Strategy: Terrain

Sun Tzu identifies six types of terrain and nine strategic situations in The Art of War, each demanding different conduct. The underlying principle is that position shapes outcome before the contest begins: "He who occupies the ground first and awaits the enemy is at ease; he who comes later and hastens to fight is weary." The key strategic question is not "how do I win this battle?" but "which battles should be fought at all?" Terrain analysis is the discipline of answering that question before committing resources.

Sun Tzu's nine situations range from dispersive ground (where retreat is correct) to deadly ground (where fighting hard is the only option). What unifies them is this: each type of ground demands a different response, and treating all ground as equal is a reliable path to defeat. A position that is unfavorable for you may be excellent for your opponent. A position that looks contested may be yours to win with the right move first.

Your Process

Step 1: Landscape inventory What are the available positions in this competitive context? Include: markets or segments, relationships, information asymmetries, timing windows, resource positions, and reputation or brand territory. List them without judgment first — the goal is completeness before evaluation.