OF CH'ING IN PERSUASION   134

1. The Importance of ch'ing  135

2. Methods of Gathering ch'ing  140

C. FOUR SPECIFIC METHODS   145 

1. Nei-chien: The Internal Bonds  146

2. Ti-hsi: Dealing with Fissures  150

3. Fei-ch'ien and Wu-ho  152 

D. CHUEH: DECIDING  157

IV. CONCLUSION

A. A SUMMARY   160

B. SOME RERLECTIONS ON KUEI KU TZU  168

C. CONTRIBUTION AND APPLICATION  179

D. SUGGESTIONS FOR FUTURE RESEARCH  185

BIBLIOGRAPHY   188 

APPENDICES   197

THE PERSUASION OF KUEI KU TZU

 THE PERSUASION OF KUEI KU TZU

A THESIS

SUBMITTED TO THE FACULTY OF THE GRADUATE SCHOOL OF THE UNIVERSITY OF MINNESOTA

BY

DING-REN TSAO

IN PARTIAL FULFILLMENT OF THE REQUIREMENTS

FOR THE DEGREE OF DOCTOR OF PHILOSOPHY

NOVEMBER, 1985

--------------------------------=----

To Pang-ta Fung, my grandfather-
He firmly believes in education.
He has the highest hope in my success.
He is ninety years old.

I have never seen him, but, 
I know, he will be pleased that 
I have finally done it.