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.
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