Chess and the Art of Negotiation: Ancient Rules for Modern Combat

130 Pages·2006·0.4 MB·English

by  Anatoly Karpov

Chess and the Art of Negotiation
Ancient Rules for Modern Combat
Anatoly Karpov and Jean-Franc¸ois Phelizon
with Bachar Kouatly
LibraryofCongressCataloging-in-PublicationData
Karpov,Anatoly,1951-
Chessandtheartofnegotiation:ancientrulesformoderncombat/AnatolyKarpov
andJean-Franc¸oisPhelizonwithBacharKouatly.
p. cm.
Includesbibliographicalreferencesandindex.
ISBN0–275–99065–6(alk.paper)
1.Chess. I.Phe´lizon,JeanFranc¸ois. II.Kouatly,Bachar. III.Title.
GV1449.5.K35 2006
794.1—dc22 2006020994
BritishLibraryCataloguinginPublicationDataisavailable
Copyright©2006byEconomica
Allrightsreserved.Noportionofthisbookmaybe
reproduced,byanyprocessortechnique,withoutthe
expresswrittenconsentofthepublisher.
LibraryofCongressCatalogCardNumber:2006020994
ISBN:0–275–99065–6
Firstpublishedin2006
ThisisatranslationoftheoriginalFrenchedition,publishedas:
PsychologiedelaBataille
©Ed.Economica,2004
ThisbookalsohasbeentranslatedintochineseasDueYi©Citic,2005
PraegerPublishers,88PostRoadWest,Westport,CT06881
AnimprintofGreenwoodPublishingGroup,Inc.
www.praeger.com
PrintedintheUnitedStatesofAmerica
Thepaperusedinthisbookcomplieswiththe
PermanentPaperStandardissuedbytheNational
InformationStandardsOrganization(Z39.48–1984).
10 9 8 7 6 5 4 3 2 1
Contents
Acknowledgments vii
Introduction ix
Prologue: EstablishandMaintainaWinningPosition 1
Chapter1: PreparingforBattle 11
Chapter2: SelectaStyleandApproach 31
Chapter3: IndirectApproach:StrengthagainstStrength 53
Chapter4: LateralApproach:PlayingwithFinesse 73
Chapter5: AfterVictory,LookAhead 97
Appendix: WorldChessChampions 109
Notes 111

Acknowledgments
WewouldliketoextendourspecialthankstoNicholasPhilipson,our
editor, forhis complete support of thisproject, and for his constant
encouragement, advice, and guidance. Our deepest appreciation
alsogoestoElvaLe`ge´reClementsandDorothyWackermanfortheir
editorial comments, and to Christine Hammond for her help with
whateverneededtobedone.

Introduction
In this book, two masters in their respective areas of expertise—
Anatoly Karpov, former World Champion and grand chess master,
and Jean-Franc¸ois Phelizon, CEO of Saint-Gobain Corporation—
come together to share their insight into how the ancient game
ofchesscanbeablueprintforsuccessintoday’sbusinessworld.
Ever since the game was believed to have been played for
the first time in sixth-century India, chess has been an intellectual
duelemployingstrategy,tactics,andpsychology.Manyofthelessons
learnedbystudentsofthegamecanbeappliedtoavarietyofbusiness
managementscenarios,especiallynegotiation.
Chess and the Art of Negotiation takes the form of a fascinating
dialoguebetweenMr.KarpovandMr.Phelizon,moderatedbyBachar
Kouatly, himself an international chess master. In this give-and-take
approach, the reader can get a better insight into the experiences
andthoughtprocessesoftheseexpertsastheyconveybothchessand
businesstheoryandreal-worldapplications.
Chessoffersexecutivestimelesslessonsinatake-chargebusi-
nessapproachthatisaimedatwinning.Inbusiness,negotiationscan
reach the intensity of war, hence the reference to “combat” in the
subtitle.Analogiescanbemadeonmanylevels,withopposingsides
beingcalled“adversaries”or“opponents,”andapproachesbeingre-
ferredtoinmilitarytermssuchas“frontal,”“oblique,”and“lateral.”