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Chess and the Art of Negotiation Ancient Rules for Modern Combat
Anatoly Karpov, Jean-François Phelizon, Bachar Kouatly
Book Code: C9065
ISBN: 0-275-99065-6
ISBN-13: 978-0-275-99065-7
128 pages
Praeger Publishers
Publication: 9/30/2006
List Price: $34.95 (UK Sterling Price: £19.95)
Availability: In Stock
Media Type: Hardcover
Also Available: Ebook
Trim Size: 6 1/8 x 9 1/4
Subjects: Reviews:
  • The authors intend, first, to show how elements of chess can be applied to business negotiations and, second, to consider psychological aspects of competition and conflict. In addition to numerous chess players, Karpov and Phelizon reference a wide array of sources, among them ancient Chinese military theorist Sun Tzu, French fabulist La Fontaine, and British military historian Basil Liddell Hart.
    —Choice     April 2007
  • Karpov, a world chess champion, and Phelizon, head of a French multi- national corporation, offer tips in an interview format on lessons this ancient game of strategy has for business success today. Knowing an opponent's style (confrontational/ concessionary) and approach (direct/oblique) is a tactical advantage. Tips include: why it's best to negotiate in your own time zone, and why humility can win out over ego.
    —Reference & Research Book News     February 2007
  • [I]ts uncommon dialogue format as well as its bold attempt to tackle a difficult subject make it a unique item....[i]t is fine companion reading.
    —Chess Horizons     January-March 2007
Description: 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.
LC Card Number: 2006020994
LCC Class: GV1449
Dewey Class: 794
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