Negotiations and other business maneuvers are like chess: every move generates a plethora of potential next moves. In Chess and the Art of Negotiation, a world-renowned chess master and a CEO of a global company join forces and apply the principles of chess to illuminate the dynamics of competition and negotiation--from angling for a promotion to landing the sale. In a colorful interview format, the authors argue that strategy drives tactics, and understanding the motivations behind your opponent's strategy will help you navigate your way through the labyrinth of possibilities. Drawing from their own experiences in chess and business, as well as many historical and contemporary examples, the authors offer insight into the strategic mindset and how to apply it to any kind of negotation or competitive situation. Not for the faint of heart, Chess and the Art of Negotiation assumes that in business, as in any game, there are winners and losers, and aims to help you prepare for combat and emerge victorious, not vanquished.
Chess is like an intellectual labyrinth; whenever you open a door, you find yourself facing ten new doors. Negotiations and other business maneuvers are similar; each decision or action generates new opportunities. And, like chess, it is more important to determine the paths not taken. As Richard Nixon taught us: Always know ahead of time what you don't want. In
Chess and the Art of Negotiation, a world-renowned chess master and a CEO of a global company combine forces and apply the principles of chess to illuminate the dynamics of competition, strategy and negotiation, whether angling for a promotion, beating your arch rival to a lucrative contract, or landing the sale.
In a colorful interview format, the authors argue that it is not enough to be well prepared or well informed, nor is it sufficient to be trained in only the tactical aspects of engagement. Strategy drives tactics, and understanding the motivations behind your opponent's strategy will help you navigate your way through the labyrinth. Drawing from their own experiences in chess and in business, as well as many historical and contemporary examples, the authors offer insight into the strategic mindset and how to apply it to any kind of negotiation or competitive situation. Not for the faint of heart,
Chess and the Art of Negotiation assumes that in business, as in any game, there are winners and losers, and aims to help you prepare for combat and emerge victorious, not vanquished.
ANATOLY KARPOV, one of the greatest chess players of all time, became a chess master at age 15 and the world's youngest international grand master in 1970. The winner of more than 130 international chess tournaments and matches, he was World Champion from 1975 to 1985 and again from 1993 to 1999. He has written several books on chess technique and strategy, including Anatoly Karpov's Best Games and an autobiography, Karpov on Karpov and is currently establishing a network of chess schools around the world.
JEAN-FRANCOIS PHELIZON is President and CEO of Saint-Gobain Corporation, the holding company for the U.S.- and Canadian-based business of the French multi-national corporation, Compagnie de Saint-Gobain, one of the world's top 100 industrial companies. He has published translations of Sun Tzu's
The Art of War and
Thirty-Six Strategems and is the author of several books on business strategy and management, including
Methods and Models for the Research Operation and
Strategic Action, published by the leading French business and economics publisher, Editions Economica.
BACHAR KOUATLY is an international grand master of chess and editor of the magazine,
European Chess.
